B2B Buyers Spend More to Purchase Through Robust eCommerce Experiences

2018 Avionos Procurement Officer Report

The growing demand for digital self-service among buyers has made eCommerce an essential part of B2B business. But fostering a successful digital presence is more complicated than just creating a website. Businesses lacking robust eCommerce capabilities are already losing wallet share to digitally enabled competitors. And those without plans to improve eCommerce capabilities will soon become obsolete.

To better understand the current purchasing habits, preferences and expectations of today’s B2B customers, Avionos surveyed 160 U.S. B2B procurement officers in March 2018. The report reveals an evolution of customer expectations in B2B, going beyond traditional eCommerce features and offers key insights into must-have investments for businesses in 2018 and beyond.

Key findings include:

Nearly 9 in 10 of procurement officers (89 percent) say they make more purchases online today compared to just a year ago.

Eighty-three percent of B2B buyers will spend more to purchase products from suppliers that offer robust eCommerce experiences.

Nearly all procurement officers (97 percent) consider a supplier’s customer portal offerings a critical factor when selecting a supplier.

If you were unable to attend B2B Online and are interested in learning more about the buying behaviors of today’s B2B customers, download our 2018 Procurement Officer Report!

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