For B2B Companies, Every Day Should Be “Cyber Monday”
By Michael Hylton on Dec 01, 2011
The top two successful growth strategies for B2B companies are similar to B2C - selling into new industries and introducing new products or services. And Web self-service commerce is one of the tactics to get you there. If you haven’t already, B2B companies like yourself should embrace e-commerce as part of your go-to-market strategy as a vehicle to enter new sales opportunities and new markets.
Research has found that B2B customers expect the same type of online interaction – personalization, simplicity, catalog, and shopping cart – as when they shop in a B2C shopping experience.
Web self-service should be considered another customer touchpoint, along with field sales, call center, etc., that customers and partners can use to engage in purchasing your products and services. And that Web engagement should be consistent with how they currently interact with you so you show one face to the customer.