April 4 by Lin Shearer
It’s an exciting time in enterprise software—particularly for e-commerce and digital sales enablement. The breakneck change we’ve seen play out over the last 20+ years in retail and consumer-focused digital commerce is now impacting business-to-business enterprises.
Business buyers, armed with smartphones and tablets, expect the same anywhere, anytime access to company and product information and increasingly to self-service online ordering—even for complex, big ticket purchases—that they routinely experience as consumers. And they expect seamless experiences as they engage with companies and seek to research and make purchases across all sales channels—from e-commerce to assisted direct and channel partner sales.
Forrester Analyzes the State of B2B E-Commerce
This is the backdrop against which Forrester recently researched, analyzed, and scored the products of the 11 most significant B2B commerce suites vendors in The Forrester Wave™: B2B Commerce Suites. And we’re proud to announce that Apttus E-Commerce in its debut appearance on the report was named a Strong Performer for its “truly integrated selling platform — from full service for salespeople to self-service for empowered B2B buyers.”
“Apttus is among the first eCommerce vendors to offer a truly integrated selling platform — from full service for salespeople to self-service for empowered B2B buyers.”
The Cart-to-Cash Imperative
We believe this puts Apttus E-Commerce squarely at the forefront of key trends outlined in the report and in other recent Forrester research. According to Forrester, the omin-channel business buyer is proving not only to cost less to service, but also to spend more on average than single channel customers. As a result, Forrester finds that B2B companies now demand more than a shopping cart and are investing in technology that supports:
– Full-spectrum selling—business buyers are now channel agnostic. They often prefer to buy online without talking to sales rep, but still want to option to pick up the phone and consult with a sales rep at times. Certain verticals, like manufacturing, also need to support direct sales alongside indirect sales via channel partners.
– Agility and faster time-to-market—with the fast pace of change of digital commerce innovation and customer expectations, years-long implementations are out of the question. Firms must be agile and drive faster time to value, which requires cloud-based, modular microservices architectures.
For more insight into these and other B2B commerce trends and the technology required to deliver the seamless digital commerce experiences across touchpoints today’s connected business buyers demand, download a complimentary copy of the Forrester report now.