The world at large is witnessing a paradigm shift to ecommerce right now. According to official reports, 88% of people had bought goods or services online in the last 12 months. Within this same time period, more and more B2B companies have recognized that their customers now insist on replicating the same seamless buying experience, offered by B2C organisations. Moreover, according to a recent report, an average retail b2b buyer will make almost half of his work purchases online by the end of 2018, and almost a moiety of them spending considerable time online, finding the best of services.
Because of these reasons, it makes perfect sense for many organisations to move from an offline-only sales model to online-only or a hybrid of the two.
However, if we talk about conventional B2B sector, a number of B2B businesses, even now run on what they know, and what has come before them. Their business practices are a result of cohesive strategies that have been built up over years of uphill battles, and these legacy systems and ways of working have become so established that this results in a B2B ecommerce opportunity that remains largely untapped.
Therefore, scaling that not too treacherous jump seems to be a complex transition for any organisation, and demands a diligent review of current practises, and a deliberate look at business goals.
There are key questions companies need to ask before they begin the transition to move their sales-models online, in order for them to be fully prepared. However, you need to wait, till we are ready with our next iteration of this series.