b2b buyers issue a somolo imperative
DESCRIPTION
The ever-expanding powers of social media and mobile technology have transformed how consumers view the buying experience. With access to information and purchasing capabilities anywhere, and at any time, shoppers have come to expect engaging, integrated and relevant shopping experiences that reflect their history and preferences. B2C companies, however, are not the only organizations experiencing this dramatic shift in preferences and rules of engagement. Commerce in Motion commissioned a new benchmark study to evaluate exactly how B2B purchasing behaviors and expectations mirror those of the B2C shopper.TRANSCRIPT
The SoMoLo ImperativeThe Changing Behaviors and Expectations of B2C Shoppers Are Migrating To B2B Buyers
#CommerceInMotion
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SOCIALMOBILELOCAL
#CommerceInMotion
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We Studied these BehaviorsBecause they’reEverywhere…
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Where Shoppers Go, Buyers Follow…
of B2B buyers’ expectations of social, mobile, and local access closely follow the behaviors of consumers
50%
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We WantSocialIntegration!I Ybuying on my iPad!
GotLocal???
Buyer Demands Are Escalating…
ScanThis!!
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50%expect to browse catalogs
and make purchases via tablet
Tablets AreTriumphant
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32%expect to connect and
shop for products within social sites
Only(?)
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Social: Sizzling…Or Fizzling?
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44%expect to view catalogs on their phone
38%expect to place orders via their phone
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Mobility Matters Most
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Phone as Status Symbol?
41%expect to view order status & updates on their phone
37%expect to view inventory availability & pricing on their phone
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33% expect to use QR codes to access content on their phone
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Call Failed…The gap between customer expectations and the mobile capabilities of the companies who serve them is significant
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Place Orders via Smartphone38% 17%
CustomersExpecting
BusinessesDelivering
Product Catalog on Phone44% 29%
Order Status Updates on Phone41% 21%QR Code Access
to Product Content33% 26%Inventory
Lookup on Phone37% 15% 17%average
gap
Mobile Capabilities Gap
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36% Lack of Corporate CommitmentInability to Integrate New ChannelsUnable to Integrate/Support New Challenges43%
38%
SoMoLo Roadblocks#CommerceInMotion
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Good Intentions…
Order on Phone----------------------------------------------Product Availability/Pricing on Phone---------------Order Status and Updates on Phone-----------------QR Code Access to Content on Phone--------------Push Local Offers to Phone When Near Store----
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22%29%29%31%33%
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Strategic Shortcomings?
Currently have no specific mobile/local commerce strategy and/or are just experimenting46%
Currently have no specific social commerce strategy and/or are just experimenting
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43%
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Conclusions & Takeaways
1. Buyers in ever greater numbers are tapping into their smartphones and social networking sites to complete the purchase
2. Companies must utilize these channels to provide timely, relevant and engaging content
3. Companies must keep pace and engage customers via these interactive platforms or risk being left behind
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Full Study Now Available Online
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CommerceInMotion.com
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Commerce In MotionSponsored by…RedPrairie
