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For eBusiness & Channel Strategy Professionals

Future-Proof Your B2B Commerce Strategy To Meet Customers Where They Buy

Vision: The B2B E-Commerce Playbook

March 8, 2021


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This is the Vision report in The B2B E-Commerce Playbook For 2021.

Why Read This Report

More than 30% of B2B technology buyers already make their initial purchases through a digital channel. But many products aren't a fit for purely digital selling. Even as B2B buyers are accelerating their shift to self-service, they want higher-quality interactions with sellers before and after the transaction. This report explores why an omnichannel selling strategy that combines the best of the online and offline worlds is key to a future-proof commerce strategy. This is an update of a previously published report; Forrester reviews and revises it periodically for continued relevance and accuracy.

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Table of Contents

  • B2B Buyers Crave The Best Of The Online And Offline Worlds
  • Make The Case For Channel Shift And Digital Sales Enablement
  • Digitally Enabled Selling Is Core To A True Omnichannel Strategy
  • Recommendations

  • Work Toward Offering A Unified Digital Commerce Experience
  • Supplemental Material
  • Related Research Documents

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