Pathway to Success Professional Services Series #12 with Insite

It’s no secret that B2B buyers’ expectations have evolved. According to Forrester, more than 70% of B2B buyers find buying from a website more convenient than buying from a sales representative. In other words, B2B buyer appetite for digital ordering tools is increasing. In order to compete and bring their businesses into the future, distributors have to improve their digital offering.

Many distribution companies have noticed the shifts in the buying cycle. They’ve deployed some kind of website or eCommerce experience simply to keep up with the pressure. But the truth is, most distributors are still in first gear when it comes to their websites.

Some have tried to build eCommerce on a basic ERP storefront that limits them from delivering a modern, intuitive experience. Some have selected a platform built for B2C purposes and unfit to handle the complexities of B2B. Others have yet to even consider eCommerce as a new sales channel for their business.

Technology is advancing, competition is fierce and buyers’ expectations are changing, yet customers are still finding themselves calling CSRs to place orders or thumbing through print catalogs to get the information they need. Meanwhile, sales teams are being held up by low value activities like checking order status or inventory.

When a distribution business can provide its customers a better means to self-serve it is a win all around. Customers have better access to product information, orders and inventory and sales people are freed up to complete more value-added tasks and build better relationships.

Read the blog "Pathway to Success Professional Services Series #12 with Insite" and deliver better experiences for everyone!