The report was based on data from a survey of 460 B2B respondents in the US and in Europe who work for CPG, manufacturing, and software firms.
Some 59% of B2B decision-makers said they expect e-commerce to drive growth because it makes customer acquisition easier.
And 51% said they expect e-commerce to drive growth because it enables better cross-selling, while another 51% said it makes it easier for customers to serve themselves.
Some 52% of B2B decision-makers said they value their current e-commerce program because it makes it easier to tailor product offerings; 48% said they value their e-commerce program because it simplifies order automation.
Some 55% of B2B decision-makers said their current e-commerce program provides personalized recommendations to customers; 49% said they cross-sell and upsell as part of their e-commerce program.
Ayaz Nanji is an independent digital strategist and a co-founder of ICW Content, a marketing agency specializing in content creation for brands and businesses. He is also a research writer for MarketingProfs. He has worked for Google/YouTube, the Travel Channel, AOL, and the New York Times.
LinkedIn: Ayaz Nanji