Trends Report

E-Commerce Or Online Marketplace: Is Your Company Prepared To Leverage New Routes To Market?

Core Factors That Define Readiness For Digital Routes To Market

January 25th, 2022
Stephanie Sissler, VP, Principal Analyst
Stephanie Sissler VP, Principal Analyst
With contributors:
Joe Cicman , Philip Harrell , Nancy Maluso , Matthew Flug , Robin Whiting

Summary

Digital routes to market, including e-commerce and online marketplaces, now represent a third of B2B purchases, and more growth is expected. This makes the transition to winning, serving, and retaining customers through both online and offline channels an urgent strategic priority. One of the most common points of failure is not taking the time before launch to develop a comprehensive digital sales strategy and ensuring companywide readiness to formulate and execute it successfully. In this report, we explain how B2B suppliers can validate their readiness for success in digital routes to market by answering questions across seven critical factors that drive digital route-to-market success. This report is also accompanied by a downloadable Digital Route-To-Market Readiness Checklist that enables you to score your readiness across each of these factors.

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