Welcome to the US version of The B2B Future Shopper Report, focusing on the changing behaviors of B2B shoppers online.

The report reveals where suppliers must prioritize investment to drive sales in the wake of the pandemic. Looks at which platforms are gaining traction, how B2B professionals are embracing technology to buy products for their business and where they turned to as a result of supply chain issues during the pandemic.

The report offers unique insight into B2B purchasing generally and how this has been affected as a consequence of COVID-19.

Download the report!

B2B Purchasing Online on the Rise

B2B online purchases have increased by over a fifth (22%) since last year. Nearly half (48%) of all B2B purchases are now made online.

Clearly the B2B industry, like B2C, is entering a time when digital sales are on the rise. This move must influence B2B organisations’ strategies.

We asked What percentage of your B2B purchases were made online pre COVID-19 and currently?

Which channels prove most popular?

Are we seeing a shift in channels as more move to online?

40% said that they don’t currently buy through Amazon Business, but intend to in the future.

We asked Which of the following channels is your business buying through pre and during COVID-19?

Changes in consumer behaviour

B2B buyers forced to switch suppliers.

When it comes to the pandemic and its effect on businesses, what impact has it had on business purchases?

We asked Have you switched supplier for any business purchases as a result of COVID-19 and why?

Keep it simple

Despite a large proportion of B2B purchases being made online, overall, the experience seemingly is not what it should be. 45% said buying online is more complicated than buying offline - simplicity is needed.

We asked What would make your B2B purchasing job easier?

The all important purchase journey

Getting the right product at the right time was revealed as more important than price for B2B customers.

We asked When buying products online from suppliers and manufacturers, what, if any, are the most important aspects to you?

B2B Pain Points

To develop a strategic roadmap you must know the pain points.

We asked What are your biggest pain points when purchasing online for your business?

The role of technology in B2B

B2B consumers clearly desire B2C technology. A quarter (25%) already use augmented reality/virtual reality.

We asked What technology should manufacturers and suppliers use more of to enhance your B2B experience?

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