This document summarizes the key findings from the 2014 State of B2B Procurement Study conducted by Acquity Group. The study found that B2B buyers are increasingly conducting online research and making purchases. They are more comfortable purchasing a wide range of products online. However, buyers often abandon online shopping carts due to issues like high prices elsewhere, slow websites, or confusing checkout processes. Younger buyers especially are adopting mobile devices. While price is important, suppliers can compete based on customer experience, such as by offering convenient features, fast delivery, and strong security.
4 Questions About Amazon.com that Every Marketer Must AskOgilvy
4 Questions About Amazon.com that Every Marketer Should Ask
By Sean Muzzy, CEO, NA, Neo@Ogilvy via Ogilvydo
Click here for more about Continuous Commerce™: http://bit.ly/1gKiRXv
Web business is the significance of improvement. It is the market by driving arrangements by exposing issues around an online store's picture and thing commitments. That suggests at whatever point you buy and offer something on the web then you get drew in with online business. It is starting at now a champion among the most basic parts of the Internet to create.
4 Questions About Amazon.com that Every Marketer Must AskOgilvy
4 Questions About Amazon.com that Every Marketer Should Ask
By Sean Muzzy, CEO, NA, Neo@Ogilvy via Ogilvydo
Click here for more about Continuous Commerce™: http://bit.ly/1gKiRXv
Web business is the significance of improvement. It is the market by driving arrangements by exposing issues around an online store's picture and thing commitments. That suggests at whatever point you buy and offer something on the web then you get drew in with online business. It is starting at now a champion among the most basic parts of the Internet to create.
How to Make Your eCommerce Store Social Ready?archana cks
Social shopping, this is one of the latest trends in this digitally driven society and has become the hanging out at the mall, of the past.
Source <> http://www.ecbilla.com/ecommerce-articles/e-commerce-trends/how-to-make-your-ecommerce-store-social-ready.html
Many B2B companies pride themselves on building personal relationships
with their customers. But as one global leader in specialized environmental
services has discovered, relationship building in the B2B space is shifting rapidly.
Back to basics guide to great product contentDavid Schulhof
As a retailer, nothing is more frustrating than content that undervalues your products. As a customer, unhelpful content makes shopping a chore. In our Back to Basics - The guide to great product content, we look at how important product descriptions are for your conversion rates, and how you can tackle the mammoth task of writing them.
10 Digital Commerce Trends from the Fashion and Apparel, 2020 ReportAlaina Carter
COVID-19 made this season quite unfashionable as, just like other industries, the fashion industry also faced the consequences of this pandemic. Thanks to digital transformation, the fashion and apparel industry has a fair chance to bounce back. Read more to know what are the 10 Digital commerce trends from the fashion and clothing, 2020 report.
Let’s face it - margins for B2B companies are getting smaller thanks to market changes and increased competition. What’s more, the digital landscape is in constant flux as is buyer behavior. You cannot afford to have an eCommerce bust with a site that doesn’t knock the socks off your buyers and strengthen your bottom line.
In this complimentary webinar, Liz Duggan, Director of eCommerce at Siteworx, talks through How To Avoid A B2B eCommerce Bust with three steps:
1. Map the B2B buyer journey
2. Utilize Responsive Design to drive conversions
3. Maximize analytics to personalize the buying experience
Master Class - Digitally Native Vertical Brands with Hassan Yassine, GAIACollective Academy
Hassan Yassine, Co-founder and CMO of GAIA Design, shares some characteristics of Digitally Native Vertical Brands and his experience building one in an Emerging Market such as Mexico.
A review of one of the top B2B eCommerce sites on the market, Quill.com. If you are looking for a case study or best practices, this review will walk you through the great experience on Quill.com from Search and Navigation to Account Management.
How to Make Your eCommerce Store Social Ready?archana cks
Social shopping, this is one of the latest trends in this digitally driven society and has become the hanging out at the mall, of the past.
Source <> http://www.ecbilla.com/ecommerce-articles/e-commerce-trends/how-to-make-your-ecommerce-store-social-ready.html
Many B2B companies pride themselves on building personal relationships
with their customers. But as one global leader in specialized environmental
services has discovered, relationship building in the B2B space is shifting rapidly.
Back to basics guide to great product contentDavid Schulhof
As a retailer, nothing is more frustrating than content that undervalues your products. As a customer, unhelpful content makes shopping a chore. In our Back to Basics - The guide to great product content, we look at how important product descriptions are for your conversion rates, and how you can tackle the mammoth task of writing them.
10 Digital Commerce Trends from the Fashion and Apparel, 2020 ReportAlaina Carter
COVID-19 made this season quite unfashionable as, just like other industries, the fashion industry also faced the consequences of this pandemic. Thanks to digital transformation, the fashion and apparel industry has a fair chance to bounce back. Read more to know what are the 10 Digital commerce trends from the fashion and clothing, 2020 report.
Let’s face it - margins for B2B companies are getting smaller thanks to market changes and increased competition. What’s more, the digital landscape is in constant flux as is buyer behavior. You cannot afford to have an eCommerce bust with a site that doesn’t knock the socks off your buyers and strengthen your bottom line.
In this complimentary webinar, Liz Duggan, Director of eCommerce at Siteworx, talks through How To Avoid A B2B eCommerce Bust with three steps:
1. Map the B2B buyer journey
2. Utilize Responsive Design to drive conversions
3. Maximize analytics to personalize the buying experience
Master Class - Digitally Native Vertical Brands with Hassan Yassine, GAIACollective Academy
Hassan Yassine, Co-founder and CMO of GAIA Design, shares some characteristics of Digitally Native Vertical Brands and his experience building one in an Emerging Market such as Mexico.
A review of one of the top B2B eCommerce sites on the market, Quill.com. If you are looking for a case study or best practices, this review will walk you through the great experience on Quill.com from Search and Navigation to Account Management.
* Les enjeux de la vente en ligne en B2B
* Comment mettre en place une solution de vente en ligne ?
* La génération de trafic en eBusiness
* Surveiller son eRéputation
* Les 10 erreurs à ne pas commettre en vente en ligne B2B
*
Le baromètre des décideurs B2B par Enterprise@iProspect et Infopro digitaliProspect France
Enterprise@iProspect et Infopro Digital lancent Le baromètre des décideurs B2B, un nouveau rendez-vous semestriel pour tout comprendre du paysage B2B en un clin d’œil.
Peu évolué, en retard, reposant essentiellement sur des pratiques à l’ancienne… le marketing B2B est souvent affublé de nombreux préjugés et clichés. Pour couper court aux idées reçues, Enterprise, agence spécialiste de la communication et du marketing B2B du réseau iProspect, et Infopro Digital, groupe media leader dans l’information professionnelle, les leads BtoB et les services professionnels en France, ont décidé de dresser un état des lieux concret des pratiques réelles du marketing B2B en interrogeant directement les principaux intéressés : les dirigeants et décisionnaires B2B.
Entre le 11 et le 24 octobre derniers, 275 décideurs B2B ont ainsi été interrogés en ligne pour faire le point sur leurs pratiques marketing et mettre en avant les tendances et évolutions du secteur.
BtoB : Digital for Business - Utiliser les forces du digital pour générer des...Vanksen
Vanksen tente de démontrer en quoi le digital est un véritable terrain d’expression, de visibilité et d’acquisition pour ce secteur !
Notre nouvelle étude explique à la fois pourquoi et comment y être présent et penser sa stratégie digitale pour répondre aux problématiques BtoB.
Mon entreprise BtoB doit-elle être sur Internet ? Doit-elle s’exprimer sur les réseaux sociaux ? Que dire et sur quels supports ? Comment créer une communauté et communiquer auprès de mes différentes cibles ? Comment surveiller ce que ces dernières disent sur ma marque et mes produits/services ? Comment maximiser la visibilité de mon entreprise et générer plus de leads grâce au web ? Vanksen et ses experts vous apportent leur éclairage sur toutes ces questions que vous vous posez, et bien d’autres encore, dans cette présentation complète de 150 slides.
Livre blanc 612 rencontres sur les reseaux sociaux - partie 1 - 74 rencontresAlban Jarry
Composé de deux tomes, ce 4eme livre blanc, sur le thème des réseaux sociaux, propose à la fois les résultats d’une étude réalisée, en mai 2016, auprès de 612 utilisateurs professionnels se connectant à 99% chaque semaine aux principaux réseaux sociaux professionnels ainsi qu’un deuxième tome composé de plus de 70 textes d’analyse de l’utilisation de ces réseaux.
« Twitter et LinkedIn confirment leurs leaderships sur les réseaux sociaux professionnels »
Dans les résultats de l’étude, Twitter et LinkedIn se retrouvent une nouvelle fois plébiscités par les répondants. Ils sont les réseaux sociaux les plus fréquemment utilisés de l’univers professionnel ! La surprise des résultats vient de Twitter qui devance LinkedIn dans l’utilisation quotidienne. En effet, 66% des répondants déclarent se connecter tous les jours à la plateforme de l’oiseau bleu. Cette position s’explique certainement par le fait que Twitter est devenu le média des médias et permet un accès en temps réel à l’actualité professionnelle. En revanche, dans l’utilisation hebdomadaire, LinkedIn précède Twitter (86% contre 78%). Les deux atteignent des scores astronomiques d’utilisation dans la population répondante et survolent la concurrence.
Livre blanc 612 rencontres sur les reseaux sociaux - partie 2 - etudeAlban Jarry
Composé de deux tomes, ce 4eme livre blanc, sur le thème des réseaux sociaux, propose à la fois les résultats d’une étude réalisée, en mai 2016, auprès de 612 utilisateurs professionnels se connectant à 99% chaque semaine aux principaux réseaux sociaux professionnels ainsi qu’un deuxième tome composé de plus de 70 textes d’analyse de l’utilisation de ces réseaux.
« Sans les RS vous ne seriez pas en train de lire ces quelques lignes. » Hager Charni
Le second tome montre que les réseaux sociaux provoquent de nombreuses connections dans le monde professionnel, non seulement dans la vie virtuelle qu’ils proposent mais également bien souvent dans la vraie vie. L’aléatoire des nœuds explorés quotidiennement est source de partage d’expertises et de discussions passionnantes !
Mémoire Professionnel - En quoi l’utilisation du marketing digital peut perm...Thibault PAILLIER
Mémoire professionnel de Thibault PAILLIER, étudiant en Master 1ère année en marketing à l'IDRAC Business School. Sujet : En quoi l’utilisation du marketing digital peut permettre à Ineo Digital de se différencier de ses concurrents ?
Mémoire de recherche - Community management et stratégie média social en B2BNicolas Durand
Mon mémoire de recherche sur les stratégies média social en B2B. Le mémoire introduit en première partie les concepts principaux du community management puis répond à la problématique suivante : "Quelle Stratégie média social un community manager évoluant sur le marché du B2B doit-il adopter ? Pratiques, interactions et réseaux sociaux". Plus de 166 personnes ont participé à cette étude afin de répondre aux hypothèses formulées.
The reputation amplifier system is a way to automate requesting reviews from customers while also helping with quality control. Our sophisticated, revolutionary technique maximizes accuracy and speed for each reputation amplifier campaign.
With the holiday season approaching, the research surveyed more than 2,000 American adult shoppers, exploring their current attitudes, habits, and use of technology as part of the shopping experience. It shows that to succeed during the holidays, retailers need to fix the disconnected shopping experiences, empower store associates with technology and target the trillion-dollar millennial consumer.”
Zebra Technologies surveys shoppers, retail decision makers and store associates and finds widely varying perceptions of in-store shopping experiences, by Don Talend, brand storytelling, content strategy and demand generation expert, retail industry
China’s rise as a global leader in ecommerce has been nothing less than stunning. This year, online retail sales are expected to swell to $1.5 trillion, representing a quarter of China’s total retail
sales volume, and more than the retail sales of the ten next largest markets in the world – combined.
A SlideShare based on the results of a 2013 international survey of more than 500 e-commerce and e-business professionals, sponsored by IBM Tealeaf and conducted by Econsultancy
Although money is being poured into the online experience the physical retail store remains an important channel in the experience for customers. However, a disparity is emerging between the expectations customers have and the investment retailers are making. While retailers believe enough is being done to re-imagine the physical store experience, customers disagree. In this paper we explore the disparity and what to do about it.
Omni Channel Business Trend: an Opportunity to Grab Our Customer BusinessJeffrey BAHAR
STAR event was held to give an appreciation for top 50 Samsung's Handphone Retailers across Indonesia. Spire, along with Google and Kadence, was invited to STAR event to share their knowledge and applicable strategy to improve offline handphone retail business. Spire Indonesia Senior Manager, Albertus Edy shared the importance of offline to online (omni-channel) strategy to the retailers.
He said the online retailing has not completely shift the purchase behaviour, since most of the purchase activities are still found in offline retail stores. However, business adaptation to bring multi-channel experiences would be a significant advantage in current competition. Available at anywhere and accessible at anytime are the concept of Omni-channel that is urgently required.
What website can I sell pi coins securely.DOT TECH
Currently there are no website or exchange that allow buying or selling of pi coins..
But you can still easily sell pi coins, by reselling it to exchanges/crypto whales interested in holding thousands of pi coins before the mainnet launch.
Who is a pi merchant?
A pi merchant is someone who buys pi coins from miners and resell to these crypto whales and holders of pi..
This is because pi network is not doing any pre-sale. The only way exchanges can get pi is by buying from miners and pi merchants stands in between the miners and the exchanges.
How can I sell my pi coins?
Selling pi coins is really easy, but first you need to migrate to mainnet wallet before you can do that. I will leave the telegram contact of my personal pi merchant to trade with.
Tele-gram.
@Pi_vendor_247
how can i use my minded pi coins I need some funds.DOT TECH
If you are interested in selling your pi coins, i have a verified pi merchant, who buys pi coins and resell them to exchanges looking forward to hold till mainnet launch.
Because the core team has announced that pi network will not be doing any pre-sale. The only way exchanges like huobi, bitmart and hotbit can get pi is by buying from miners.
Now a merchant stands in between these exchanges and the miners. As a link to make transactions smooth. Because right now in the enclosed mainnet you can't sell pi coins your self. You need the help of a merchant,
i will leave the telegram contact of my personal pi merchant below. 👇 I and my friends has traded more than 3000pi coins with him successfully.
@Pi_vendor_247
what is the future of Pi Network currency.DOT TECH
The future of the Pi cryptocurrency is uncertain, and its success will depend on several factors. Pi is a relatively new cryptocurrency that aims to be user-friendly and accessible to a wide audience. Here are a few key considerations for its future:
Message: @Pi_vendor_247 on telegram if u want to sell PI COINS.
1. Mainnet Launch: As of my last knowledge update in January 2022, Pi was still in the testnet phase. Its success will depend on a successful transition to a mainnet, where actual transactions can take place.
2. User Adoption: Pi's success will be closely tied to user adoption. The more users who join the network and actively participate, the stronger the ecosystem can become.
3. Utility and Use Cases: For a cryptocurrency to thrive, it must offer utility and practical use cases. The Pi team has talked about various applications, including peer-to-peer transactions, smart contracts, and more. The development and implementation of these features will be essential.
4. Regulatory Environment: The regulatory environment for cryptocurrencies is evolving globally. How Pi navigates and complies with regulations in various jurisdictions will significantly impact its future.
5. Technology Development: The Pi network must continue to develop and improve its technology, security, and scalability to compete with established cryptocurrencies.
6. Community Engagement: The Pi community plays a critical role in its future. Engaged users can help build trust and grow the network.
7. Monetization and Sustainability: The Pi team's monetization strategy, such as fees, partnerships, or other revenue sources, will affect its long-term sustainability.
It's essential to approach Pi or any new cryptocurrency with caution and conduct due diligence. Cryptocurrency investments involve risks, and potential rewards can be uncertain. The success and future of Pi will depend on the collective efforts of its team, community, and the broader cryptocurrency market dynamics. It's advisable to stay updated on Pi's development and follow any updates from the official Pi Network website or announcements from the team.
how can I sell pi coins after successfully completing KYCDOT TECH
Pi coins is not launched yet in any exchange 💱 this means it's not swappable, the current pi displaying on coin market cap is the iou version of pi. And you can learn all about that on my previous post.
RIGHT NOW THE ONLY WAY you can sell pi coins is through verified pi merchants. A pi merchant is someone who buys pi coins and resell them to exchanges and crypto whales. Looking forward to hold massive quantities of pi coins before the mainnet launch.
This is because pi network is not doing any pre-sale or ico offerings, the only way to get my coins is from buying from miners. So a merchant facilitates the transactions between the miners and these exchanges holding pi.
I and my friends has sold more than 6000 pi coins successfully with this method. I will be happy to share the contact of my personal pi merchant. The one i trade with, if you have your own merchant you can trade with them. For those who are new.
Message: @Pi_vendor_247 on telegram.
I wouldn't advise you selling all percentage of the pi coins. Leave at least a before so its a win win during open mainnet. Have a nice day pioneers ♥️
#kyc #mainnet #picoins #pi #sellpi #piwallet
#pinetwork
Currently pi network is not tradable on binance or any other exchange because we are still in the enclosed mainnet.
Right now the only way to sell pi coins is by trading with a verified merchant.
What is a pi merchant?
A pi merchant is someone verified by pi network team and allowed to barter pi coins for goods and services.
Since pi network is not doing any pre-sale The only way exchanges like binance/huobi or crypto whales can get pi is by buying from miners. And a merchant stands in between the exchanges and the miners.
I will leave the telegram contact of my personal pi merchant. I and my friends has traded more than 6000pi coins successfully
Tele-gram
@Pi_vendor_247
If you are looking for a pi coin investor. Then look no further because I have the right one he is a pi vendor (he buy and resell to whales in China). I met him on a crypto conference and ever since I and my friends have sold more than 10k pi coins to him And he bought all and still want more. I will drop his telegram handle below just send him a message.
@Pi_vendor_247
US Economic Outlook - Being Decided - M Capital Group August 2021.pdfpchutichetpong
The U.S. economy is continuing its impressive recovery from the COVID-19 pandemic and not slowing down despite re-occurring bumps. The U.S. savings rate reached its highest ever recorded level at 34% in April 2020 and Americans seem ready to spend. The sectors that had been hurt the most by the pandemic specifically reduced consumer spending, like retail, leisure, hospitality, and travel, are now experiencing massive growth in revenue and job openings.
Could this growth lead to a “Roaring Twenties”? As quickly as the U.S. economy contracted, experiencing a 9.1% drop in economic output relative to the business cycle in Q2 2020, the largest in recorded history, it has rebounded beyond expectations. This surprising growth seems to be fueled by the U.S. government’s aggressive fiscal and monetary policies, and an increase in consumer spending as mobility restrictions are lifted. Unemployment rates between June 2020 and June 2021 decreased by 5.2%, while the demand for labor is increasing, coupled with increasing wages to incentivize Americans to rejoin the labor force. Schools and businesses are expected to fully reopen soon. In parallel, vaccination rates across the country and the world continue to rise, with full vaccination rates of 50% and 14.8% respectively.
However, it is not completely smooth sailing from here. According to M Capital Group, the main risks that threaten the continued growth of the U.S. economy are inflation, unsettled trade relations, and another wave of Covid-19 mutations that could shut down the world again. Have we learned from the past year of COVID-19 and adapted our economy accordingly?
“In order for the U.S. economy to continue growing, whether there is another wave or not, the U.S. needs to focus on diversifying supply chains, supporting business investment, and maintaining consumer spending,” says Grace Feeley, a research analyst at M Capital Group.
While the economic indicators are positive, the risks are coming closer to manifesting and threatening such growth. The new variants spreading throughout the world, Delta, Lambda, and Gamma, are vaccine-resistant and muddy the predictions made about the economy and health of the country. These variants bring back the feeling of uncertainty that has wreaked havoc not only on the stock market but the mindset of people around the world. MCG provides unique insight on how to mitigate these risks to possibly ensure a bright economic future.
when will pi network coin be available on crypto exchange.DOT TECH
There is no set date for when Pi coins will enter the market.
However, the developers are working hard to get them released as soon as possible.
Once they are available, users will be able to exchange other cryptocurrencies for Pi coins on designated exchanges.
But for now the only way to sell your pi coins is through verified pi vendor.
Here is the telegram contact of my personal pi vendor
@Pi_vendor_247
how to sell pi coins in all Africa Countries.DOT TECH
Yes. You can sell your pi network for other cryptocurrencies like Bitcoin, usdt , Ethereum and other currencies And this is done easily with the help from a pi merchant.
What is a pi merchant ?
Since pi is not launched yet in any exchange. The only way you can sell right now is through merchants.
A verified Pi merchant is someone who buys pi network coins from miners and resell them to investors looking forward to hold massive quantities of pi coins before mainnet launch in 2026.
I will leave the telegram contact of my personal pi merchant to trade with.
@Pi_vendor_247
Financial Assets: Debit vs Equity Securities.pptxWrito-Finance
financial assets represent claim for future benefit or cash. Financial assets are formed by establishing contracts between participants. These financial assets are used for collection of huge amounts of money for business purposes.
Two major Types: Debt Securities and Equity Securities.
Debt Securities are Also known as fixed-income securities or instruments. The type of assets is formed by establishing contracts between investor and issuer of the asset.
• The first type of Debit securities is BONDS. Bonds are issued by corporations and government (both local and national government).
• The second important type of Debit security is NOTES. Apart from similarities associated with notes and bonds, notes have shorter term maturity.
• The 3rd important type of Debit security is TRESURY BILLS. These securities have short-term ranging from three months, six months, and one year. Issuer of such securities are governments.
• Above discussed debit securities are mostly issued by governments and corporations. CERTIFICATE OF DEPOSITS CDs are issued by Banks and Financial Institutions. Risk factor associated with CDs gets reduced when issued by reputable institutions or Banks.
Following are the risk attached with debt securities: Credit risk, interest rate risk and currency risk
There are no fixed maturity dates in such securities, and asset’s value is determined by company’s performance. There are two major types of equity securities: common stock and preferred stock.
Common Stock: These are simple equity securities and bear no complexities which the preferred stock bears. Holders of such securities or instrument have the voting rights when it comes to select the company’s board of director or the business decisions to be made.
Preferred Stock: Preferred stocks are sometime referred to as hybrid securities, because it contains elements of both debit security and equity security. Preferred stock confers ownership rights to security holder that is why it is equity instrument
<a href="https://www.writofinance.com/equity-securities-features-types-risk/" >Equity securities </a> as a whole is used for capital funding for companies. Companies have multiple expenses to cover. Potential growth of company is required in competitive market. So, these securities are used for capital generation, and then uses it for company’s growth.
Concluding remarks
Both are employed in business. Businesses are often established through debit securities, then what is the need for equity securities. Companies have to cover multiple expenses and expansion of business. They can also use equity instruments for repayment of debits. So, there are multiple uses for securities. As an investor, you need tools for analysis. Investment decisions are made by carefully analyzing the market. For better analysis of the stock market, investors often employ financial analysis of companies.
how to sell pi coins effectively (from 50 - 100k pi)DOT TECH
Anywhere in the world, including Africa, America, and Europe, you can sell Pi Network Coins online and receive cash through online payment options.
Pi has not yet been launched on any exchange because we are currently using the confined Mainnet. The planned launch date for Pi is June 28, 2026.
Reselling to investors who want to hold until the mainnet launch in 2026 is currently the sole way to sell.
Consequently, right now. All you need to do is select the right pi network provider.
Who is a pi merchant?
An individual who buys coins from miners on the pi network and resells them to investors hoping to hang onto them until the mainnet is launched is known as a pi merchant.
debuts.
I'll provide you the Telegram username
@Pi_vendor_247
how to sell pi coins at high rate quickly.DOT TECH
Where can I sell my pi coins at a high rate.
Pi is not launched yet on any exchange. But one can easily sell his or her pi coins to investors who want to hold pi till mainnet launch.
This means crypto whales want to hold pi. And you can get a good rate for selling pi to them. I will leave the telegram contact of my personal pi vendor below.
A vendor is someone who buys from a miner and resell it to a holder or crypto whale.
Here is the telegram contact of my vendor:
@Pi_vendor_247
what is the best method to sell pi coins in 2024DOT TECH
The best way to sell your pi coins safely is trading with an exchange..but since pi is not launched in any exchange, and second option is through a VERIFIED pi merchant.
Who is a pi merchant?
A pi merchant is someone who buys pi coins from miners and pioneers and resell them to Investors looking forward to hold massive amounts before mainnet launch in 2026.
I will leave the telegram contact of my personal pi merchant to trade pi coins with.
@Pi_vendor_247
1. Accenture Interactive – Point of View Series
2014 State of B2B
Procurement Study:
Uncovering the Shifting Landscape in
B2B Commerce
2. Acquity Group’s annual State of B2B Procurement study explores the purchasing
habits of corporate business procurement professionals in organizations
across the U.S. The 2014 report uncovers key insights into how B2B buyers are
searching, discovering and purchasing on the Web through a survey of 500
procurement officers with annual purchasing budgets in excess of $100,000.
What follows is a deep dive into business buyers’ purchasing habits and
preferences to help suppliers, manufacturers and other B2B organizations adapt
and stay competitive in a rapidly changing procurement environment.
2014 State of B2B Procurement Study:
Uncovering the Shifting Landscape in B2B Commerce
3. Engaging the New B2B Buyer
B2B buyers in the United States
are more active online than
ever before, spending more time
and company dollars in the
digital space.
The 2014 Acquity Group State of B2B
Procurement study uncovered massive
growth in online research and spending by
B2B buyers across multiple devices. Study
highlights include:
• Sixty-eight percent of B2B buyers now
purchase goods online, up from 57
percent in the 2013 State of B2B
Procurement study
• The number of respondents who spent
90 percent or more of their budgets
online in the last year doubled from 2013,
increasing from nine to 18 percent
• Forty-Four percent of respondents
have researched company products on
a smartphone or tablet in the past year,
compared with 41 percent in 2013
• Thirty percent of B2B buyers report they
research at least 90 percent of products
online before purchasing, up from 22
percent in 2013
Although buyers are researching and
spending more online, suppliers are not
capturing a large enough share of the
market. Fifty-seven percent of business
buyers have made an online purchase of
$5,000 or more in the last year, and 66
percent of business buyers say they make a
major purchase of $5,000 or more (online
or via print, or telephone) at least once per
month. But less than half (48 percent) of
respondents purchase goods online directly
from suppliers, opting instead for third-party
websites and other purchasing channels.
Among third-party websites, Amazon Supply
is the most popular—nearly one in five (17
percent) of B2B buyers use Amazon Supply
to make a business purchase regularly and
38 percent of B2B buyers make a purchase
using the service at least once per quarter.
Electronic Purchasing Platforms Users Participated In
However, few are successfully leveraging
their suppliers’ websites to find the
information and make the purchases they
need — representing a significant missed
opportunity for B2B organizations. In the face
of an increasingly competitive omni-channel
environment, the B2B supplier industry must
adapt to attract and engage today’s savvy
B2B buyers, increase revenue and capitalize
on ripe digital growth opportunities.
0%
10%
20%
30%
40%
50%
48.2%
SUPPLIER’S
WEBSITE
13.4%
SAP
7.4%
ORACLE
PROCUREMENT
16.6%
AMAZON
SUPPLY
31.6%
I DO NOT
PURCHASE
ONLINE
9.4%
OTHER
PERCENTAGEOFUSERS
35%
4. Online Product Research and Price Comparison
Popular Among B2B Buyers
Additionally, procurement teams are
spending more time researching products
and comparing prices online for goods at all
price points. Forty percent of buyers research
more than half of goods under $10,000
online. Thirty-one percent of buyers research
more than half of goods costing $100,000 or
more online. For larger corporate purchases
of $5,000 or more, 34 percent spend more
than three hours researching products.
Percentage of Items Researched Prior to Making Company Purchase
In a scenario that parallels the consumer retail industry, B2B organizations are undergoing a
major shift in customer behavior, marked by a steady increase in online research and browsing
across multiple sources before purchasing. Overall, 94 percent of B2B buyers report that they
conduct some form of online research before purchasing a business product. Fifty-five percent
of B2B buyers conduct online research for at least half of their corporate purchases.
When conducting product research and price
comparisons, buyers rely on a variety of
online sources to make a purchase decision.
The most popular sources include supplier
websites, Google searches, user product
reviews, blogs, social media and third-party
websites such as Amazon Supply.
0%
10%
20%
30%
40%
50%
48.2%
SUPPLIER’S
WEBSITE
77%
GOOGLE
SEARCH
83.4%
SUPPLIER’S
WEBSITE
34%
3RD PARTY
WEBSITE
41.8%
USER
REVIEW OF
PRODUCTS
10.8%
BLOGS
8.6%
SOCIAL
MEDIA
6.4%
I DO NOT
PARTICIPATE
7.4%
OTHER
10% or Less 11% – 49% 50% – 89% 90% or more
13.4%
SAP
7.4%
ORACLE
PROCUREMENT
16.6%
AMAZON
SUPPLY
31.6%
I DO NOT
PURCHASE
ONLINE
9.4%
OTHER
PERCENTAGEOFBUYERSPERCENTAGEOFONLINERESEARCHPERCENTAGEOFUSERS
20%
25%
30%
35%
0%
20%
40%
60%
80%
100%
31.6%12.4%
10.5%
2013
2014
5. Only 37 percent of B2B buyers
who conduct research through
a supplier’s website feel it’s the
most helpful tool for research.
Although supplier websites are the most
popular channels for conducting research
online (according to 83 percent of
respondents), buyers are not satisfied with
the level of information offered—only 37
percent of B2B buyers who conduct research
through a supplier’s website said it was the
most helpful channel for this purpose.
These findings reveal a significant gap
between the information procurement
officers want and the content that B2B
websites currently provide. This is despite
the fact that many suppliers appear to be
adapting to changing preferences among
B2B buyers. Only 3 percent of procurement
officers in 2014 reported that their suppliers
do not have an online catalog, compared
with 11 percent in 2013.
As more B2B buyers, especially younger
generations not tied to a particular
distributor, turn to the Web to research
products, reviews and prices, suppliers must
provide more useful product information,
tailored content, and seamless browsing
experiences to attract customers and keep
them engaged. Businesses that bridge
this gap quickly will realize an increase in
customer engagement and revenue, and a
faster return on digital investments.
Percentage of Online Research Participation By Channel
77%
GOOGLE
SEARCH
83.4%
SUPPLIER’S
WEBSITE
34%
3RD PARTY
WEBSITE
41.8%
USER
REVIEW OF
PRODUCTS
10.8%
BLOGS
8.6%
SOCIAL
MEDIA
6.4%
I DO NOT
PARTICIPATE
7.4%
OTHER
10% or Less 11% – 49% 50% – 89% 90% or more
PERCENTAGEOFBUPERCENTAGEOFONLINERESEARCH
20%
25%
0%
20%
40%
60%
80%
100%
31.6%
16.2%
15.8%
13.4%
12.4%
10.5%
Research and purchase on my own
online, but would like phone support
with any issues.
Speak to someone directly via telephone
to discuss options and walk through the
entire process.
Research and purchase on my own online,
but would like live chat support with any issues.
I’d like to do my own research, but talk
through purchasing on the phone.
I’d like to speak with someone directly
in person to discuss options and walk
me through the entire process.
Research and purchase on my own online,
no sales person necessary.
6. Online Catalogs Lead to Greater Buyer Independence
Only 12 percent of buyers want to meet in person with a sales representative.
Most respondents (71 percent) prefer to conduct research and purchase on their own with
access to a sales representative via the phone or online chat when needed, demonstrating the
importance of a highly integrated, omni-channel eBusiness approach to sales and marketing.
B2B organizations must empower their customers to browse, research, and purchase
products with ease through any medium, while also finding the support they need through
any channel.
Percentage of Preferred Sales Representative Involvement
77%
GOOGLE
SEARCH
83.4%
SUPPLIER’S
WEBSITE
34%
3RD PARTY
WEBSITE
41.8%
USER
REVIEW OF
PRODUCTS
10.8%
BLOGS
8.6%
SOCIAL
MEDIA
6.4%
I DO NOT
PARTICIPATE
7.4%
OTHER
10% or Less 11% – 49% 50% – 89% 90% or more
PERCENTAGEOFBUPERCENTAGEOFONLINERESEARCH
20%
25%
0%
20%
40%
60%
80%
100%
31.6%
16.2%
15.8%
13.4%
12.4%
10.5%
Research and purchase on my own
online, but would like phone support
with any issues.
Speak to someone directly via telephone
to discuss options and walk through the
entire process.
Research and purchase on my own online,
but would like live chat support with any issues.
I’d like to do my own research, but talk
through purchasing on the phone.
I’d like to speak with someone directly
in person to discuss options and walk
me through the entire process.
Research and purchase on my own online,
no sales person necessary.
10% or less
18.2%
21.2%
Not only are B2B buyers researching more online, they are becoming
more independent and partial to self-service purchasing models. Only
12 percent of buyers want to meet in person with a sales representative
when determining a purchasing decision and 16 percent want to discuss
their purchasing options with a sales representative over the phone.
7. Forty-six percent of respondents said their companies will increase
online purchasing next year.
B2B Online Spending Growth Creates New
Opportunities for Suppliers
In addition to online research, online procurement spending is also on
the rise, with 68 percent of B2B buyers making online purchases in 2014
versus 57 percent in 2013. Nearly half (46 percent) of buyers spent at
least 50 percent of their corporate procurement budgets online in the
last year. Eighteen percent of buyers spent 90 percent or more of their
corporate procurement budgets online—double the amount in 2013.
Percentage of Company’s Procurement Last Year Budget Spent Electronically
Customer
Service
Price Convenience Speed of
Delivery
Accuracy of
Availability
IMPORTANCERANKINGS–1.0BEINGMOSTIMPORTANT
31.6%
16.2%
15.8%
13.4%
12.4%
Research and purchase on my own
online, but would like phone support
with any issues.
Speak to someone directly via telephone
to discuss options and walk through the
entire process.
Research and purchase on my own online,
but would like live chat support with any issues.
I’d like to do my own research, but talk
through purchasing on the phone.
I’d like to speak with someone directly
in person to discuss options and walk
me through the entire process.
Research and purchase on my own online,
no sales person necessary.
11% – 49%
50% – 89%
90% or more
10% or less
32.8%
27.8%
18.2%
21.2%
3.5
3.0
2.5
2.0
1.5
1.0
We can expect this upward trend to
continue, as 46 percent of respondents
said their companies will increase online
purchasing next year. This growth will
transcend all product categories with 41
percent of procurement officers indicating
they feel comfortable purchasing any type
of B2B product category online.
It is clear that procurement teams are more
comfortable researching and purchasing on
the Web because they recognize the value
and convenience of B2B eCommerce. Of
the mere 4 percent of procurement officers
who expect their corporate online spending
to decrease next year, only 13 percent said
it is because they do not see any major
advantages to ordering online.
8. Mobile and Technology Adoption Growing
Among Millennials
Procurement officers, especially in the millennial generation, are relying
more on mobile and tablet devices to conduct research and purchase
business goods. In fact, mobile purchasing and research habits generally
diverge among the youngest and oldest generations of workers:
• More than half (55 percent) of millennial
workers ages 18-25 use mobile phones
for procurement research, compared
with 36 percent of respondents over the
age of 45
• Half of millennial B2B buyers use tablets
to conduct research, while 31 percent of
buyers over the age of 45 use tablets for
product research
• 44 percent of respondents have
researched an item for their company
using a mobile device
• 24 percent have made a purchase for
their company using a mobile device
• More than a third (35 percent) of
millennials have made a corporate
purchase using a mobile device,
compared to only 19 percent of buyers
over the age of 45
• 37 percent have researched business
goods on their tablet devices
• 25 percent have made a corporate
purchase using a tablet device
Despite these generational differences, buyers of all ages are using mobile and tablets
devices to research and purchase corporate goods:
9. Sixty-nine percent of B2B buyers
have abandoned an online
shopping cart in the last year.
The Digital Experience:
Opportunities for Suppliers to Improve
Acquity Group’s 2014 State of B2B
Procurement study demonstrates
significant year-over-year growth
in online spending among
procurement professionals. Since
most B2B organizations are just
embarking on the road to digital
transformation, we can expect
this growth to continue as more
suppliers and manufacturers
optimize their digital experiences
and continue to add value through
their online channels.
• 37 percent abandoned their carts because
they found a lower priced product from
another supplier
• 35 percent abandoned their carts because
the website page did not load properly
• 26 percent abandoned their carts because
the checkout process took too long
• 22 percent abandoned their carts because
the checkout process was too confusing
However, for suppliers to fully capitalize on
this growth, they must address several areas
of their online experiences, including poor
conversion rates. Sixty-nine percent of B2B
buyers have abandoned an online shopping
cart in the last year, for a variety of reasons
Aside from price, the high rate of cart
abandonment is primarily attributed to
customer experience problems. The number
one reason cited by buyers for purchasing
from a third-party site like Amazon Supply
was an easier ordering process. The reality is
procurement officers at major corporations
expect the same level of convenience that
they receive from popular B2C websites,
which many B2B websites are not currently
delivering.
B2B organizations can overcome these
issues, encourage growth in online spending
and improve customer engagement by
incorporating value-add features into
their websites and streamlining the online
buying experience. Sixty-seven percent of
procurement officers said the amount of
their budget spent online would increase
with value-add features such as warranty
tracking, notifications, invoice printing
capabilities and the ability to consolidate
and record spending. Additionally, 61
percent of buyers would increase their
online budget spend if it were easier and
more convenient to browse and purchase
items from suppliers’ websites.
In terms of the most important features in a
supplier or manufacturer’s online experience,
respondents highlighted price as the most
critical, followed by customer service.
10. While B2B organizations can’t
always compete on price, they
can compete on customer
experience. There are many
features B2B organizations can
consider providing in their online
experiences to streamline the
research and purchasing process,
and capture more online sales.
• Nearly three in five business buyers
(58 percent) would be more likely to make
a major purchase online if free delivery
was included
• Nearly half of business buyers (49 percent)
would be more likely to purchase online if
a site offered enhanced security measures
• Younger consumers are even more
worried about security, with 75 percent
of millennials indicating improved security
would make them more likely to purchase
from a supplier
Perks such as free deliveries and secure transactions also rank high among B2B buyers:
3rd Party Supplier Purchase Offerings Importance – One Being Most Important
Customer
Service
Price Convenience Speed of
Delivery
Accuracy of
Availability
IMPORTANCERANKINGS–1.0BEINGMOSTIMPORTANT
50% – 89%
32.8%
27.8%
3.5
3.0
2.5
2.0
1.5
1.0
When price is not a factor, 71 percent of B2B buyers would switch suppliers if the overall
digital experience was better with another organization, while 53 percent of respondents
would switch suppliers for easier electronic search processes and 49 percent would switch
for better electronic purchasing capabilities.
Other popular features include free returns and exchanges, better online customer service,
customer-friendly website designs and comprehensive product resources.
The key for B2B organizations is to transform their customer’s online journey into an
omni-channel experience that emphasizes digital channels, especially since younger, tech-
savvy generations will soon make up the majority of corporate procurement departments.
By focusing on continually improving the holistic experience for corporate buyers and
integrating value-add features, organizations can dramatically increase online sales,
profitability and return on digital investments.
11. To learn more about the shifting landscape
in B2B commerce, contact:
Bob Barr
bob.e.barr@accenture.com