ISBM at the Penn State Smeal College of Business – Academic Institute supporting B2B Research. Switch to the ISBM-Corporate website.
While expanding business offerings to attract B2B buyers can untap a new lucrative market, companies must consider the unique challenges inherent in serving B2B customers online.
B2B firms wishing to acquire additional revenue from aftermarket products and services must consider the impact of five key “levers” that they control.
As investments in e-commerce channels by B2B firms continue to rise, several misconceptions about e-commerce may still need to be dispelled.
Integrating multiple channels into an effective omnichannel approach will require B2B firms to consider five key factors.
Managing multichannel sales system requires careful consideration of design and governance decisions.
The utilization of omnichannel approaches post-pandemic continues to grow and change the B2B buying landscape.
For B2B firms, the importance of customer convenience considerations will continue to grow post-pandemic.
Demand centers can provide a valuable service for B2B marketers, but their adoption often requires a redefinition of sales and marketing team roles within organizations.
Instead of opting for a one-size-fits-all approach to value-based selling, firms may be better served by adopting product-, customer process-, or performance-centric approaches.
AI allows businesses to be even more agile, a critical benefit for the longer sales cycles found in the B2B world.
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