Trends Report

A Brand New Day In B2B Commerce

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

March 7th, 2017
AH
Andy Hoar
With contributors:
Fiona Swerdlow , Martin Gill , Laura Naparstek , Jaclyn Galan , Peter Harrison

Summary

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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