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The SoMoLo Imperative
  The Changing Behaviors and Expectations of
  B2C Shoppers Are Migrating To B2B Buyers


#CommerceInMotion
SOCIAL
MOBILE
LOCAL
    #CommerceInMotion 2
We Studied these Behaviors
     Because they’re
      Everywhere…



                     #CommerceInMotion 3
Where Shoppers Go, Buyers Follow…




 50%
                 of B2B buyers’ expectations
                 of social, mobile, and local
                 access closely follow the
                 behaviors of consumers

                                                4
Scan
This!!       Got
           Local???




         Buyer Demands
         Are Escalating…
                      #CommerceInMotion 5
50%
expect to browse catalogs
  and make purchases
        via tablet


Tablets Are
Triumphant
           #CommerceInMotion 6
Only(?)


32%
expect to connect and
  shop for products
  within social sites


           Social: Sizzling…Or Fizzling?
                               #CommerceInMotion 7
44%
expect to view catalogs on their phone



38%
expect to place orders via their phone

                             Mobility Matters Most
                                          #CommerceInMotion 8
41%
expect to view order status & updates on their phone



37%
expect to view inventory availability & pricing on their phone




                           Phone as
                      Status Symbol?
                                                             9
33%   expect to use QR codes
      to access content on
      their phone




                    #CommerceInMotion 10
Call Failed…
The gap between customer expectations
and the mobile capabilities of the
companies who serve them is significant




                                          11
Customers                        Businesses
  Expecting                        Delivering

  38%           Place Orders
               via Smartphone      17%
  44%          Product Catalog
                  on Phone         29%
  41%           Order Status
              Updates on Phone     21%
  33%           QR Code Access
              to Product Content   26%
  37%              Inventory
                                   15%
                                                17%
               Lookup on Phone


                                                average
                                                  gap




Mobile Capabilities Gap
                                                          12
36%   Lack of Corporate
      Commitment

38%   Inability to Integrate
      New Channels

43%   Unable to Integrate/
      Support New Challenges




SoMoLo Roadblocks  #CommerceInMotion 13
Order on Phone---------------------------------------------- 22%
Product Availability/Pricing on Phone--------------- 29%
Order Status and Updates on Phone----------------- 29%
QR Code Access to Content on Phone-------------- 31%
Push Local Offers to Phone When Near Store---- 33%




                                Good Intentions…        #CommerceInMotion 14
46%
       Currently have no specific
       mobile/local commerce strategy
       and/or are just experimenting



                    Currently have no specific social

  43%               commerce strategy and/or are
                    just experimenting




      Strategic Shortcomings?
                                      #CommerceInMotion 15
1. Buyers in ever greater numbers are tapping
   into their smartphones and social networking
   sites to complete the purchase

2. Companies must utilize these channels to
   provide timely, relevant and engaging content

3. Companies must keep pace and engage
   customers via these interactive platforms or risk
   being left behind


            Conclusions & Takeaways
                                                       16
CommerceInMotion.com

Full Study Now
Available Online



              #CommerceInMotion 17
Commerce In Motion
Sponsored by…RedPrairie




                          18
Thank You
David.Bruno@RedPrairie.com

#CommerceInMotion

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B2B Buyers Issue a SoMoLo Imperative

  • 1. The SoMoLo Imperative The Changing Behaviors and Expectations of B2C Shoppers Are Migrating To B2B Buyers #CommerceInMotion
  • 2. SOCIAL MOBILE LOCAL #CommerceInMotion 2
  • 3. We Studied these Behaviors Because they’re Everywhere… #CommerceInMotion 3
  • 4. Where Shoppers Go, Buyers Follow… 50% of B2B buyers’ expectations of social, mobile, and local access closely follow the behaviors of consumers 4
  • 5. Scan This!! Got Local??? Buyer Demands Are Escalating… #CommerceInMotion 5
  • 6. 50% expect to browse catalogs and make purchases via tablet Tablets Are Triumphant #CommerceInMotion 6
  • 7. Only(?) 32% expect to connect and shop for products within social sites Social: Sizzling…Or Fizzling? #CommerceInMotion 7
  • 8. 44% expect to view catalogs on their phone 38% expect to place orders via their phone Mobility Matters Most #CommerceInMotion 8
  • 9. 41% expect to view order status & updates on their phone 37% expect to view inventory availability & pricing on their phone Phone as Status Symbol? 9
  • 10. 33% expect to use QR codes to access content on their phone #CommerceInMotion 10
  • 11. Call Failed… The gap between customer expectations and the mobile capabilities of the companies who serve them is significant 11
  • 12. Customers Businesses Expecting Delivering 38% Place Orders via Smartphone 17% 44% Product Catalog on Phone 29% 41% Order Status Updates on Phone 21% 33% QR Code Access to Product Content 26% 37% Inventory 15% 17% Lookup on Phone average gap Mobile Capabilities Gap 12
  • 13. 36% Lack of Corporate Commitment 38% Inability to Integrate New Channels 43% Unable to Integrate/ Support New Challenges SoMoLo Roadblocks #CommerceInMotion 13
  • 14. Order on Phone---------------------------------------------- 22% Product Availability/Pricing on Phone--------------- 29% Order Status and Updates on Phone----------------- 29% QR Code Access to Content on Phone-------------- 31% Push Local Offers to Phone When Near Store---- 33% Good Intentions… #CommerceInMotion 14
  • 15. 46% Currently have no specific mobile/local commerce strategy and/or are just experimenting Currently have no specific social 43% commerce strategy and/or are just experimenting Strategic Shortcomings? #CommerceInMotion 15
  • 16. 1. Buyers in ever greater numbers are tapping into their smartphones and social networking sites to complete the purchase 2. Companies must utilize these channels to provide timely, relevant and engaging content 3. Companies must keep pace and engage customers via these interactive platforms or risk being left behind Conclusions & Takeaways 16
  • 17. CommerceInMotion.com Full Study Now Available Online #CommerceInMotion 17
  • 18. Commerce In Motion Sponsored by…RedPrairie 18