Early B2B digitization efforts focused on internal operations such as resource planning and back office workflows rather than customer experience or sales. However, in recent years, the gap between the digitization of customer-facing and internal operations has narrowed dramatically. This can be partially attributed to the organic evolution and increasing digital maturity of B2B companies and partially to external factors, such as the pandemic and shifting buyer expectations.
As more B2B companies embrace digital technologies, those that lag behind need to adapt very quickly lest they lose their market share to more agile competitors.
To illustrate the state of urgency, consider the following statistics: A survey from 2020 found that 43% of industrial companies were using ecommerce while 93% were already conducting some portion of their business online; a more recent study from 2021 confirmed the trend with 2/3 of manufacturers admitting they made the implementation of digital sales a “very high” priority.
If the data above is insufficient, then hopefully, the arguments in favor of ecommerce presented below will convince and encourage you to move forward with your digital efforts.
eCommerce, after all, is no longer optional but essential for the success of your business. Moreover, it is much more than selling online – for industrials, digital commerce paves the way for developing new business models and exploring new business opportunities that ultimately narrow the gap between business and customer.