In the era of omnichannel commerce, B2B businesses are facing challenges in adopting “B2C tactics,” like website personalization for example, to grow and remain competitive. for more: https://docmation.com/rethink-personalization-to-highlight-b2bs-strengths-in-ecommerce/

1. RethinkPersonalizationToHighlight
2019 | DOCMATION
B2B’sStrengthsinEcommerce

2. 2019 | DOCMATION
The current push to provide generic B2C-like experiences runs contrary to B2B
businesses’ long tradition of customized customer relationships, from tailored
catalogs to unique payment terms. That is why corporate buyers seek out B2B
sellers that can adopt this one-to-one approach online. In fact, more than three-
quarters of B2B purchasing agents want to see content specific to their company,
and additionally, two-thirds expect information specific to their industry.
For B2B sellers who want to prioritize website personalization as a key strategy to
develop more customized customer relationships, they can easily deliver on this
promise by providing the following:
Morethantwo-thirdsofcorporatepurchasingagentspreferself-serviceproductresearchoverworkingwithasalesrep;thisisajumpof23%from2015.

3. 2019 | DOCMATION
Based on prior interactions and predictive intelligence, personalization
can pinpoint whether site visitors are in research mode or ready to buy.
According to a report, about 63% of consumers are influenced by
personalized recommendations on the homepage. This aspect is
imperative to present B2B businesses to take the game up a notch. Not
only relevant content but features and facilities such as live sales or
support connections, post-purchase behaviour, timely replenishment
reminders, and upgrade offers are all additional personalization options
that can spur re-engagement.
ProductdataacclimatisedtotheB2Bpurchasecycle

4. 2019 | DOCMATION
In this new paradigm, over 60% of consumers now begin their
search for products on marketplaces, so it is important for brands
and merchants to step up their product data game by providing
accurate, complete, and compelling product titles, descriptions,
media, etc., across all of their sales channels if they wish to
capture and convert their potential customers into long-term
clients.
B2B-poweredmarketplaces

5. 2019 | DOCMATION
Personalized solutions present products and recommendations
within pre-set parameters, along with custom pricing and
bundling options, combining business rules with behavioral
insights to flag potential new product categories of interest,
helping B2B suppliers capitalize on cross-divisional sales
opportunities. These predictive capabilities, informed by detailed
customer profiles, can help create trigger events around a B2B
customer’s buying moments that will inform when and with what
product proposition to cross-sell.
CustomizedB2Bcatalogexperience

6. 2019 | DOCMATION
B2B sellers can customize the online checkout process to
accommodate such customer-specific needs as purchase order
generation and purchase approval routines. This can be
accomplished with personalization software tools and saved
account data, giving B2B buyers quick access to tailored re-
ordering options.
Tailoredpurchaseprocess

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