This document discusses how B2B buyers' expectations have shifted to demand more online capabilities from suppliers similar to B2C experiences. It notes that Google is now the new Yellow Pages, so companies must have an online presence. The document also cites statistics showing that over 70% of B2B buyers prefer suppliers with online ordering and real-time product information. Not meeting these new expectations can negatively impact sales and customer satisfaction. It promotes requesting a demonstration of a platform that can help companies sell faster and more effectively by meeting these changed expectations.

1. YOUR BUYERS HAVE SHIFTED, HAVE YOU?

2. 1. What has changed?....................3
2. Expectations………………...…............8
3. Impact……….……..………………….………13
Table of Contents

3. What has changed?

4. Worldwide, we conduct
131 billion
searches per month
on the web
Source: Comscore, January 2010

6. THE BOTTOM
LINE: If Google
can’t find you,
neither will anyone
else
FACT: Google is
the new Yellow
Pages

7. IMPLICATION
Your online content
and capabilities can
drive customer
satisfaction and
ultimately drive more
revenue or break
your company

8. Expectations

9. B2B organizations doing business online
must address the growing demand for
“B2C-like” B2B eCommerce
experiences
Source: Forrester, 2012

10. Source: 2012 B2B E-Commerce Survey: Results and Trends
Percentage of
customers who
said real-time
catalogs were the
#1 tool
they use to make
purchase decisions

11. B2B procurers who would
choose a supplier that
offers an online
ordering option
over an equal
supplier that
does not
Source: hybris, 2012 State of B2B E-Commerce

12. Why?

13. Impact

14. Not waiting on lengthy replies
Source: DGR, 2013
35%+
Percentage of buyers that said timeliness was the # 1
reason for selecting a supplier with online capabilities

15. Quotes are not lost
Send accurate RFQ
quickly and easily
Receive RFQ
content validation
Buyer and supplier
visibility into RFQ
Comprehensiveself
service RFQ library
Accurate supplier
response library

16. Instantaneous and accurate
responses
~40%
Percentage of B2B procurers that perceived static,
outdated catalogs to be the biggest drawback of ordering
from suppliers
Source: Hybris, 2012 State of B2B E-Commerce

17. Quickly compare availability
72%
Percentage of buyers
that were alerted to
products they were
not aware of
Source: Hybris, 2012 State of B2B E-Commerce

18. of SALES go
to the vendor
that
responds
FIRST
Source: InsideSales.com
35-50%

19. Wouldn’t your business benefit
by allowing your customers to
go to one convenient location
that showcases your inventory
and enables them to find what
they need in real-time and place
an order with you?

20. Sell faster,
more effectively
REQUEST A DEMONSTRATION
http://www.bravoplatforms.com/index.php/quick-demo

21. A better solution for selling. We
help sellers sell faster, more
effectively