32% Of B2B Consumers Have Trouble Discovering Items Online
Customers continue to confront difficulties when attempting to shop online, despite the fact that B2B suppliers are increasingly adopting ecommerce strategies. At least 32% of B2B buyers cited product discovery as the greatest online challenge. A more tailored purchasing experience might fix this problem.
These statistics originate from Intershop, a supplier of a B2B ecommerce platform. According to a survey published by the firm last year, B2B clients prefer digital contacts with manufacturers, self-service, and online purchasing for large transactions and sophisticated items.
Customization In B2B:
As clients continue to face difficulties when attempting to shop online, B2B vendors must discover strategies to enhance the online customer experience. Intershop investigated the impact of B2B customisation. With personalisation, sellers personalise the buyer’s experience to each individual user inside an organisation based on data collected and customised for that individual and organisation.
“Purchase history, search behaviour and channels used are important data for personalization.”
Typical data used for personalisation include purchase and browsing history, search activity, and channel used. Information regarding the buyer’s company’s installed base, demographics, and organisational structure is also useful. Some businesses additionally keep information about the buyer’s environment, such as the weather, economic condition, and the kind of device used for buying (mobile or desktop).
Personalization Increases 21% Conversion:
AI is the simplest technique to accomplish personalisation. An internet search powered by AI may provide customised search results, therefore aiding clients in locating the information they want. Research indicates that this may enhance conversion by an average of 21%.
“Displaying alternative products increases order values 5%.”
Using data to present extra items on a product page, often known as cross-selling, is another kind of personalisation. Displaying alternate items when a product is unavailable might result in a 5 percent boost in order value. Additionally, it raises the average revenue per visitor by 27%.
Utilization Of AI In B2B:
Intershop highlights more successful AI applications, such as giving relevant information proactively, making digital information readily accessible, and implementing dynamic pricing. It may also be used to provide aided self-service and intelligent assistants to facilitate online buying.
AI is also often used to send reminders for repeat purchases and to facilitate repeat and bulk buys. It may also be used to present contract pricing and customer-specific offers in B2B. Therefore, purchasers have access to much more information online.
