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

Summary

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

Introduction

Analysis

  • 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

Gartner Recommended Reading

©2021 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates. This publication may not be reproduced or distributed in any form without Gartner’s prior written permission. It consists of the opinions of Gartner’s research organization, which should not be construed as statements of fact. While the information contained in this publication has been obtained from sources believed to be reliable, Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartner research may address legal and financial issues, Gartner does not provide legal or investment advice and its research should not be construed or used as such. Your access and use of this publication are governed by Gartner’s Usage Policy. Gartner prides itself on its reputation for independence and objectivity. Its research is produced independently by its research organization without input or influence from any third party. For further information, see Guiding Principles on Independence and Objectivity.

Already have a Gartner Account?

Log In

Purchase this Document

To purchase this document, you will need to register or sign in above

Register Now

Become a client

Learn how to access this content as a Gartner client.