This infographic tells a story about a wonderful land of opportunity: The B2B software e-commerce market. Make no mistake; it is big – bigger even than its more famous sibling, the B2C market, and independent software vendors stand to make big bucks selling to business and organizations of all kinds.
However, the kinks in the path toward e-commerce riches begin immediately. Although B2B software companies understand how to create software products that solve amazingly complex problems and improve the performance of individuals in all roles and at all levels of organizations everywhere, they do not understand what it takes to succeed in e-commerce. This is not because their sales team is bad at what they do. It’s because the buyers of B2B software take notoriously complex paths to purchase.
B2B E-commerce Evolution
In our infographic, we describe this path and the signs that travelers see along it. We show how websites are complementing offline selling techniques and explain how selling software to business buyers has changed from 20 years ago to today. We encourage B2B software companies to adjust their tactics and invest in new digital assets to succeed in e-commerce.
The B2B buyer’s relative lack of price sensitivity, their need for loyal relationships with merchants, and the length of their sales cycle have not changed one iota because of e-commerce’s growth. The tools they now use to buy and sell online have changed a lot though, and it has given B2B software buyers a lot more information. This power has changed their expectations of the shopping experience, and merchants must cater to these new preferences. This infographic, therefore, also focuses on the kinds of digital tools and assets B2B software merchants need to succeed in selling software online in today’s e-commerce world.
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