The Director's Report: B2B Online Europe

Rethinking the B2B Digital Business to Create Value in a Disrupted World

The following report was prepared using data gained from three months of intensive research and interviews with industry leaders.

Digitalisation has been storming the B2C space for last 10 years, and the benefits present themselves in various different ways including better access to customers, improved quality of product information, improved speed of delivery and cost savings.

Similar digital developments are now creeping into the B2B landscape. Customers, especially those who are buying commoditised products are searching more and more online for product information and price comparisons. As a result, websites needs to be engaging, easy to use and encourage making purchases online. However, as more is sold online in the B2B market, more choice is created for customers and so the market becomes more competitive.

Companies that used to be market leaders in their sector but have stayed with their traditional model, have now been forced to play catch-up with smaller and more digitally focused companies.