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.

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.
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.
2016
2011
2016
Source: Cisco VNI, May 20126
Source: What Users Want Most from Mobile Sites Today, September 20121
Source: 2011 B2B Technology Collateral Survey Report3
Source: The Evolving Path of Today's Tech B2B Customer Study, September 20124
Source: The Evolving Path of Today's Tech B2B Customer Study, September 20124 Source: Google and Forbes Insights “B2B Trends in
Mobile & Online Video Study” December 20105
Source: The Role of Digital Media in the IT Purchase Process2
2011
2012 2013 2014
Read general
product or service
information
Read reviews Compare prices Compare
product or
service features
2015
Mobile
Desktop
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
Mobile-friendly sites turn users into customers
When users visit a mobile-optimized site:
B2B content consumption on mobile
More than 1 in 3 US technology decision-
makers read B2B content on mobile
devices as well as desktops:
53-58% of content is read on desktop
9 - 14% of content is read on mobile
Mobile Search
Search is crucial
throughout the
buying process.
69% of IT
decision-makers
use mobile
for work-related
website searches
for B2B content
Mobile Website vs. Mobile App
Tech B2B customers who shop on
mobile devices rely more heavily on
browsers than apps
53% of B2B executives download and
run branded B2B mobile apps
74% are more likely to return to the site
67% are more likely to buy products and services
69%
14%
Case
Studies
58%
9%
Product
Brochures
53%
11%
White
Papers
56%
Mobile B2B Shopping
Tech B2B customers
researched and compared
products and services
on their mobile devices
while shopping for their
business: 56% read
reviews
55%
read
product
info
50%
compare features
48%
compare prices
37%
look for
coupons
SCOTT DESIGN The creative agency for technology companies www.hotdesign.com
85%
38%
82%
40%
77%
46%
72%
36%
53%
App
Browser