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B2B Mobile Use
Devising a mobile strategy is a priority for businesses in 2013.
Here’s what B2B executives and tech custom...
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B2B Mobile Use Infographic

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Devising a mobile strategy should be a priority for your B2B business. Clarifying what your audience wants to see and do on a small screen and figuring out how to turn that attention into revenue is critical. Here are a few highlights of the current state of B2B mobile use:

Mobile-friendly sites turn users into customers. If your site offers a great mobile experience, users are more likely to make a purchase.
B2B users regularly use mobile to search for and access content on the go. While the desktop website is still the most-used source of information, increasing numbers of B2B tech buyers read white papers, case studies, and product brochures/data sheets on mobile devices.
B2B customers shop for tech products for their businesses on mobile. They use their devices to read reviews, read general product/service information, compare product/service features, compare prices, and look for promotions or coupons.
Tech B2B customers rely more heavily on mobile browsers than on mobile apps, though 53% of B2B executives have downloaded and use branded B2B mobile apps regularly.
B2B mobile traffic will grow 13x over the next four years, with a 6x growth of mobile compared to desktop, according to Cisco’s latest report on global traffic growth.
The numbers for your company might be different, so determine how many visitors use mobile devices to access your site by checking Google Analytics. But, without a doubt, those mobile numbers are going to grow over the next few years, as more and more customers use mobile devices to research and make their B2B purchases.

B2B Mobile Use Infographic

  1. 1. B2B Mobile Use Devising a mobile strategy is a priority for businesses in 2013. Here’s what B2B executives and tech customers are using mobile for today, and the growth we can expect in the future. Mobile-friendly sites turn users into customers When users visit a mobile-optimized site: Mobile Search Search is crucial throughout the buying process. 69% of IT decision-makers use mobile for work-related website searches for B2B content 74% are more likely to return to the site 67% are more likely to buy products and services Source: What Users Want Most from Mobile Sites Today, September 20121 Case Studies White Papers Source: The Role of Digital Media in the IT Purchase Process2 B2B content consumption on mobile More than 1 in 3 US technology decisionmakers read B2B content on mobile devices as well as desktops: Product Brochures 14% 11% 9% 58% 56% 69% 53% 53-58% of content is read on desktop 9 - 14% of content is read on mobile Source: 2011 B2B Technology Collateral Survey Report3 50% 55% 48% Mobile B2B Shopping Tech B2B customers researched and compared products and services on their mobile devices while shopping for their business: compare features read product info compare prices read reviews 56% look for coupons 37% Source: The Evolving Path of Today's Tech B2B Customer Study, September 20124 Browser 85% App Mobile Website vs. Mobile App Tech B2B customers who shop on mobile devices rely more heavily on browsers than apps 82% 77% 72% 46% 40% 38% 36% Read general product or service information Read reviews Compare prices Compare product or service features 53% 53% of B2B executives download and run branded B2B mobile apps Source: Google and Forbes Insights “B2B Trends in Mobile & Online Video Study” December 20105 Source: The Evolving Path of Today's Tech B2B Customer Study, September 20124 Business Mobile Usage Trends Business mobile use in 2016 is expected to be almost 13 times greater than it is today and mobile will increase from 4% of business internet use to 26% of business internet use. Mobile Desktop 2011 2012 2013 2014 Source: Cisco VNI, May 2012 6 2015 2016 2011 2016 1. http://www.thinkwithgoogle.com/insights/library/studies/what-users-want-most-from-mobile-sites-today/ 2. http://www.thinkwithgoogle.com/insights/library/studies/role-of-digital-in-it-purchase/ 3. http://www.eccolomedia.com/2011_B2B_Technology_Collateral_Survey_Report.php 4. http://www.thinkwithgoogle.com/insights/library/studies/evolving-path-of-todays-tech-b2b-customer/ 5. http://www.thinkwithgoogle.com/insights/library/studies/b2b-trends-in-mobile-and-online-video/ 6. http://www.ciscovni.com/vni_forecast/wizard.html © 2012 Scott Design Inc SCOTT DESIGN The creative agency for technology companies www.hotdesign.com

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