B2B Reimagined is a monthly podcast with a rotating host of experts. Each of whom brings decades of experience using data science to address industry-vertical specific challenges that give the critical strategic control over pricing and sales that today’s B2B companies simply must have.GET PODCAST UPDATES
SAP’s Jonathan Burdette joins us to dissect THE compelling event of 2020 for B2B manufacturers: a forced transition to digital commerce due to COVID-19. Whereas traditionally sales reps walked the factory floor to build relationships, understand what equipment is working and what isn’t, and how best to position new deals, selling has now fundamentally shifted to the digital realm. How do manufacturers adjust when most of their pricing processes are just as manual, with trillions of transaction dollars across the industry calculated in Excel? Listen to this lively conversation to learn how leading companies are designing exceptional eCommerce experiences featuring vetted, transparent prices to serve a new generation of buyers and salespeople. The discussion closes with some thoughtful predictions into the future of eCommerce for B2B manufacturers.
If you cannot address the issue (online) of, "Am I getting the price that I negotiated or am I getting the price that we discussed in our last meeting?," then all the other benefits the customer is not interested in investigating. If their eCommerce price isn't right, they don't want to talk to the site, and it becomes a more manual process that kind of defeats the purpose. You have to get that pricing part right.