In this space, we’ve talked extensively about how digital trends that were already coming to the B2B market have been greatly accelerated by the coronavirus pandemic. Chief among those is the proliferation of eCommerce as a percentage of overall sales, to the point where it’s now become the preferre...
ODP Corp., Office Depot’s new holding company, made waves last week with the news that it hired Prentis Wilson to lead its digital transformation initiative. Wilson made his name by launching Amazon Business and turning it into a $10 billion business in five years. With another former Amazon Bu...
It’s no secret that the global pandemic starkly exposed eCommerce laggards. What was once an important, yet not urgent issue, dramatically accelerated to the forefront of everyone’s business model. That shift is likely to be permanent. According to a Digital Commerce 360 buyer’s survey, more than 8...
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SAP's Jonathan Burdette joins the B2B Reimagined podcast to dissect the monumental shift to digital commerce for both manufacturers and their customers.B2B Reimagined Episode #19: From "Why?" to "How?" in B2B ManufacturingSAP’s Jonathan Burdette joins host Barrett Thompson to dissect the momentous s...
Musings of an early-stage B2B eCommerce vetAt the risk of dating myself, one of the first roles I had as a professional was at a B2B distributor working as a field-based consultant with our industrial customers, trying to convince/train/coerce them to trust our eCommerce site for placing orders. Thi...
Most chemicals distributors and manufacturers have been behind the curve in two key commercial areas: eCommerce capabilities Ability to increase prices But those negative trends are beginning to change, both by choice and by force. Wise companies have put concrete...
Given the unprecedented challenges ahead of us all, as a leader in your business, you’re likely evaluating strategies to retain share and hold the line on margin.One tactic that is commonly overlooked is ensuring that your pricing strategy is agile enough to dynamically make updates as market condit...
Avert your eyes! The trend lines spell doom – Amazon, Alibaba and other marketplaces have taken a huge chunk of B2B sales in 2019 and will continue to do so at an increasing rate. Your buyers and employees are getting younger and more digitally savvy, making pent-up expectations for B2B eCommerce an...
MindShare Europe, the leading B2B pricing and sales conference, is taking place on 13 November in Paris, France. One of the main reasons B2B professionals attend is to watch their peers on stage discussing how they overcame complex business challenges with innovative technology and by changing the w...
A study by McKinsey & Co., neatly summarized in this B2Bec News infographic, attaches empirical evidence to a reality that many B2B company leaders already know firsthand. That is, the undeniable fact that industrial distributors must have an effective eCommerce channel in 2019 to keep pace with...
Zilliant and MDM Whitepaper: How Distributors Can Optimize Online Pricing More than a trend, distributors now must have an optimized pricing strategy to thriveThe only way to make sense out of change is to plunge into it, move with it, and join the dance. - Alan Watts, British philosopherReady or no...
How Sales Leaders Can Meet Modern eCommerce B2B ChallengesWith B2B eCommerce sales expected to reach an unprecedented $6.6 trillion by 2020, it’s no secret that the B2B buying and selling experience has drastically evolved over the past decade+. According to a recent Accenture survey, 61% of all B2B...
Heads up, industrial distributors, the frontal assault from Amazon Business is here.Per Seeking Alpha, titans like W.W. Grainger and Fastenal “slumped 5.3 percent and 3.6 percent, respectively, on October 25 in response to Amazon's launch of Business Prime Shipping, an annual membership for business...
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