Gartner Research

Drive B2B Revenue Growth With B2C Digital Commerce Best Practices

Published: 23 November 2016

ID: G00308849

Analyst(s): Kirsten Newbold-Knipp

Summary

B2B marketers can borrow techniques from B2C digital commerce to create more relevant and responsive experiences for today's business buyers. Marketing leaders can 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

Introduction

Analysis

  • Adapt Strategies Used in B2C Commerce to Inform and Influence B2B Buyers During the Customer Journey
    • Where B2B and B2C Marketing Investments Differ
    • B2B Marketers Must Make Mobile Commerce a Priority
  • Apply B2C Techniques That Emphasize Consistent and Seamless Customer Experiences to B2B Commerce
  • Prioritize the Segments and Tactics That Will Deliver the Most Value
    • Prioritizing for Personas or Segments
    • Prioritize B2C and B2B Commerce Capabilities

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