The needs of buyers in the B2B segment are changing very dynamically. Customers demand an individual approach. They need comfortable interaction. They need a flexible, fast and efficient platform. At the same time, most b2b portal development company lag behind their B2C peers in terms of customer service quality and digital maturity. They think they are doing a pretty good job using the old methods. Sales teams at these companies still accept orders by phone, email, and other “analog” channels, not taking the Digital Self-Service concept seriously.
Today the focus has shifted to the client, it is he who is now in the spotlight. And that matters more than any other strategy. Of course, the implementation and use of a modern platform will require time and financial costs. But by putting it off, the company is doomed to fall behind.
Decision-making in B2B
If the purchase is of a routine nature and its cost is low, then the decision maker, of course, compares the suppliers, but the probability of making a decision at an intuitive level is quite high, based on the perception of a particular supplier and the convenience of working with him.
If a company buys a line of production equipment, any product that affects the company’s business processes, the choice of a supplier will to a large extent be based on analytics and, which is important, on the consensus of the parties involved. Better quality and price does not guarantee victory in a complex supplier selection model. When dozens of selection criteria are used, decision makers (DMs) need a crutch to lean on when making a decision. These details are taken into consideration by b2b portal development company GiraffeStudio. One such crutch is the brand of the supplier’s company.
Buyers have complex procurement processes
In order for the company not to be left behind more progressive competitors, you will have to take into account the wishes of the client and adapt to him, and not vice versa. Forward-thinking entrepreneurs understand this and are investing in Digital Self-Service. Situations, when companies forced their customers into the framework and patterns of their business, are a thing of the past. In addition, it is necessary to immediately take into account the interests of the end consumers. Ultimately, you will come to this anyway. In a client-oriented business, you need to fight not for financial KPIs, but for increasing the life (loyalty) of the client. Count on long-term prospects, and not try to “snatch” here and now.
Buyers need to find more complex products just as easily
Often, the development of a project begins without a clear presentation of the final result. In such cases, a lot of time is spent on agreeing and revising tasks. As a result – a loss of time, an increase in costs and not an obvious result.
This can be avoided by spending more time planning the system. Start by laying the groundwork for your future platform and make sure all of the key factors are factored into your plans.
B2B and sales automation is not an online store. The b2b portal development services have a catalog, filter, shopping cart, personal account. This is where the similarities end. Standard approaches do not work here, because Giraffe Studio has their own peculiarities of doing business. Companies in the same area use different accounting systems, logistics, pricing, management schemes, and so on. Someone uses coefficients for dealer prices, someone operates only with foreign exchange prices, and some have the concept of “internal currency” and “own rate”. These are just a few of the differences.
Wrapping Up
CRM is a customer relationship management system. It is very important to understand that CRM is not some kind of program. This is a model for how you work with clients. CRM is actually in every company. Another thing is that customer relationships are often not transparent and not optimally tuned.
There are various software tools for managing the CRM model. CRM functions are often performed by modules of accounting systems, e-commerce platforms, or even simple Excel tables. However, there are also specialized tools on the market and the choice of this tool is individual in each case, and depends on the model of specific relationships and business processes.
