White Paper Overview

We were able to interview some of them for this white paper. This resulted in very valuable insights into how B2B manufacturers, brands and retailers are making practical use of the digital opportunities and what fruit this has been bearing.

In this white paper you will learn:

The Biggest Errors and Common Misconceptions in B2B

Three Concrete Dos and Don’ts

Case studies from three different industries

Who should read this white paper:

B2B Executives



E-commerce Executives

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The Biggest Errors and Common Misconceptions in B2B

There is no doubt that digitalization can be a huge challenge, especially when companies are not just digitizing processes, but considering taking the step to tap a new, digital business model. We often hear sentences like: “We’d rather wait and see before we rush to digitize.” This “better safe than sorry”-attitude describes a state of shock and paralysis that many B2B entrepreneurs have being faced with the challenge of digitizing their business.

But one thing is clear to everyone: the importance of digital distribution channels is increasing. And caution can be a huge threat to progress and innovation. So the question for B2B manufacturers, distributors, and retailers is: How can we participate without losing the market position we have established so far?

Digital Strategy is the Key

The digitization of wholesale is not a trend. It is a transformation that is in full swing. Although companies have neglected digitization so far, or assume that a web presence is digital enough, there is no other choice than addressing this topic now. It’s five minutes to midnight—but it’s not too late!

There is one fact that B2B companies often still do not understand: The increasing importance of digital distribution channels is not a curse but a blessing for manufacturers of “B2B products.” This is true provided that the opportunities are seized and potential risks are identified and minimized. Unfortunately, many corporate executives are still thinking about things the wrong way. But it is quite feasible to establish and implement an overarching B2B e-commerce strategy in the company.

Benefits of marketplaces
In summary, it can be said that, particularly in the B2B manufacturing industry, running a marketplace as the operator enables special competitive advantages. Industry expertise can be applied to create a holistic and consistent customer experience across the board.

Additionally, the product quality remains at a high level due to the controlled access of new merchants to the marketplace. Finally, it is an ideal foundation to develop further revenue streams without jeopardizing existing business processes.
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