The digital wave is impacting more than just retailers and B2C firms and challenging B2B online lead generation structure. The effect is even on giants like Amazon that currently offers approximately 9 million corporate products online. A Forrester survey shows 60% of B2B buyers prefer not to interact with a sales rep, and 68% of buyers use digital channels to gather information on their own. It is also predicted that by 2018, 40% of B2B digital commerce sites will use price optimization algorithms and configure price, quote told to dynamically calculate and deliver product pricing.
With the passage of time, it can be noticed that paradigm of the corporate trends are now shifting from B2C to B2B and so expectations are also changing. Transforming business models is a really up-to-date strategy used in B2B E-commerce. There are 3 tops areas for innovation in this centre where there is a high competition in market of online vs physical and the evolving digital disruption has also made a practical shift, fruitful for B2B online lead generation.
It's all about incorporating sales model, so, shifting sales model as a creative strategy and re-vamping the customer experience is a great way to transform the existing e-commerce business model.
With corporations such as Amazon penetrating in the B2B zone, there is expansion and there is an upgrade for customers as the services and transactions are faster and through a set, organized process.
E-commerce sites that are based on a B2B structure, giving the clients the option of self-service play a significant role in diverting the seller’s attention by hooking them through the concept of ‘you are the boss’. Giving them ownership means empowering them which is like motivation and thus sales can be increased. Digital commerce professionals are suggested to work with their leadership teams to develop B2B online lead generation strategies for self-service commerce sites, aligning them with B2B sales processes and sellers.
Directs selling is also another rising phenomenon among B2B sellers and this changes sales model generally. It affects the B2C companies more as the competition is changed and transferred towards the manufacturer. However, according to Forrester’s statement; successful companies of the future will be highly customer-centric –giving more decision-making authority to them and they will have a huge positive influence even on insights and everything relating to the process will be faster and better connected.
This model has few advantages:
- It will give more ownership to the companies for a great customer experience.
- Direct selling to customers would put businesses in better position or provide them with a better opportunity to ameliorate their relations with the customer as there will be closer interactions and more brand loyalty can be developed.
What’s demanding through this process is customer retention as its difficult to keep them engaged throughout the journey and keep generating long-term online b2b marketplace.
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