Gartner Research

Drive B2B Revenue Growth With B2C Digital Commerce Best Practices

Published: 19 June 2015

ID: G00271633

Analyst(s): Kirsten Newbold-Knipp


B2B marketers can borrow techniques from B2C digital commerce to create more relevant and responsive experiences for today's business buyers. Take the steps outlined in this research to support a customer-first mindset to accelerate revenue growth in B2B digital commerce.

Table Of Contents
  • Key Challenges



  • Adapt Strategies Used in B2C Commerce to Inform and Influence B2B Buyer Behaviors During the Purchase Journey
    • Where B2B and B2C Marketing Tactics Differ
    • B2B Marketers Must Make Mobile Commerce a Priority
    • B2B Marketers Should Engage in Commerce Strategic Planning
  • Apply B2C Techniques to B2B Commerce That Emphasize Consistent and Simplified Customer Experiences Across Channels
  • Prioritize the Business Segment and Top Commerce Marketing Tactics That Will Bring the Most Value to the Business and Your Customers
    • Prioritizing for Personas or Segments
    • Prioritizing B2C and B2B Commerce Capabilities

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