How B2B Companies Can Diversify Their Digital Sales Channels

The Covid-19 crisis was a moment of truth for B2B. Inevitably, e-commerce sales rose, but the headline statistic comes from a McKinsey1 survey which reveals
that only 20% of B2B buyers and sellers hope to return to the traditional patterns of face-to-face sales.

There is no turning back.


This eBook addresses how B2B businesses can evaluate their options, and to focus minds on the implications of diversifying their digital sales channels, of which we identify an describe three broad types.

  • Marketplaces
  • Online Resellers
  • Direct Online Commerce

These different digital sales channels can play a different role at different stages of your digitalization. All can bring tremendous value. What matters is that you start off with the technology foundation that will support you through every stage of your growth. 


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