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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

Search- a Critical Piece of B2B eCommerce

Helping customers find the most relevant information is critical to converting a transaction or driving a lead. Taking search one step further by showing related products, add-ons or bundled items can have a big impact on average order value, lines per order, conversion rate or the other measures you use to track eCommerce profitability.

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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

New Year's Resolutions & Doing Less

Take a different approach to your New Year's Resolution and vow to do less this year. Prioritize your life so that you can make time for what really matters to you and your business.

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The Death of Multi-Channel Marketing

The shift from a channel-driven marketing campaign to one that encompasses the various touchpoints used by consumers along their life cycle of interactions with your product or service.

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Posted by AZ Staff

Hole-in-the-Wall Restaurants, Great Food & Website Content

Great content that pertains to the goals of your audience and is frequently updated will keep them coming back. While a cool interactive element is a valuable asset, the content is the staple. Just like your favorite hole-in-the-wall restaurant, you go for the food- not the atmosphere.

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Posted by AZ Staff

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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