Preparing for B2B Buyer Behavior in the Post COVID-19 World Webinar

Most B2B Companies are not ready for this... - Slide 6
Brian Beck: Most B2B companies though still are not ready for this. B2B companies are 10 to 15 years behind their retail peers and again 50% don't have an eCommerce site. What's amazing is that only six out of 300 manufacturers generate more than 10% of their sales from eCommerce.

Brian Beck: Again COVID-19 we believe is an acceleration story and those who are ready for this in the B2B category are seeing significant growth and increases in their interactions.

Laying Out the Options - Slide 14
Brian Beck: You'll find that there's multiple options and paths to begin accelerating your transformation if you're early in your process. The first thing to do is to understand that buyer behavior, that new B2B buyer, their behavior and journey, and this is what's called a journey map. Really these points under B2B buyer behaviors and journey. Where you start by learning, then they discover and make a decision on your product, they then purchase, you deliver the product, and then there's some loyalty and advocacy which follows that, and you want to understand at every point in the purchase process how they're interacting and what they need at each point.

Brian Beck: Your eCommerce channels and levers, on the right here, need to reflect your understanding of that journey. So you can use things like Amazon business, your own eCommerce, digitally enabled resellers, online only resellers, marketplaces, your sales teams, but you need a foundation and we're going to talk more about that. Pramit’s going to go through some of the data requirements that are necessary.

Pre COVID-19 B2B Buyer - Slide 20
Kris Harrington: When I worked with buyers they would have hundreds of requisitions a day that they would have to fill across multiple vendors. In this COVID-19 space they begin to find that customer service reps and technicians are at home with limited access to the tools they usually use to support buyers. Distribution centers are forced to close until determined essential or when they can offer a safe place for employees to operate. So supply chains that normally run like clockwork for a buyer are now disrupted, and the buyer is forced in many cases remotely to search alternative ways to purchase and the first place they go is online.

The New B2B Buyer - ROAMS - Slide 27
Kris Harrington: The easiest way to absorb this information is to remember that, The New B2B Buyer ROAMS. They are remote workers, online buyers, Amazon influenced, multi-generational, and have become savvy technologically.