Increase Profits and Delight Buyers by Becoming a Digital-First, Omnichannel B2B Seller

The Power of B2B Digital Commerce

By the end of 2021, digital commerce is expected to overtake direct sales as the most used channel for B2B selling.

What are the key takeaways?
  • “The total number of B2B digital commerce transactions is expected to overtake the total number of B2B direct sales transactions by the end of 2021.”
  • “Because of the convenience and lower cost of buying from websites, 80% of organizations have a formal target for increasing purchases through the digital commerce channel.”
  • “Key barriers to wider adoption of B2B digital commerce include an inability to negotiate complex agreements, an inability to buy the full range of goods and services offered by the seller, and an inability to obtain the best price.”
What's included in the report?

According to Gartner, sellers are increasingly adopting a digital commerce channel because it “enables customers to transact 24/7, frees sales reps from transactional activities, lowers the cost of sales and increases customer satisfaction. Twenty-six percent of selling organizations reported that the digital commerce channel allows them to bypass traditional distributors. This has the effects of bringing sellersĀ closer to their end customers

This graphic was published by Gartner, Inc. as part of a larger research document and should be evaluated in the context of the entire document. The Gartner document is available upon request from KBMax.

Gartner, Increase Profits and Delight Buyers By Becoming a Digital-First, Omnichannel B2B Seller, Mark Lewis, 1 April 2021

GARTNER is a registered trademark and service mark of Gartner, Inc. and/or its affiliates in the U.S. and internationally and is used herein with permission. All rights reserved.

About KBMax

KBMax is helping B2B companies globally digitally sell with product configuration that can handle complex business rules, visualization, real-time pricing, CAD automation and website embedding. This end-to-end solution results in an awesome buying experience, a faster sales cycle and a more efficient manufacturing process.