That is, at home we are in 2021 and in the office in the year 2000 (or almost). For this reason we talk about the famous digital transformation, changes in processes, tools a lot of things that represent such big changes that companies do not find the time to undertake them. It has happened (and continues to happen) in B2C, and it looks like the same thing will happen in B2B. In reality, big changes start with small things.
Why don't we dress our B2B businesses with B2C? why don't we apply common sense and try to apply what we do at home to our B2B businesses? Where does the digitization of B2B companies begin? Well, where ever? The change is cultural, but it begins with B2B Email List deep knowledge and adaptation to customers. It is, and always will be, the guide for the transformation of our companies. That is why I especially liked the simple analysis that Mckinsey has done in one of his latest articles. In the following image you can see an analysis of the problems throughout the customer journey of a client and the digital proposals .
Digital solutions for B2B customer problems - Customer journey B2B - Mckinsey As you can see, the solutions to the problems are pure common sense and not so advanced as to be an obstacle when implementing them. Let’s see the proposals by phase of the purchase process : Solution for the knowledge stage : provide the necessary information through PDF catalogs (the perfect time to define a micro conversion and ask for the email in return) and online assistance in real time (how many B2B websites do you know with online assistance of this type? It is more than an ecommerce, right? Support in decision making : this is the key moment, whether the final conversion is a sale or a qualified registration, it is when we must have a clear and optimized process , all the information at our fingertips, online assistance, etc.