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May 10, 2018 B2B Buyers Spend More Through Robust Ecommerce Experiences

Key findings of the report include:

  • More B2B customers are shopping online than a year ago. When reflecting on past purchasing habits, 9 out of 10 procurement officers (89%) say they make more purchases online today compared to just a year ago.
  • Self-service offerings are critical in the selection of B2B suppliers. Nearly all procurement officers (97%) consider a supplier’s online customer portal offerings a critical factor when selecting a supplier.
  • Digital content builds customer confidence. More than half (54%) of B2B customers feel more confident in their online purchases if the supplier offers detailed product content; however, 43% of B2B customers cite a lack of accurate content as the biggest pain point of their online buying experience.
  • B2B organizations need to think beyond their brand site. Since nearly 8 out of 10 B2B buyers (78%) begin their product discovery on either Amazon or Google, organizations need to take a holistic approach to their digital brand to create a competitive edge.

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