The business-to-business (B2B) landscape and the B2B customers purchase behaviour will change drastically over the coming years. Buyers today are incredibly busy and have a lot of information available in no time. The availability of quality information through digital channels has made it far easier for buyers to gather information, meaning sellers have less access and fewer opportunities to influence customer decisions directly.

Many people are talking about the drastic changes to the consumer purchase journey due to Covid-19, but consumers aren’t the only ones changing the way they approach buying decisions. Transformation is also happening to the B2B sector. A research made by Gartner shows that: ”44% of millennials prefer no sales rep interaction at all in a B2B setting”. A share of people that most likely is even higher among the younger generation. In other words, the B2B sector will experience a rapid shift in buying preferences among coming decision makers.

Changing B2B buying preferences

Historically, B2B transactions have been a complex sales process that involved multiple influencers and decision-makers. This often includes research, evaluation and stakeholder engagement and in some cases this process is repeated multiple times before making any final decisions.

Although some B2B transactions remain this complex today, the process is changing, due to the fact that in most cases the easiest way to gather information and perform products research is online. A research made by McKinsey shows a rapid shift toward a preference for self-service channels. It is therefore increasingly important to make the online purchase journey easy for the customer by providing good product demonstrations, displaying all relevant data, and make B2B products easy purchasable online.

Get your digital exposure in the absolute forefront

MEMIDOS is a innovative B2B ecommerce platform that helps producers of industrial products to go global and sell directly to business customers world wide. Here suppliers get instant access to innovative tools enabling them to expose and sell their products directly to global customers.

Customers gather the product information direct from the manufacturing suppliers with ensures high quality information and advice.

For some SME’s, all the details around a professional digital presence might seem a bit overwhelming and for others it’s important to make their products available together with complementary products from other companies. At MEMIDOS companies just have to set up a profile and upload their products and they automatically get:

• Digital marketing
• Search engine optimization (SEO)
• VAT Free invoicing (Revenge charge VAT) in EU.
• The ability to issue discount coupons.
• The ability to sell products with a finance agreement.
• Stat of the art shipping solution.

If you would like to learn more about how MEMIDOS can help getting your digital presence in the absolute forefront, or if you need help to get started. Please feel free to contact us any time.