Key activities on B2B digitalized journeys
Buyers
Sellers
Identify the need
organically or as a result of
outside influence.
Explore options
by engaging with digital content
or sales personnel.
Configure requests and purchase
through digital platforms or sales
reps to meet a unique need.
Adopt the new solution
and engage with product or service
teams for frictionless implementation.
Extract and prove value
by utilizing digitally enabled
service and support platforms.
Buyers are increasingly comfortable using digital
along the entire funnel, even for larger purchases.
Find buyer signals
by identifying pain points in
the marketplace.
Demonstrate customer value
by targeting and curating a
seamless buyer experience.
Provide the solution
that meets buyers' needs with seamless configuration and contracting.
Deliver and implement
successfully by leveraging
digital platforms.
Grow mutual value
by proactively delivering value-added
services and resolving issues.
Sellers are significantly ramping up digital capabilities, including technology, data, content, artificial intelligence and operations.
