Quarter 3 of 2018 proved to be transformational for Insite customers, partners and employees. From being named a Leader in B2B Commerce in the Forrester Wave™: B2B Commerce Suites Q3, 2018 to hosting our inaugural user conference in September, six highlights and B2B eCommerce articles stood out from the rest.
In case you missed any of our most powerful content from Q3, here’s a list of the 6 best-read pieces.
The Forrester Wave: B2B Commerce Suites Wave, Q3 2018 named Insite a leader in B2B Commerce. Forrester noted that Insite has rounded out the experience capabilities of its already strong B2B platform and has garnered a strong reputation from some of the most complex B2B manufacturers and distributors. Customers describe Insite as laser-focused on B2B with capabilities right out of the box. Forrester’s 33-criteria evaluation commerce suites providers are scored in three areas: current offering, strategy, and market presence.
In an effort to remain laser-focused on B2B, we consistently listen to the latest trends and share our own perspectives. In Redefining Personalization for B2B Commerce, Insite leaders discuss what personalization really looks like in B2B eCommerce. The B2B buying cycle is vastly more complex than B2C, yet many B2B eCommerce vendors are still representing personalization capabilities in a way that reflects a B2C customer experience. For B2B personalization to work, it must occur in a way that increases the efficiency of every role, and adds value to the main components of B2B commerce like search, catalogs, pricing mechanisms, promotions, merchandising, approval processes and of course the order itself.
In order to deliver personalized experiences, you need a sophisticated B2B eCommerce solution. Unfortunately, for many B2B companies, that is simply not the case. Some B2B experts estimate that the rate of failure for initial B2B eCommerce projects is somewhere between 75-85%. More and more manufacturers and distributors are learning that the complexity of B2B commerce is not suited to the majority of software solutions on the market. At Insite it’s frustrating seeing so many high performance organizations failing in this area so we put together a list of the 3 Biggest Fails in Commerce Technology.
Speaking of failures, another way many manufacturers and distributors are missing the mark is by neglecting to adjust their selling strategies for the evolving and complex B2B buying cycle. Buyers today have more control over the buying cycle than ever before. In The B2B Buying Process Has Changed…Have You, our experts identified three major catalysts of change that manufacturers and distributors should address when shaping their selling strategy.
When manufacturers and distributors do get it right, eCommerce engineered for the complexities of B2B helps to increase revenue. Generational shifts in buying habits, growing demands for eCommerce capabilities (especially for distributors) and other factors have changed the way people research and buy goods and services. This is where a strong eCommerce solution with sophisticated B2B capabilities can help. The idea is to help new buyers find you, accelerate traffic to your eCommerce site and significantly increase inbound interest and higher quality leads for your sales team. We shared 5 Ways to Find New Customers Using a B2B Commerce Solution.
To wrap up Q3 of 2018, over 130 attendees from 66 different companies joined us for our inaugural user conference, Engage in September. Attendees had access to 30 powerful sessions, four different user tracks, and several Insite Software experts and leaders in the B2B eCommerce industry. We awarded Buyers Products, Consolidated Supply Co, Geriatric Medical and Royal Canin with Customer Success Awards on the final day of the conference.
Don’t forget to follow Insite’s blog for all the latest B2B eCommerce trends from our experts.