2. B2B Andy Hoar, Principal Analyst @andyhoar1 WEBINARV
B2B
Andy Hoar, Principal Analyst @andyhoar1
May 19, Call in at 12:55 p.m. Eastern time

4. Andy Hoar Principal Analyst serving eBusiness & Channel Strategy Professionals
Author of the “B2B eCommerce Playbook”
Four years at Forrester
11 yrs in Silicon Valley (e.g., started software company in the B2C eCommerce space)
Five years as a research analyst in economic consulting
Holds master’s degrees from Harvard University and Northwestern University
@andyhoar1

5. 2.08
1995
1.79
2002
0.98
2012
Number of salespeople per $1 million of real GDP
Source: Erik Brynjolfsson and Andrew McAfee, Race Against the Machine, Digital Frontier Press, 2012
Source: Forrester estimates

9. Changing B2B buyer preferences

10. Qualitative and quantitative research
Primary industries
Wholesale and distribution
Manufacturing
Electronics
N = 236
N = 64
B2B buyers (nonprofessionals)
B2B buyers (professionals)
59%
Buying online > six years

11. “I find gathering information online on my own superior to interacting with a sales representative.”
Base: 236 B2B buyers and sellers; Source: Forrester/Internet Retailer Q US B2B Buyer Channel Preferences Online Survey

12. “I do my research online and prefer not to interact with a sales representative as my primary source of research.”
Base: 236 B2B buyers and sellers; Source: Forrester/Internet Retailer Q US B2B Buyer Channel Preferences Online Survey

13. 74%
Buying from a website is more convenient than buying from a sales representative.
Source: Forrester/Internet Retailer Q US B2B Buyer Channel Preferences Online Survey (N = 229)

14. prefer to buy online when they’ve decided what to buy.
93%
prefer to buy online when they’ve decided what to buy.
Source: Forrester/Internet Retailer Q US B2B Buyer Channel Preferences Online Survey (N = 229)

15. Rise of the self-serve portal

16. 91%
82%
67%
67%
Explain each one
64%
Base: 224 B2B buyers and sellers; Source: Forrester/Internet Retailer Q US B2B Buyer Channel Preferences Online Survey

17. Most B2B sellers are currently misaligned with B2B buyers

20. 100% sales online
0 sales reps
$200 million in sales

21. Improved margins by 20%
Reduced call center staff by 50% in two years

22. Reduced cost to serve by more than 90%
Raised “ease- of-transaction” score from 5 to 9

23. Services are not immune

24. B2B buyer and seller archetypes

26. Impact by industry

27. Digitally enabled B2B selling

29. What it means (WIM)
Rethink your selling approach.
Embrace new business models.
Develop a new relationship with technology.

30. Andy Hoar