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6 Critical Steps to Succeed in B2B eCommerce

Manufacturers and distributors of B2B products often ask us how to get started in multichannel e-commerce. Like any other part of your business, e-commerce requires a plan to implement and be successful. As you build your plan and identify the people, processes and tools required to bring it to life, we have identified six critical items to consider.

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Posted by AZ Staff

Content is the New Selling?

In order to establish leads that are truly sales ready, B2B retailers must create content that aligns with the customer decision journey. In doing so, you will have more informed prospects, which will evolve into better leads to your sales teams with a higher close ratio.

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Posted by AZ Staff

Four Reasons to Invest in B2B Multichannel eCommerce This Year

Forrester found that customers who are migrated online after being acquired offline, as a lead, are more likely to be repeat customers and long term clients. Thus, B2B eCommerce investments are invaluable as they increase loyalty & AOV, drive growth, lower costs, and drive leads.

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Posted by AZ Staff

B2B Companies- Improving their E-Commerce with a Touch of B2C Convenience

Recently, Forbes published an article that emphasizes the need for convenience and guidance in B2B purchasing decisions. Consumers desire the B2B marketplace to more closely resemble its B2C counterpart.

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Posted by Amanda Elsasser

Buy Online Pick-up in Store

Buy Online Pick Up in Store - Increases In-Store Sales?

Recently the Kellogg School of Management published an article about the surprising effect on sales of Buying Online and Picking Up in Store (BOPS) eCommerce functionality. The article titled Shop Online, Pick Up in Store? analyzed online and in-store sales data for a B2C retailer of housewares, home accessories and furniture to see how BOPS changed purchasing habits.

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Posted by AZ Staff

Importance of Customer Lifetime Value in eCommerce

Customer Lifetime Value (CLV) is one of the most important concepts in marketing. Forrester, in their paper titled, Executive Q&A: Customer Lifetime Value, provides the best definition of Customer Lifetime Value for eCommerce and an equation to measure it. Their definition is: A customer's potential monetary worth through the course of his or her relationship with a business.

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Posted by AZ Staff

B2B eCommerce Business Models - Part 4

In my previous posts, we reviewed the first two B2B eCommerce business models: the High Transaction Volume Model and the High Touch, Customer Relationship Model. In this post, we will discuss the Hybrid Model.

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Posted by AZ Staff

B2B eCommerce Business Models - Part 3

The High Touch, Customer Relationship Model is used by eCommerce businesses to drive leads to their sales team who then follow up. These businesses tend to be manufacturers and distributors of specialized equipment and replacement parts. The sales cycles are long for the initial sale and customers require a significant amount of education before they make a purchase decision.

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Posted by AZ Staff

B2B eCommerce Business Models - Part 2

A high transaction eCommerce business has a large product catalog that sells to a B2B audience because of product use, size or minimum quantity ordered. It resembles a B2C eCommerce business. They do not have a direct sales force. Instead they rely on digital marketing to drive customers to the site. The site will conduct a high number of transactions from new and repeat customers to drive revenue.

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Posted by AZ Staff

B2B eCommerce Business Models - Part 1

B2B eCommerce is coming of age. Consumers have been trained by leading B2C eCommerce sites such as Amazon.com to expect a certain user experience when shopping online. They now want the same level of experience in their business lives. Forrester wrote an excellent paper on this called “Key Trends in B2B eCommerce for 2013” that we feel outlines the challenges quite well.

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Posted by AZ Staff

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