Understand the biggest challenges facing B2B supply today

There is a lot of talk about digital transformation in B2B, especially in times of pandemic. If there is one good thing in this whole scenario, it is the fact that companies are racing against time to adapt to the new reality and not lose their market share. In other words, we are living in a unique moment of great digital acceleration.

According to data from Forrester Research, B2B e-commerce accounted for 889 billion dollars. The company estimates that in 2021 this market will be able to generate around US$ 1.2 trillion and, in 2023, this number will reach the surprising mark of 1.8 trillion dollars.

This shows the urgency of purchasing and supply areas to innovate and use digital tools to achieve more results with excellence, productivity and transparency.

Due to this growth, supplier companies will inevitably have to face several challenges, ranging from the level of competition and value offered to excessive bureaucracy. To learn more about each of these challenges, continue reading!

 

Understand the main challenges of B2B supply

Level of competition

With the advent of digital transformation and the use of the internet, the level of competition between companies has increased significantly. Nowadays, due to the ease of communication, it is common for a company to share its offers via email and social media, in an objective and even aggressive manner.

But how do you stand out among so many possibilities? A good tip for improving the way you advertise your product is to benchmark it against your competitors. This way, you can identify your weaknesses and opportunities for improvement, as well as come up with new ideas and marketing strategies.

Another point is to listen to customers and act in a consultative manner, always offering what they need and not just what you believe is most appropriate.

 

Process complexity

When it comes to B2B sales, the buyer's decision-making process is always slower. This is usually because they have to research and compare different suppliers and quotes. Sometimes, the process can take months to complete.

But there are some ways to get around this problem. One of them is to focus on personalizing the content, according to the needs of each client. This way, it is possible to offer technical information that is adapted to the current reality of the company in question.

Another alternative is to create an area for frequently asked questions, security policy and terms of use on the website so that interested parties can clarify any doubts and make a decision more quickly.

 

Value offer

Many B2B customers, when starting a purchasing process, are not always looking for the best price and payment terms. Most of the time, they are looking for something more. They want to understand the real benefits that your product or service can offer, such as innovation.

And here comes a big challenge. Many companies still don't know how to strategically offer their business. To overcome this barrier, seller It needs to add value to the offer and show the customer that they are acquiring much more than a product, but a strategic change for the company, which will positively transform the supply chain.

 

excessive bureaucracy

Brazil is a country known for its excessive bureaucracy in commercial transactions. There are so many obstacles related to taxes, ICMS collection forms, and tax updates that many companies end up giving up halfway through.

However, there are some ways to alleviate this bureaucracy and the other challenges mentioned above in this post. You may already know the answer, but the truth is that technology has been driving the B2B market.

 

Technology to overcome the challenges of the B2B market

Technology is the driving force behind the B2B market. With it, processes that were once bureaucratic become simple, fast and automated. And this brings a strategic gain to companies: the time factor.

When professionals have their schedule planned, they can focus on what really matters to the business. In other words, they can create value in their offerings, removing complexity from processes and reducing bureaucracy. These are points that can put your company ahead of the competition in a direct dispute for customers.

Do you also agree that technology is the great driver of the B2B Market? Leave your opinion in the comments!

Take advantage and subscribe to our newsletter to stay up to date with everything that happens in the market between companies.

 

To the next!

Our
solutions

Our solutions

Ask for a
demonstration

Request a demo

Contact Us

Contact Us

© 2024 Mercado Eletronico. All rights reserved.