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THE 68% 41% 18% 46% now purchase goods online, compared to 57% last year. feel comfortable purchasing any type of B2B product online. spend 90% or more of their budgets online, which is TWICE as many as in 2013. plan to increase online purchasing next year. PERCENTAGE OF ONLINE RESEARCH participation by channel Blogs Social Media Do Not Participate Other Google Search Supplier’s Website 3rd Party Websites Product User Review 77% 83.4% 34% 41.8% 10.8% 8.6% 6.4% 7.4% of B2B buyers conduct online research before purchasing a business product. 94% DIGITAL LANDSCAPE HOW B2B BUYERS MANAGE THEIR RESOURCES Today, B2B buyers in the U.S. are spending more of their time and corporate budgets online than ever. THE CONVERSION TO DIGITAL Digital has become the link to B2B buyers. This has made the online omni -channel environment increasingly competitive and infinitely profitable. To leverage these opportunities and generate higher revenue, B2B suppliers need to capitalize on digital demand and engage today' s tech-savvy buyers. While B2B suppliers used to command buyer demand, today' s B2B buyers depend on a wide range of online sources to make their purchasing decisions. Price remains the principal factor, yet other aspects are also involved in their corporate spending. 44% 55% 37% 25% of B2B buyers have researched an item for their company using a mobile device. of 18- to- 25 year old buyers research company products on mobile devices. have researched business goods on their tablet. have made a corporate purchase on a tablet. THE MOVE TO MOBILE for research P U R S U I N G PRICE COMPARISON ONLINE This study surveyed 500 buyers with annual procurement budgets of $100,000 or more across a wide range of industries. Sources: Acquity Group, CMO, Biz Report, MediaPost.com 37 of B2B buyers feel that a supplier’s website is the most helpful research tool. ONLY % TAKING MOBILE & TECH INTO ACCOUNT Most marketers have long understood B2B from A to Z, but now digital methods and media have changed the context of the content. This shift can be seen in the research tactics, purchasing habits, and preferences of B2B buyers. And it ' s generating new opportunities to open minds and close deals. THE CONVERSION TO DIGITAL & SHIFT TO ONLINE RESEARCH & PURCHASE 2014 DIGITAL SPENDING trending IS The Internet has intervened in the traditional B2B purchase process. This has led business in a digital direction and introduced new online options that have changed how buyers search and spend. HOW B2B BUYERS CONDUCT ONLINE RESEARCH & PRICE COMPARISON 21.2% 32.8% 18.2% 27.8% SPENT ON DIGITAL LAST YEAR 10% 20% 30% 40% 50% 60% 70% 80% 90% 100% 0% % OF BUDGET SPENT % OF COMPANIES And this spending shows no sign of ending, with B2B buyers planning to invest even more of their time and budgets online in the coming years. e SEARCH FOR RESEARCH conduct online research for at least half of their corporate purchase. 55% research 90% of products online before purchasing this year. 30% Tapping into B2B buyers is all a matter of mobile. With all ages using handheld devices to research and purchase business products, mobile lets B2B suppliers get directly in touch with corporate buyers and puts sales opportunities in the palms of their hands. Now that the B2B buyers’ journey has led them online, suppliers need to follow their lead and adapt to their digital demands. By improving their online experience while delivering greater convenience and value, B2B suppliers can prove they still mean business. The way to increase online sales and revenue lies in the digital experience. By offering maximum ease and efficiency with minimal time and trouble, B2B buyers would convert and return to a supplier ' s website. ho w to use digital to pursue profits
