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For eBusiness & Channel Strategy Professionals

A Brand New Day In B2B Commerce

The Time Has Come For Brands To Rethink Their Deference To The Traditional Channel

March 7, 2017

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Why Read This Report

B2B brands that do not sell direct are disappointing customers and leaving money on the table. New research shows that B2B buyers want to engage directly with brands, which is calling into question the age-old instinct of B2B brands to defer the selling function exclusively to the traditional channel. This report explores how and why digital business pros must now put themselves at the heart of their selling story and sell their products and services everywhere and anywhere that customers want to buy them.

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Table of Contents

  • New Buyer Preferences Change The Game For B2B Brands
  • Put Your Brand At The Heart Of Your Selling Strategy
  • Recommendations

  • Re-Assert Your Position In The Commerce Ecosystem
  • What It Means

  • Put Your Customer Needs Ahead Of The Needs Of Your Channel
  • Supplemental Material
  • Related Research Documents