Gartner Research

How Software Tech CEOs Should Develop Their B2B Digital Commerce Strategy

Published: 09 January 2019

ID: G00377767

Analyst(s): Yanna Dharmasthira, Sandy Shen


Many companies launch their digital sales channel in a rush due to competitive and growth pressures without going through a proper planning process. Software tech CEOs who want to sell online should first develop their own digital commerce strategy.

Table Of Contents
  • Key Challenges



  • Step 1: Define Your B2B Digital Commerce Objectives and KPIs
  • Step 2: Define Scope and Mitigate Risk
    • Step 2A: Define the Scope of Digital Commerce Initiatives
    • Step 2B: Assess the Risks
  • Step 3: Design a Holistic Customer Experience
    • Define Your Target Customer
    • Step 3A: Define the Customer Experience for Key Processes
    • Step 3B: Map the Customer Journey
  • Step 4: Make Tactical Decisions to Implement the Digital Commerce Strategy
    • Step 4A: Define Functional Requirements
    • Step 4B: Identify the Deployment Model
  • Step 5: Measure, Manage and Refine Regularly

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