There’s no denying it. The line separating business-to-business (B2B) and business-to-consumer (B2C) buying is rapidly disappearing. B2B buyers are increasingly demanding vendors to make digital platforms available to them for purchasing products and services. In today’s ultra-competitive, global market place, a new and powerful differentiator is emerging — buying experience.
To help you in your consideration of how to meet the new B2B buyer’s expectations, PROS worked with Hanover Research to survey the perspectives of purchasing and procurement leaders on what was important to them in the buying experience. Those results are found in: What B2B Buyers Want: A Survey of 1053 Purchasing Professionals.
However, we wanted to dig deeper. What about today’s buyers of manufactured goods? What do B2B manufacturing buyers want and how do they compare to those that buy from other industries? Is reducing cost structure while at the same time improving quality, still sufficient to compete in today’s global market place? Moreover, what should manufacturers do to fulfill the needs of these customers?
Our learnings are found in this eBook.
In this eBook, you’ll get an inside look into B2B manufacturing buyers’ perspectives on:
- Subscription based services
- Self-service ordering
- Personalized offer recommendations
- Methods of gaining information on products
- Product loyalty
- Omni-channel experiences
- The availability of digital purchasing
- The amount of purchases done through digital platform