The right mix of B2B digital technologies engages customers

There are many ways to deploy B2B eCommerce technology. But it pays to learn what customers need and develop a digital commerce ecosystem that wins their business and maintains their loyalty.

And meeting the needs of B2B buyers can be a daunting task. Customers often want to purchase complex products with thousands of attributes. Getting the right configuration at the right price is critical to the buyer’s performance and the success of their company.

In addition, the purchasing company often needs to share order details with multiple departments for purchase authorization, request split orders sent to different destinations, and allow multiple teams to track orders and shipments. Finally, sellers must share this information and more with their sales representatives, channel partners, and customers.

Moreover, due to the widespread trend of online marketplaces, B2B sellers must extend the customer experience they provide on their e-commerce sites to any third-party marketplace where they also expect to attract customers.

“Blueprint for B2B Technology”

That’s why companies in Digital Commerce 360 ​​B2B Insights Report on Strategy November — “Project for B2B Technology” — have deployed e-commerce platforms and extended ecosystems designed around their sales representatives, sales partners, and of course, their customers.

Take it Rotary cutter Inc., which manufactures heavy equipment designed to turn massive logs into mulch. Its truck-sized “horizontal grinders” are available in thousands of configurations and can cost hundreds of thousands of dollars. Therefore, Rotochopper has developed a price configuration program on its website that simplifies and speeds up the ordering process. This saves customers valuable time in ordering the correct equipment and increases sales and profits for the manufacturer.

“It’s about speed and accuracy,” he says Rick BowerlyCEO of Granite Partners, the holding company that owns Rotochopper.

Bradley Corp., which makes commercial restroom supplies and industrial safety equipment, has deployed an e-commerce platform that integrates well with a variety of technology applications. It facilitates commerce by sharing critical inventory, pricing, and order status information with its sales representatives, partners, and customers.

What to expect in the report

360 B2B Digital Commerce November Strategy Report on technology and customer experience includes the following articles written by Digital Commerce 360 ​​editors:

• “Creating Profitable Technology Plans for B2B E-Commerce” cover detailing the Rotochopper and Bradley manufacturers’ technology deployment and strategy. It explains how their commerce platforms help customers, as well as sales teams and sales partners.
• “The Right Mix of Technologies for Market Growth” shows why and how Calizonsa century-old family-owned global supplier of peppermint oils and other ingredients, is expanding its market reach through a marketplace linked to its e-commerce site.
• “How Caterpillar Sells $10 Million in Parts to Dealers Every Day” covers as a global manufacturer of heavy equipment Caterpillar Inc. is investing in digital technology to improve the customer experience on its mobile app and multiple websites.
• “How a packaging supplier is modernizing its CX” shows how the manufacturer WestRock Co. partnered with its digital commerce technology agency to improve its branding as well as improve customer service on its website.

Download the free report here.

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Subscribe to a free subscription to Digital Commerce 360 ​​B2B News, published 4 times a week. It covers technology and business trends in the growing B2B e-commerce industry. Contact editor Paul Demery at [email protected] and follow him on Twitter @pdemery.

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