The purpose of A/B testing, or split testing, is to find the best solution; a goal relevant to wholesalers and retailers alike. But it seems to be an afterthought to those implementing B2B ecommerce. The problem is that many people believe that design doesn’t matter on B2B, so A/B testing doesn’t matter. They’re not way… Read more »

Everyone is selling improved business processes to wholesalers, but it’s often better to sell an ecommerce storefront to your boss with more revenue than reduced expenses. Our survey respondents’ agree: B2B professionals were more than twice as likely to say that acquiring new customers to grow revenue would be more effective positioning than reducing reliance… Read more »

Let’s talk about beer, specifically light beer and its impact on sales. In 1974, Miller introduced Miller Light. By 1991, the brewing company sold 32% less of its main product, High Life. Fifteen years after introducing a light beer, Michelob saw sales for their four major products drop 25%. Coors eventually sold at a quarter… Read more »

In 2014, Google released a report that said nearly half of all B2B researchers were millennials. These buyers are more adept at technology, have higher expectations, and as they rise to influential positions within a company, they will look to make more transactions online than their predecessors. Today, the millennial generation may only makeup half… Read more »

EDI (electronic data interchange) is the most commonly used method to exchange business documents, such as purchase orders and invoices, between business partners. However, becoming EDI ready and compliant is a pain. Even after you spend time and money getting set up, you still have to transmit and receive invoices, advance shipping notices, and purchase… Read more »

It’s hard to find a market that doesn’t feel saturated. I bet it feels like new players are coming in and stealing your market share. If you’re not online, they’re capturing your customers who would prefer to buy online. The more time passes, the larger that demographic grows. 93% of B2B buyers say that they… Read more »

Marketing leaders, such as CMOs, now allocate 3.24 percent of overall revenue to technology, compared to the Chief Information Officer’s respectable 3.4 percent. With that budget, marketing leaders are funding ecommerce, and technical leaders are being asked to play a supporting role. We ran a survey of B2B professionals where only 6 percent of the… Read more »

During the last few decades, brands and retailers have been tackling the digital transformation and the new technologies that come with it. Each new technology is created with the goal of reducing friction and empowering both you as the seller and your buyers. Brands and retailers have never had as much insight and data into… Read more »

Nick Szabo, a computer scientist and cryptographer, first introduced the term “smart contracts” almost twenty years ago. His example of an early smart contract is a vending machine. In the purest definition, vending machines are a smart contract as it removes static documents that require human management. The machine drives the transaction between the two… Read more »

Blockchain technology has reached all corners of business—money transfers, retail loyalty programs, legal contracts, copyright protections. This technology serves as the foundation for smart contracts, which brings a new level of transparency and security to business-to-business transactions. Paper contracts can take weeks to move from one party to another, and digital documents can, unfortunately, be… Read more »