Preview of the How to be successful in B2B commerce report. To get the full report contact us at sales@divante.co

1. E-COMMERCE PROCESSES IN PRACTISE
B2B and B2C implementation
Knowledge from experts
Useful hints and tips
A LITTLE
BOOK OF SUCCESS
B2B Commerce
How to become successful
Marcin Moska / mmoska@divante.pl

2. 2
TABLE OF CONTENTS
Introduction...................................................................................................................
B2B customers’ expectations in 2015........................................................................
Lean analytics in B2B....................................................................................................
Emotions and shopping lists.......................................................................................
How to implement B2B in a large trading organization..........................................
How to choose B2B platform software.....................................................................
Marketing automation in B2B. 5 ways to acquire a business customer.................
Contact..........................................................................................................................
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3. 3
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B2B CUSTOMERS’
EXPECTATIONS IN 2015
Despite of the clear evidence that proves that customers prefer to search and
purchase goods online, B2B companies are reluctant to develop themselves in the
eCommerce field. Consequently, they lose the possibility to reach the customers
and, what is even worse, they give the opportunity to other companies to fill in this
gap. Therefore, let us define the expectations of B2B customers.
New habits
First of all, the Internet and technology play an important role in creating new
habits. In accordance with the studies conducted by Google, 84% of respondents
use the Internet to search for information about the products they want to buy.
54% compare the products online, while 37% of respondents claim that the reviews
posted online have a significant impact on their purchasing decisions. It should
come as no surprise - such a behavior allows the users to satisfy their needs
straightaway and gives them the possibility to verify their knowledge.

4. 4
HOW TO IMPLEMENT
B2B IN A LARGE TRADING
ORGANIZATION
TIM is a distributor of electro-technical products.The company is proud of the sales
that it made through the Internet, in December 2014. 3 years ago, online sales were
virtually absent in TIM.
The interview was given by Artur Piekarczyk, Vice-President of TIM’s Management
Board.
eCommerce has been present at TIM for almost two years now and it turned out
to be a huge success. B2B sector displays a considerable aversion and reluctance
towards Internet sales. How did it happen that you chose to take such an intense
direction towards the Internet?
Indeed, during the last two years we have staked everything on eCommerce. The
first thought about the Internet sales appeared already in 2006, when we decided
to build a logistics center in Siechnice, near Wrocław, Poland.
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5. 5
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WANT TO GET THE FULL
REPORT?
Contact
Want to talk about B2B? Contact us!
Tomasz Karwatka
CEO
tkarwatka@divante.co
Ernest Trochimczuk
CSO
etrochimczuk@divante.co
Marta Miszczak
Sales Manager
mmiszczak@divante.co
Krzysztof Podeszwa
Sales Manager
kpodeszwa@divante.co

6. 6
Divante LTD
14 Kosciuszki Street
50-038 Wroclaw, Poland
sales@divante.co
(+48) 797 340 458
www.divante.co