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For eBusiness & Channel Strategy Professionals

Think SKUs, Not SOWs: How Marketplaces Will Shake Up Tech Selling

Selling On This Channel Requires Embracing CPG-Style Approaches

November 12, 2019

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Why Read This Report

B2B marketplaces are not new, but even the least adventurous sellers must now consider selling through or even launching their own marketplace. Early movers demonstrate the importance of understanding your buyer's persona and journey — and offering products that fit self-service buying. With this in mind, we created a framework for evaluating marketplace fit for the items you sell today; we also outline the "marketplace rules" that digital and channel leaders must master to drive an effective, profitable marketplace strategy.

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Table of Contents

  • Outdated Processes And Shifting Preferences Create A Digital Divide
  • Marketplaces Will Massively Disrupt How Sellers Engage Tech Buyers
  • Buyer Adoption Factors Will Slow, But Not Stop, Mass Adoption
  • Master Marketplaces By Embracing The CPG Approach
  • Recommendations

  • How To Accelerate Your Marketplace Selling Strategy
  • What It Means

  • Marketplaces Complete The Consumerization Of IT
  • Supplemental Material
  • Related Research Documents

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