Trends Report

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

Selling On This Channel Requires Embracing CPG-Style Approaches

November 12th, 2019
With contributors:
Stephen Powers , Liz Herbert , Joe Cicman , Jacob Morgan , Caroline Robertson , Jay McBain , Charlie Ruhl , Emma Huff , Rachel Birrell

Summary

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.

Want to read the full report?

This report is available for individual purchase ($1495).

Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.