B2B Buyers Have Changed. Has Your Ecommerce Kept Up?

Today’s buyers expect speed, self-service, and simplicity. This guide shows manufacturers and distributors how to modernize without starting from scratch.
Paper Details
The Great Buyer Shift

What You’ll Learn

What’s driving the shift in B2B buying behavior—and why 70%+ of buyers now expect B2C-style convenience
How to modernize your digital commerce platform with composable, scalable, and headless-ready solutions like Adobe Commerce and BigCommerce
Best practices from digital marketplaces like Amazon Business that traditional B2B sellers can adopt incrementally—such as social proof, real-time search, and embedded services
Why direct-to-customer (DTC) channels are rising—and how brands like GE and Caterpillar are using them to control the experience and gather valuable data
Ways to embed AI into sales and service with tools like recommendation engines, chatbots, dynamic pricing, and predictive forecasting
How to future-proof your architecture using composable commerce and rapid UX innovation without replatforming
A 7-step transformation roadmap that includes digital maturity audits, persona-driven journeys, omnichannel orchestration, and AI scaling strategies
Download the White Paper

Who this is for?

Today’s buyers expect speed, self-service, and simplicity. This guide shows manufacturers and distributors how to modernize without starting from scratch.
Download the White Paper

Seven Steps to Elevate Your Buyer Experience

1

Audit digital maturity
Map every buyer touchpoint—site performance, mobile experience, pricing transparency, API coverage—and flag top friction areas.

2

Define persona journeys
Create detailed profiles (procurement manager, operations lead, C-suite sponsor), chart their research paths, and pinpoint decision triggers.

3

Select the right stack
Prioritize platforms and partners that excel in composability, cloud resilience, API completeness, and AI readiness.

4

Launch quick pilots
Target “low-hanging fruit” like inventory visibility widgets or AI chatbots to demonstrate ROI and build internal momentum.

5

Orchestrate true omnichannel
Break down silos—give field reps access to the same dashboards as your portal, integrate digital signals into sales plays, and weave human and machine touchpoints together.

6

Scale AI use cases
Start small—recommendations engine, dynamic pricing pilot—then expand as data governance, KPIs, and user adoption solidify.

7

Measure relentlessly
Track conversion rates, quote-to-order cycle times, average order value, customer effort scores, and NPS. Use real-time dashboards to iterate weekly, not quarterly.
Image