4 B2B Commerce Trends to Catapult You Ahead of the Competition

Date: Dec 7, 2023 1:00 EDT (10:00PDT)

Paul Do Forno, Managing Director, Commerce Practice, Deloitte Digital
Tracy Crevinston, Executive Director of Global Commerce, Cummins

More frequently than not, B2B buyers are vetting sellers based not only on product specifications, pricing, and other traditional factors, but on the digital experiences they deliver. Failing to adapt to these rising customer expectations can be costly. B2B customers are less inclined to spend company dollars if they have to navigate convoluted manual processes, endure prolonged wait times or wrestle with outdated systems. Thirteen percent of total B2B sales are lost, on average, because of negative customer experiences with the sales process.

To win in the new B2B environment, companies need to anticipate what their customers need—and then deliver it ahead of competitors. Deloitte Digital conducted a study of more than 500 B2B executives at U.S. companies and discovered that 77% of B2B executives agree that digital transformation is critical to their company’s success.

Join experts from Deloitte Digital, who unveil the research findings and highlight the four trends that demonstrate why B2B leads to stronger customer relationships all around: higher satisfaction, stronger spending, better retention, and deeper trust.

In this webinar, we’ll cover:

  • How value generated from adding front-office improvements can drive an overall stronger business case for digital transformation
  • The benefits of reducing sales friction in order to create new growth
  • How to carve out an advantage by keeping pace with customer expectations
  • The importance of optimally serving your customer segments by leveraging preferred commerce channels

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Sponsored by Deloitte

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