B2B buyers are normal people who are influenced in similar ways as regular consumers. While procurement professionals may seem rational, they have preferred brands and like to buy from companies they like. To be successful in B2B commerce, companies need to generate positive emotions through every customer interaction by providing relevant personalized experiences and boosting their likeability.
This module introduces creative entrepreneurs to some of the legal implications of selling online, covering topics like consumer law, consumer rights regarding online purchases, and data protection. It provides an overview of key consumer rights in the EU like the right to clear information before buying, refunds for undelivered or faulty goods, cancellation and returns, and protections for personal data collected by online retailers. The module emphasizes the importance of security, privacy and trust in online consumer behavior.
E Commerce Business Classfication, Business Revenue ModelMuhammed Talha
You’ll need to familiarize yourself with each type of business model before you start your ecommerce business:
Major Ecommerce Business Classifications B2B Ecommerce B2C Ecommerce C2C Ecommerce C2B Ecommerce
Basic differences between b2 b and b2c businessesAnita-Ray
Business model of any company is defined as either B2B (business-to-business) or B2C (business-to-consumer) based on its marketing approach. If a company is doing business with another company for selling its products and services or for exchange of information then we say it is following B2B model. Examples include, CA firm offering audit services to companies, advertising agencies helping other businesses with graphic design needs etc.
E-commerce refers to the buying and selling of goods and services using electronic systems such as the internet. It allows businesses to reach customers globally and provides advantages like overcoming geographical limitations and facilitating comparison shopping. However, it also lacks the personal touch of physical stores and security is a concern when providing financial information online. Common e-commerce models include business-to-business (B2B), business-to-consumer (B2C), consumer-to-business (C2B), consumer-to-consumer (C2C), and business-to-employees (B2E). E-commerce has grown significantly since the 1990s with the development of the internet and secure payment systems. Major e-commerce companies
B2B and B2C are two different business modules that people follow. B2C stands for business-to-consumer. In this module, businesses sell their products and services directly to the final consumer.
This proposal suggests creating a website called the "Yellow Web Pages" to serve as an online shopping guide and advertising platform for retail businesses in Hong Kong. The website would allow local and international customers to search for products, sales, new stores and services. Retailers could advertise products and services to increase sales. The website has the potential to become the top shopping guide in Hong Kong by attracting many retailers and customers with flexible advertising packages and by becoming a "one-stop" shopping search tool. Success requires quickly launching the website and cultivating it as a habit for customers to use when shopping or browsing online.
1. E-commerce companies face many challenges including verifying online customer identities, providing consistent customer service across channels, analyzing competitors, adapting to changing customer behaviors, reducing shopping cart abandonment, maintaining customer loyalty, managing product returns and refunds, and competing on price and shipping costs.
2. To address these issues, companies should take steps to verify customer information, equip support teams to respond via all channels, identify key channels to optimize, maintain context across conversations, conduct in-depth competitor research to differentiate, leverage marketplaces, segment visitors to personalize experiences, simplify checkout processes, prioritize customer service, create loyalty programs, design transparent return policies, and consider warehouse distribution to lower shipping costs.
This module introduces creative entrepreneurs to some of the legal implications of selling online, covering topics like consumer law, consumer rights regarding online purchases, and data protection. It provides an overview of key consumer rights in the EU like the right to clear information before buying, refunds for undelivered or faulty goods, cancellation and returns, and protections for personal data collected by online retailers. The module emphasizes the importance of security, privacy and trust in online consumer behavior.
E Commerce Business Classfication, Business Revenue ModelMuhammed Talha
You’ll need to familiarize yourself with each type of business model before you start your ecommerce business:
Major Ecommerce Business Classifications B2B Ecommerce B2C Ecommerce C2C Ecommerce C2B Ecommerce
Basic differences between b2 b and b2c businessesAnita-Ray
Business model of any company is defined as either B2B (business-to-business) or B2C (business-to-consumer) based on its marketing approach. If a company is doing business with another company for selling its products and services or for exchange of information then we say it is following B2B model. Examples include, CA firm offering audit services to companies, advertising agencies helping other businesses with graphic design needs etc.
E-commerce refers to the buying and selling of goods and services using electronic systems such as the internet. It allows businesses to reach customers globally and provides advantages like overcoming geographical limitations and facilitating comparison shopping. However, it also lacks the personal touch of physical stores and security is a concern when providing financial information online. Common e-commerce models include business-to-business (B2B), business-to-consumer (B2C), consumer-to-business (C2B), consumer-to-consumer (C2C), and business-to-employees (B2E). E-commerce has grown significantly since the 1990s with the development of the internet and secure payment systems. Major e-commerce companies
B2B and B2C are two different business modules that people follow. B2C stands for business-to-consumer. In this module, businesses sell their products and services directly to the final consumer.
This proposal suggests creating a website called the "Yellow Web Pages" to serve as an online shopping guide and advertising platform for retail businesses in Hong Kong. The website would allow local and international customers to search for products, sales, new stores and services. Retailers could advertise products and services to increase sales. The website has the potential to become the top shopping guide in Hong Kong by attracting many retailers and customers with flexible advertising packages and by becoming a "one-stop" shopping search tool. Success requires quickly launching the website and cultivating it as a habit for customers to use when shopping or browsing online.
1. E-commerce companies face many challenges including verifying online customer identities, providing consistent customer service across channels, analyzing competitors, adapting to changing customer behaviors, reducing shopping cart abandonment, maintaining customer loyalty, managing product returns and refunds, and competing on price and shipping costs.
2. To address these issues, companies should take steps to verify customer information, equip support teams to respond via all channels, identify key channels to optimize, maintain context across conversations, conduct in-depth competitor research to differentiate, leverage marketplaces, segment visitors to personalize experiences, simplify checkout processes, prioritize customer service, create loyalty programs, design transparent return policies, and consider warehouse distribution to lower shipping costs.
"Though economic times and emerging technologies are prompting consumers to change their buying behaviour, and smart retailers are responding with innovative in-store offerings."
MauiService: B2B E-Commerce: Your Go-To Guide For A Successful B2B!Aya Sherif
Discover what you must know about B2B E-commerce, the 5 best ways for a suitable platform for your business needs and a bonus 13 specific B2B expectations.
5 Key Features In A Multi Vendor eCommerce Website DevelopmentCSS Chopper
Do you want to create a multi-vendor eCommerce website? Know these must-have features before heading to the eCommerce website development service.
For more info: https://www.csschopper.com/blog/5-must-have-features-in-a-multi-vendor-ecommerce-website/
E-retailing involves selling products and services online directly to consumers. Some of the major e-commerce companies in India include Myntra (fashion), Flipkart (general merchandise), Amazon India (general merchandise), Snapdeal (general merchandise), Paytm Mall (general merchandise), Jabong (fashion), Yebhi (fashion and accessories), HomeShop18 (electronics and home goods), Infibeam (books, electronics, gifts), Rediff Shopping (general merchandise) and others. These companies offer a wide range of products across multiple categories online with payment options and delivery to customers.
International Journal of Business and Management Invention (IJBMI)inventionjournals
International Journal of Business and Management Invention (IJBMI) is an international journal intended for professionals and researchers in all fields of Business and Management. IJBMI publishes research articles and reviews within the whole field Business and Management, new teaching methods, assessment, validation and the impact of new technologies and it will continue to provide information on the latest trends and developments in this ever-expanding subject. The publications of papers are selected through double peer reviewed to ensure originality, relevance, and readability. The articles published in our journal can be accessed online.
Proactive Service E-Commerce Optimization White PaperDaniel Obregon
This document discusses how integrating eStara Click to Call and Click to Chat solutions into an ATG environment can help companies provide proactive customer service, increase conversions, and improve the customer experience across online and offline channels. It provides examples of how rules-based triggers can be used to target customers for live assistance based on their online behavior and profiles. Integrating these solutions with ATG personalization capabilities allows companies to deliver personalized, cross-channel interactions.
The document describes a digital social marketplace called ShopToys365 that connects toy sellers with toy buyers. It allows sellers to create digital showrooms to display and sell products, connect with over 20,000 toy buyers, generate new leads, receive and fulfill orders. Buyers can browse products, create shopping carts and place orders. It also includes a social network feature for sellers to share promotions, network, and engage buyers year-round beyond trade shows. The marketplace aims to meet the changing needs of modern buyers who increasingly research and buy online and through social media.
This document discusses how retailers can leverage customer data to maximize sales. It recommends building a single customer view by integrating customer data from various sources. Retailers should then profile customers, segment them into groups, optimize point-of-sale locations, customize communications and offers for each segment, and communicate through multiple channels to understand customers and drive sales. Case studies demonstrate how retailers have increased sales and customer lifetime value through these strategies.
The document discusses CRM (customer relationship management) in the retail industry in India. It provides an overview of the retail industry in India, defining organized and unorganized retail. It then defines CRM and discusses the CRM cycle. Examples are given of how major retailers like Reliance and Big Bazaar implement CRM strategies like customer loyalty programs, retention efforts, communication, satisfaction surveys and analysis to improve customer service and increase sales. The advantages and disadvantages of CRM for retailers are also summarized.
B2C marketing aims to aggressively and consistently convert shoppers into buyers through short-term campaigns that capture immediate interest. It focuses on the transaction, uses imagery and repetition to build brand identity, and targets large audiences. In contrast, B2B marketing prioritizes building long-term relationships over repeated transactions with smaller audiences through education and personal connections. New online marketing models include aggregators, applications service providers, content providers, marketplaces, multichannel retailers, and various user-generated platforms.
The document summarizes a B2B digital social marketplace called ShopToys365 that connects toy buyers and sellers. It allows sellers to upload products, manage accounts and orders, view analytics on buyer interactions, and engage buyers through social features like posting, networking, and commenting. The platform aims to meet the needs of modern retail buyers by facilitating online discovery, collaboration, social media engagement, trusted business networks, and engaging content. It provides access to over 20,000 toy buyers from 50+ retail channels accounting for 90% of the $26B annual toy market.
Mcm b2 b ecommerce special report aug 2016Gillan Hawkes
This document discusses how various B2B merchants attract and serve business customers. It describes strategies used by companies like Jelly Belly, Chinese Laundry, Staples, and others to develop personal relationships with B2B clients through sales representatives, trade shows, customized websites, and more. While approaches vary, most merchants aim to understand customer needs and provide a personalized experience similar to B2C in order to attract both new and repeat business-to-business clients.
E-tailing refers to electronic retail transactions conducted over a network without physical presence. It includes business-to-business and business-to-consumer sales of goods and services online. There are pure play e-tailers that operate solely online and brick and mortar retailers that also sell online. E-tailing models include deal-based sites, club-based private sites, standard product listings, and marketplace platforms. Drivers of e-tailing growth include changing demographics, technology penetration, and income growth, while challenges are customer acquisition costs, cybercrime, and lack of touch/feel experience. Benefits are discounted prices, convenience, and ability to compare products. India's e-tailing market is projected
This document provides information on conducting a SWOT (Strengths, Weaknesses, Opportunities, Threats) analysis for e-business. It discusses why SWOT analyses are useful, outlining their objective to identify critical factors affecting an organization and help develop strategies. The core components of a SWOT - strengths, weaknesses, opportunities, and threats - are explained. Examples of questions to ask for each component are provided. An example SWOT is then given for e-commerce itself. Finally, the document encourages picking a company and doing a fast SWOT matrix as an exercise.
With several major retail clients, the growing popularity of consumer “showrooming” piqued our interest at Crimson Hexagon. We were curious: how can we leverage online consumer opinion to address this major industry-wide challenge?
Through deep analysis of social data, we seek to discover opportunities for retailers to fight back against “showrooming” and keep customers in-store. We discuss our research findings, and explain the implications for retailers.
Amazon uses technology and customer data to provide personalized customer experiences and maximize customer lifetime value. It recognizes existing customers through cookies and tailors recommendations and content to individual interests and purchase histories. Amazon aims to optimize the entire customer relationship, not just acquisition, through high quality service, engagement features like reviews, and automation to streamline the purchasing process. The company's goal is to create the most customer-centric experience possible through innovative use of technology.
There are several business models for generating revenue in e-commerce, including merchant, brokerage, advertising, mixed, info-mediary, and subscription models. The merchant model involves directly selling products to consumers online like Amazon. The brokerage model connects buyers and sellers and charges commissions, like eBay. The advertising model provides free content and charges advertisers, as done by search engines. Revenue is generated from both advertising and subscriptions in the mixed model. The info-mediary model collects consumer data and sells it for marketing. The subscription model involves selling digital products through paid subscriptions.
Categories Of Businesses And The Functionality Of Their Respective Models.Pravin Rahangdale
In the provided content, information has been shared regarding various businesses and their operational modules. The discourse encompasses an exploration of the global landscape of business types and their operational dynamics. Additionally, it delves into distinct sales approaches, offering pertinent details on the subject. Furthermore, the discussion touches upon various business models, supplemented by illustrative examples.
This document provides guidance on best practices for conducting business-to-business (B2B) customer satisfaction surveys. It discusses defining B2B relationships versus business-to-consumer relationships, budgeting for surveys, obtaining feedback through regular phone calls from company representatives in parallel with occasional formal written surveys, and using feedback to increase sales and profits from existing customers. The goal is to provide practical advice based on decades of experience conducting B2B surveys.
"Though economic times and emerging technologies are prompting consumers to change their buying behaviour, and smart retailers are responding with innovative in-store offerings."
MauiService: B2B E-Commerce: Your Go-To Guide For A Successful B2B!Aya Sherif
Discover what you must know about B2B E-commerce, the 5 best ways for a suitable platform for your business needs and a bonus 13 specific B2B expectations.
5 Key Features In A Multi Vendor eCommerce Website DevelopmentCSS Chopper
Do you want to create a multi-vendor eCommerce website? Know these must-have features before heading to the eCommerce website development service.
For more info: https://www.csschopper.com/blog/5-must-have-features-in-a-multi-vendor-ecommerce-website/
E-retailing involves selling products and services online directly to consumers. Some of the major e-commerce companies in India include Myntra (fashion), Flipkart (general merchandise), Amazon India (general merchandise), Snapdeal (general merchandise), Paytm Mall (general merchandise), Jabong (fashion), Yebhi (fashion and accessories), HomeShop18 (electronics and home goods), Infibeam (books, electronics, gifts), Rediff Shopping (general merchandise) and others. These companies offer a wide range of products across multiple categories online with payment options and delivery to customers.
International Journal of Business and Management Invention (IJBMI)inventionjournals
International Journal of Business and Management Invention (IJBMI) is an international journal intended for professionals and researchers in all fields of Business and Management. IJBMI publishes research articles and reviews within the whole field Business and Management, new teaching methods, assessment, validation and the impact of new technologies and it will continue to provide information on the latest trends and developments in this ever-expanding subject. The publications of papers are selected through double peer reviewed to ensure originality, relevance, and readability. The articles published in our journal can be accessed online.
Proactive Service E-Commerce Optimization White PaperDaniel Obregon
This document discusses how integrating eStara Click to Call and Click to Chat solutions into an ATG environment can help companies provide proactive customer service, increase conversions, and improve the customer experience across online and offline channels. It provides examples of how rules-based triggers can be used to target customers for live assistance based on their online behavior and profiles. Integrating these solutions with ATG personalization capabilities allows companies to deliver personalized, cross-channel interactions.
The document describes a digital social marketplace called ShopToys365 that connects toy sellers with toy buyers. It allows sellers to create digital showrooms to display and sell products, connect with over 20,000 toy buyers, generate new leads, receive and fulfill orders. Buyers can browse products, create shopping carts and place orders. It also includes a social network feature for sellers to share promotions, network, and engage buyers year-round beyond trade shows. The marketplace aims to meet the changing needs of modern buyers who increasingly research and buy online and through social media.
This document discusses how retailers can leverage customer data to maximize sales. It recommends building a single customer view by integrating customer data from various sources. Retailers should then profile customers, segment them into groups, optimize point-of-sale locations, customize communications and offers for each segment, and communicate through multiple channels to understand customers and drive sales. Case studies demonstrate how retailers have increased sales and customer lifetime value through these strategies.
The document discusses CRM (customer relationship management) in the retail industry in India. It provides an overview of the retail industry in India, defining organized and unorganized retail. It then defines CRM and discusses the CRM cycle. Examples are given of how major retailers like Reliance and Big Bazaar implement CRM strategies like customer loyalty programs, retention efforts, communication, satisfaction surveys and analysis to improve customer service and increase sales. The advantages and disadvantages of CRM for retailers are also summarized.
B2C marketing aims to aggressively and consistently convert shoppers into buyers through short-term campaigns that capture immediate interest. It focuses on the transaction, uses imagery and repetition to build brand identity, and targets large audiences. In contrast, B2B marketing prioritizes building long-term relationships over repeated transactions with smaller audiences through education and personal connections. New online marketing models include aggregators, applications service providers, content providers, marketplaces, multichannel retailers, and various user-generated platforms.
The document summarizes a B2B digital social marketplace called ShopToys365 that connects toy buyers and sellers. It allows sellers to upload products, manage accounts and orders, view analytics on buyer interactions, and engage buyers through social features like posting, networking, and commenting. The platform aims to meet the needs of modern retail buyers by facilitating online discovery, collaboration, social media engagement, trusted business networks, and engaging content. It provides access to over 20,000 toy buyers from 50+ retail channels accounting for 90% of the $26B annual toy market.
Mcm b2 b ecommerce special report aug 2016Gillan Hawkes
This document discusses how various B2B merchants attract and serve business customers. It describes strategies used by companies like Jelly Belly, Chinese Laundry, Staples, and others to develop personal relationships with B2B clients through sales representatives, trade shows, customized websites, and more. While approaches vary, most merchants aim to understand customer needs and provide a personalized experience similar to B2C in order to attract both new and repeat business-to-business clients.
E-tailing refers to electronic retail transactions conducted over a network without physical presence. It includes business-to-business and business-to-consumer sales of goods and services online. There are pure play e-tailers that operate solely online and brick and mortar retailers that also sell online. E-tailing models include deal-based sites, club-based private sites, standard product listings, and marketplace platforms. Drivers of e-tailing growth include changing demographics, technology penetration, and income growth, while challenges are customer acquisition costs, cybercrime, and lack of touch/feel experience. Benefits are discounted prices, convenience, and ability to compare products. India's e-tailing market is projected
This document provides information on conducting a SWOT (Strengths, Weaknesses, Opportunities, Threats) analysis for e-business. It discusses why SWOT analyses are useful, outlining their objective to identify critical factors affecting an organization and help develop strategies. The core components of a SWOT - strengths, weaknesses, opportunities, and threats - are explained. Examples of questions to ask for each component are provided. An example SWOT is then given for e-commerce itself. Finally, the document encourages picking a company and doing a fast SWOT matrix as an exercise.
With several major retail clients, the growing popularity of consumer “showrooming” piqued our interest at Crimson Hexagon. We were curious: how can we leverage online consumer opinion to address this major industry-wide challenge?
Through deep analysis of social data, we seek to discover opportunities for retailers to fight back against “showrooming” and keep customers in-store. We discuss our research findings, and explain the implications for retailers.
Amazon uses technology and customer data to provide personalized customer experiences and maximize customer lifetime value. It recognizes existing customers through cookies and tailors recommendations and content to individual interests and purchase histories. Amazon aims to optimize the entire customer relationship, not just acquisition, through high quality service, engagement features like reviews, and automation to streamline the purchasing process. The company's goal is to create the most customer-centric experience possible through innovative use of technology.
There are several business models for generating revenue in e-commerce, including merchant, brokerage, advertising, mixed, info-mediary, and subscription models. The merchant model involves directly selling products to consumers online like Amazon. The brokerage model connects buyers and sellers and charges commissions, like eBay. The advertising model provides free content and charges advertisers, as done by search engines. Revenue is generated from both advertising and subscriptions in the mixed model. The info-mediary model collects consumer data and sells it for marketing. The subscription model involves selling digital products through paid subscriptions.
Categories Of Businesses And The Functionality Of Their Respective Models.Pravin Rahangdale
In the provided content, information has been shared regarding various businesses and their operational modules. The discourse encompasses an exploration of the global landscape of business types and their operational dynamics. Additionally, it delves into distinct sales approaches, offering pertinent details on the subject. Furthermore, the discussion touches upon various business models, supplemented by illustrative examples.
This document provides guidance on best practices for conducting business-to-business (B2B) customer satisfaction surveys. It discusses defining B2B relationships versus business-to-consumer relationships, budgeting for surveys, obtaining feedback through regular phone calls from company representatives in parallel with occasional formal written surveys, and using feedback to increase sales and profits from existing customers. The goal is to provide practical advice based on decades of experience conducting B2B surveys.
10 DTC Trends Driving Growth In E-Commerce.pdfFarihaSaddique
The direct-to-consumer (DTC) retail model has gained significant traction recently, especially due to the pandemic. In DTC retail, brands sell directly to consumers online rather than through retailers or other middlemen. This allows brands to cut expenses, develop customer relationships, and get direct customer feedback. Popular trends in DTC include companies selling both online and offline, using subscriptions, influencer marketing, and expanding to new marketplaces and generations like Gen Z. Multichannel inventory management software is important for DTC success to manage orders across sales channels and ensure accurate fulfillment.
A 12 slide practical guide on how to tap the value of what you know to attract, nurture and close your prospects.
How to give away some of your most valuable information to connect you with your most valuable prospects: customers who need what you sell.
A quick guide on improving your sales and marketing pipeline.
->Definition,->Types of e-commerce model i.e:bussiness to consumer(B2C),bussiness to bussiness(B2B),consumer to consumer(C2C),consumer to bussiness
,->bussiness applications of e-commerce
,->need for web bussiness,->characterstics of public relation for e-commerce,->steps for setting up bussiness on internet.
The document discusses the importance of understanding target companies and buyer profiles in business-to-business marketing. It recommends creating profiles for different types of target companies based on factors like their structure, environment, behaviors, and situations. Within each company, profiles should also be made for key stakeholders like operational champions and executive sponsors. These profiles provide critical insights into prospects that can help marketing qualify leads and sales close more deals. Overall, taking the time to understand buyers through comprehensive profiling allows firms to develop more effective marketing, sales, and communications strategies.
The document discusses setting up a successful sales funnel for an online business. It begins by explaining what a sales funnel is and how it can be used to monitor the sales process and identify areas for improvement. It then covers various products and services that can be sold, including through platforms like ClickBank and via drop shipping. It also discusses affiliate marketing and how to set up a website to promote affiliate products. The document provides an overview of key tactics for a sales funnel like content marketing, article marketing, pay-per-click ads, blogs, social media, and email marketing. It stresses measuring the success of the funnel and testing different products and strategies.
This document provides an overview of building an effective sales funnel for internet commerce. It discusses key concepts like what a sales funnel is, examples of products that can be sold online, and different marketing strategies that can be used at each stage of the funnel. These include content marketing through blogs and articles, social media, email marketing through auto responders, and measuring success. The goal is to understand where prospects drop off at each stage and make improvements to optimize conversions and sales.
7 ESSENTIAL TIPS FOR EFFECTIVE LEAD GENERATION.pptxA2digital
: In simple words, Lead Generation/Lead generation marketing is the process of getting people interested in your business and gradually converting them through your pipeline into paying customers. Some people see lead generation as a big email blaster and an intrusive salesperson. However, today these techniques are no longer successful.
Introducing Building the perfect sales Funnel - Sales Funnels Unleashed. Inside This Book, You Will Discover the topics about what is a sale funnel, what is internet commerce, what can I sell, Clickbank, dropshipping, Affiliate marketing the link between products, keyword, and prospects the front and back of sales funnels, sales funnel success, sales funnel planning to put your theory to practice content marketing, article marketing, Googles Adword program, marketing offline, blogs social media, autoresponders, the joint venture, measuring success and top sales funnel products.
The document provides an overview of building an effective sales funnel for an online business. It discusses key concepts like what a sales funnel is, different product and marketing strategies like affiliate marketing, drop shipping and ClickBank. It also covers various tactics for the sales funnel like content marketing, social media, auto responders and more. The goal is to understand the sales process and identify opportunities to improve conversions at each stage of the funnel.
This document discusses five key components for delivering optimal digital experiences: 1) Content and commerce - making all content and data available across systems to dynamically filter content; 2) Customers and context - understanding customers to deliver personalized, context-aware experiences; 3) Digital and physical convergence - synchronizing online and offline customer data and experiences; 4) Brand and commerce convergence - collaborating across marketing and commerce teams; 5) Scalability - easily scaling the digital experience for new markets, brands, or campaigns. The document argues that considering all five components is necessary to remove friction from the customer experience across channels.
The document discusses various aspects of setting up and optimizing a sales funnel for an online business. It covers topics like what a sales funnel is, how to plan one, different products and platforms that can be sold (like Clickbank and drop shipping), how to drive traffic using content marketing, social media, blogs, and more. It emphasizes measuring the success of the funnel and testing improvements to optimize conversions at each stage of the funnel. The overall document provides a comprehensive overview of strategies for establishing and refining a sales funnel.
This document discusses how emotions play an important role in business-to-business (B2B) purchasing decisions. Recent research showed that a business purchaser's emotions are twice as important as rational features and benefits. Creating a high "brand connection" makes buyers 5 times more likely to consider, 13 times more likely to purchase, and 30 times more likely to pay premium prices. While business value is important, personal value related to emotions has twice the impact. To differentiate your brand, you need to appeal to buyers' personal and emotional needs in addition to functional benefits.
Making Demand Generation work in the Construction industryLedger Bennett DGA
In the UK today, around 93% of builders are recognised as heavy Internet users, and 70% of them buy products online. Likewise, construction industry customers are increasingly engaging in social media as a source of information, and more importantly, recommendation.
Without strong relationships with your merchant base, it's unlikely that you're getting your marketing messages through to the people paying money for products. This is particularly problematic within the construction industry, as the products tradesmen use are a direct reflection of their workmanship, which they value above most other things. When customer satisfaction is fundamental to word-of-mouth recommendation, they need to know and trust the products and brands they’re using. You can make this happen.
'Making Demand Generation work in the Construction industry' is a helpful guide that looks to connect brand owners, merchants and their customers using realistic Demand Generation strategies that professionals can leverage to their advantage.
The document provides information on building an effective sales funnel for an online business. It discusses key concepts like what a sales funnel is, examples of products that can be sold online through various platforms like Clickbank and drop shipping, and marketing strategies like content marketing, article marketing, Google Adwords, blogs, social media and more. The goal is to understand the sales process and identify opportunities to improve conversions at each stage of the funnel.
This document discusses how B2B companies need to transform their marketing and sales functions to better align with today's digital, data-driven business environment. It outlines six key areas ("cylinders") for building an integrated marketing and sales engine: 1) understanding how customers use digital channels, 2) integrating technology and data across functions, 3) measuring performance along the entire customer journey, 4) bridging organizational silos between marketing and sales, 5) developing account-based strategies, and 6) acquiring new skills. Companies that successfully transform in these areas can achieve significant improvements in metrics like marketing efficiencies, digital ROI, and lead conversion rates.
In this white paper, I wish to discuss the impact of bulk orders placed by resellers on item availability, customer CSAT and impact to the business. The paper outlines challenges and solution approach taken to make items on promotion available to individual customers and have better selling agreements with resellers; it is intended for folks who manage/design order processing on eCommerce website and product team who manage item inventory and purchase ordering.
Similar to The five secrets of B2B commerce success (20)
1. Going rogue
is in vogue.
The Five Secrets of B2B Commerce Success
Why make the extra effort when it comes to B2B commerce? After all, aren’t procurement pro-
fessionals in this type of business driven by rational arguments, used to their set channels, and
eager to be able to just check the boxes in a list of items to (re)order?
Well, not really.
First of all, the B2B market is huge. Let‘s take a few figures from the US by way of illustration: the B2C
market in the US is worth 4 billion dollars but the B2B market is considerably bigger at 7.2 billion.
That‘s 7.200.000.000.000 dollars.
Impressive, isn‘t it?
Technological progress is enabling us to work ever more efficiently. Sales staff used to walk every
aisle in the store to help us with our purchases. Now, this is pretty much a thing of the past with
salespeople hidden away in offices staring at computer screens. In some cases, there isn’t even a
physical store any more because the business operates online only.
Do you still remember the mobile grocer that came down your street in his truck? He knew
you by name, knew how you and your kids were doing, what your favorite recipes were, and he
never felt put out if you wanted a special order. Remember how he was able to tell at a glance how
your day was going? That man made you feel good.
But, you might be tempted to think technological progress is still great, right?
Technology opens a lot of doors. Except, what does that currently look like in real life? We’re happy if
our name is displayed when we log on to a website and are“categorized”as a“business”or“personal”
customer, as though the world consisted of only two types of people. The mobile grocer knew
better.
But who is this B2B buyer then?
Intershop commissioned Forrester Consulting to carry out a survey of 1.500 companies around the
world, from Germany and France to Australia and the USA. All of these companies have a staff of
over 500. The survey involved questions about how buyers in these kinds of companies go about
purchasing different goods.
2. The conclusion of this research?
B2B buyers are normal people just like you and me. Normal people whose minds work the same way
as those of“regular”consumers shopping at their local mall.
So is a B2B buyer receptive to ad hoc incentives? YES!
Does a B2B buyer have preferred brands? YES!
Does a B2B buyer prefer to buy from someone he/she likes? YES!
1
We also refer to this as the consumerization of B2B commerce. Or to put it another
way, the B2B buyer looks a lot like the B2C buyer. After all, they‘re the same people and
the same B2C marketing psychology applies.
2
Just like the mobile grocer automatically knew what tone to strike with you and what
products to recommend, all your channels including those online, should also be
presenting precisely the same content that is relevant. In other words, don’t show
women‘s clothing ads to men or baby food ads to the elderly. Relevant content in the
right context and form is king.
3
Boost your likeability factor! The feeling, the emotion that the customer experiences
whenhe/shehearsyour(company)nameisthedecidingfactor.CustomerExperience
is about generating a positive overall feeling. It’s what enables you to build authentic,
close relationships.
4
Your customers are susceptible to being influenced in myriad ways that give them
an impression of your brand/company and a certain feeling about it. These potential
opportunities to influence the customer, from brochures and e-mail to discussing
things in person, are collectively referred to as the customer journey. It‘s just like a
chain: only as strong as its weakest link. Customers are judging you all the time and
everywhere!
5
Now that you know the B2B market is big, that the B2B buyer is a normal human
being, that you therefore have to engage in personal communication with him/her so
as to generate positive emotions on every possible occasion, it‘s time to take action!
And if we now tell you that the ultimate key to success is to ACT, then you‘ll know
what you have to do. Now. No excuses.
3. Why make the extra effort when it comes to B2B commerce? After all, aren’t procurement
professionals in this type of business driven by rational arguments used to their set channels
and eager to be able to just check the boxes in a list of items to (re)order?
1 My customer is a company or organization
A B2B organization comprises of several users and often has different delivery
addresses and perhaps different invoicing addresses as well.
2 Buyers have different roles
The business users of a B2B platform often have more than one role, e.g.:
Buyer, the person who requests the quote or places the order;
Approver, responsible for approving the purchase order;
Accounts administrator, responsible for managing various aspects of the customer
organization such as, addresses, users, user rights, budgets, etc.
3 Comprehensive customer registration and approval
It is often the case in B2B scenarios that signing up a new customer is not
straightforward. The new customer organization first has to go through a registration
and approval process requiring the submission of various documents such as, proof
of registration with the Chamber of Commerce, proof of identity, etc.
4 Customer-specific product ranges
In many B2B companies, the customer only has access to a subset of the product
range. It‘s even possible that part of the catalog has to be hidden behind a secure
log-in.
5 Order templates and repeat orders
Business customers frequently order in larger quantities, often according to the same
recurring patterns. Order templates are used to make life easier for the customer.
6 Customer self-service
Based on his/her role in the organization, the professional user will require a concise
overview and quick access to relevant data from your organization. Consider the
following:
An overview of orders and the order status
Information on budgets and credit limits
Order templates or customer-specific product ranges
Quote processes
Invoicing and credit information
Returns, complaints, and incidents
To-do lists & profile management
7 Supporting franchise or dealer organizations
How do you organize online purchases throughout the demand chain? B2B2C
commerce is a hot topic.
8 Customer-specific pricing and complex pricing rules
Customers often have special contractual agreements and prices are frequently set
on the basis of complex pricing rules outside of the e-commerce platform. Often the
ERP system (typical examples include SAP, Microsoft Dynamics, Infor M3 and Exact
Globe) serves as an external price provider. The organization has already invested
heavily in automating customer-specific pricing and will not want to replicate this
functionality in the e-commerce system.
9 Quote and order procedures
In more complex online sales situations, it is sometimes necessary to initiate a quote
procedure prior to being able to proceed with an order. Orders may also need to be
approved by the account manager first.
Twelve in-demand B2B features
4. 10Special logistical requirements
B2B situations can involve a wide array of packaging units and types. The various
methods of shipment, rates and times will need to be adapted accordingly.
11Punch-out catalogs and open catalog interfaces
Larger organizations have an internal SAP or Ariba-based purchasing system and
want access via that system to your online catalog to streamline the placing of orders.
12Customer-specific branding
Special customers deserve special treatment. Customers will feel at home within your
online order system, if it gives them the feeling that it‘s a part of their own organization.
Use of the customer‘s own logos and colors creates a trusted environment and closer
bond.
Intershop stands for innovation and success in
B2B commerce.
As a pioneer, Intershop has been driving and shaping the development of e-commerce since
1992, giving it unrivaled experience. Many businesses rely on Intershop‘s business-to-business
solutions and benefit from this experience such as, HP, KPN, Bouwmaat, IgoPost, MidOcean-
Brands, Styrolution (BASF – Ineos), Merck Millipore, Intronics, MS Schippers,Wildkamp, RajaPack,
Würth and Xerox.
These companies use our Intershop Commerce Suite to sell goods and services to business
customers and partners via the Internet.
A worldwide team and a robust global partner network ensure that we provide you with first-
class service at all times. Whatever your ambitions may be, Intershop is the ideal partner for
online commerce. After all, Intershop is e-commerce.
Adam Burke
Director Business Development N.A.
Phone: +1 317-384-1250
a.burke@intershop.com
Timothy Cochran
Business Development N.A.
Phone: +1 937-305-6226
t.cochran@intershop.com
For further information, see www.intershop.com
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