White Paper

Digital technology is revolutionising B2B sales and marketing, and early digital adopters are significantly outpacing their competitors. Research by McKinsey & Co.found that B2B companies that have invested in and mastered a “targeted set of digital capabilities and approaches” are generating 8 percent more shareholder returns and a revenue compound annual growth rate that is five times greater than other companies in their field.

How early adopters of online B2B marketplaces are gaining a distinct competitive advantage by making it easier for customers to buy, increasing price transparency, and using data to provide targeted, tailored sales offers and recommendations that increase sales, maximise prices, and provide B2B buyers with the consumer-like buying experience they are lacking.