B2B Buyers Issue a SoMoLo Imperative


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The ever-expanding powers of social media and mobile technology have transformed how consumers view the buying experience. With access to information and purchasing capabilities anywhere, and at any time, shoppers have come to expect engaging, integrated and relevant shopping experiences that reflect their history and preferences.

B2C companies, however, are not the only organizations experiencing this dramatic shift in preferences and rules of engagement.

Commerce in Motion commissioned a new benchmark study to evaluate exactly how B2B purchasing behaviors and expectations mirror those of the B2C shopper.

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B2B Buyers Issue a SoMoLo Imperative

  1. 1. The SoMoLo Imperative The Changing Behaviors and Expectations of B2C Shoppers Are Migrating To B2B Buyers#CommerceInMotion
  2. 2. SOCIALMOBILELOCAL #CommerceInMotion 2
  3. 3. We Studied these Behaviors Because they’re Everywhere… #CommerceInMotion 3
  4. 4. Where Shoppers Go, Buyers Follow… 50% of B2B buyers’ expectations of social, mobile, and local access closely follow the behaviors of consumers 4
  5. 5. ScanThis!! Got Local??? Buyer Demands Are Escalating… #CommerceInMotion 5
  6. 6. 50%expect to browse catalogs and make purchases via tabletTablets AreTriumphant #CommerceInMotion 6
  7. 7. Only(?)32%expect to connect and shop for products within social sites Social: Sizzling…Or Fizzling? #CommerceInMotion 7
  8. 8. 44%expect to view catalogs on their phone38%expect to place orders via their phone Mobility Matters Most #CommerceInMotion 8
  9. 9. 41%expect to view order status & updates on their phone37%expect to view inventory availability & pricing on their phone Phone as Status Symbol? 9
  10. 10. 33% expect to use QR codes to access content on their phone #CommerceInMotion 10
  11. 11. Call Failed…The gap between customer expectationsand the mobile capabilities of thecompanies who serve them is significant 11
  12. 12. Customers Businesses Expecting Delivering 38% Place Orders via Smartphone 17% 44% Product Catalog on Phone 29% 41% Order Status Updates on Phone 21% 33% QR Code Access to Product Content 26% 37% Inventory 15% 17% Lookup on Phone average gapMobile Capabilities Gap 12
  13. 13. 36% Lack of Corporate Commitment38% Inability to Integrate New Channels43% Unable to Integrate/ Support New ChallengesSoMoLo Roadblocks #CommerceInMotion 13
  14. 14. Order on Phone---------------------------------------------- 22%Product Availability/Pricing on Phone--------------- 29%Order Status and Updates on Phone----------------- 29%QR Code Access to Content on Phone-------------- 31%Push Local Offers to Phone When Near Store---- 33% Good Intentions… #CommerceInMotion 14
  15. 15. 46% Currently have no specific mobile/local commerce strategy and/or are just experimenting Currently have no specific social 43% commerce strategy and/or are just experimenting Strategic Shortcomings? #CommerceInMotion 15
  16. 16. 1. Buyers in ever greater numbers are tapping into their smartphones and social networking sites to complete the purchase2. Companies must utilize these channels to provide timely, relevant and engaging content3. Companies must keep pace and engage customers via these interactive platforms or risk being left behind Conclusions & Takeaways 16
  17. 17. CommerceInMotion.comFull Study NowAvailable Online #CommerceInMotion 17
  18. 18. Commerce In MotionSponsored by…RedPrairie 18
  19. 19. Thank YouDavid.Bruno@RedPrairie.com#CommerceInMotion