Digital Commerce 360：2022年B2B电子商务关键趋势（EN）

PIVOTALTRENDSIN

B2BECOMMERCE

MARCH2022

COMPLIMENTSOF

EXECUTIVESUMMARY3

B2BECOMMERCEUSHERSINTHE

‘NEXTNORMAL’11

E-PROCUREMENTZEROSINON

$1TRILLIONINANNUALSALES27

ABOUT

Theauthor31

DigitalCommerce36033

SPONSORARTICLES

PunchOut2Go5

E-procurementevolutiondrivestheneed

forB2Btransactionautomation

Bloomreach9

Howtoachieveasuccessfuldigital

transformationinB2BE-commerce

Intershop15

Self-servicewillsoonbecomethenorm

inB2Becommerce

Oracle20

Deliveringhelpfulself-serviceecommerce

experiencesthroughanychannel

ChannelAdvisor25

B2BcompaniescancreateB2C-like

experienceswithamultichannel

commerceplatform

©Copyright2022DigitalCommerce360&VerticalWebMediaLLC.Allrightsreserved.ContentpublishedMarch2022.

EXECUTIVESUMMARY

ANEW(DIGITAL)STANDARDARRIVES

FORB2BSALES

ThebigB2Bswitchtotheecommercechanneliswellunderway,

asstudiesshowthatmanycompaniesarespendingsignificant

amountsthroughonlinechannels.

Thelast12monthshavebeenonebigmoodswingforU.S.

manufacturersandwholesalers,thanksinlargemeasuretothe

ongoingCOVID-19pandemicandsupplychaindisruption.

Butiftherewasoneconstant,itwasdigitalcommerce.In

2021,onlinesalesonB2Becommercesites,log-inportalsand

marketplacesincreased17.8%to$1.63trillionfrom$1.39trillion

in2020.B2Becommercein2021grew1.17timesfasterthanthe

growthinallU.S.manufacturinganddistributorsales,which

increasedyearoveryearby15.2%to$13.09trillionin2021from

$11.36trillionin2020.

B2Becommercesalesacceleratedin2021inlargemeasurebecause

morebusinessbuyersandsellersnowseedigitalcommerce

asamoreefficientandeffectivewaytoresearchandpurchase

corporategoodsandservices,accordingtorecentsurveyson

ecommercebusinessbehaviorfromindustryanalysts.

Forexample,theevidencecontinuestomountthatB2Bbuyers

areswitchingtheircorporatepurchasestotheonlinechannelina

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4

ANEW(DIGITAL)STANDARDARRIVESFORB2BSALES

PIVOTALTRENDSINB2BECOMMERCE

big—andpermanent—way,accordingtoafall2021surveyof750

executivesfrombusinessresearchandconsultingfirmMcKinsey

&Co.ThesurveyfindsB2Bcustomersnowregularlyuse10or

morechannelstointeractwithsuppliers,upfromjustfivein2016.

Buyersaremorewillingthaneverbeforetospendsubstantial

amountsthroughremoteoronlinesaleschannels,with35%

willingtospend$500,000ormoreinasingletransaction(upfrom

27%inFebruary2021).77%ofB2Bcustomersarealsowillingto

spend$50,000ormore.

“ThenextnormalforB2Bsalesishere,andthere’snolooking

back—businessesarenolongercautiouslytestingthewaters,

incrementally(andsometimesreluctantly)inchingtheirway

online,”McKinseysays.“ThepressuresfromCOVID-19have

acceleratedtheshift.”

$700JanuaryFebruaryMarchAprilMayJuneJulyAugustSeptemberOctoberNovemberDecember1

TOTALB2BSALESl2020salesl2021salesInbillions,withgrowth

$1,200

$1,100

$1,000

$900

2020TotalB2Bsales:$11.36trillion

$800

2021TotalB2Bsales:$13.09trillion

Growth:15.2%

11.2%32.0%27.6%19.0%15.7%14.3%10.4%16.1%17.3%19.9%

2.3%

2.0%

1.DigitalCommerce360B2BestimatebasedonJanuarythroughNovemberdatafromtheCommerceDepartment.Source:U.S.DepartmentofCommerce.

©Copyright2022DigitalCommerce360&VerticalWebMediaLLC.Allrightsreserved.ContentpublishedMarch2022.

SPONSOREDARTICLE

E-procurementevolution

drivestheneedforB2B

transactionautomation

AnexecutiveconversationwithTroyLynch,CEO,

PunchOut2Go

Inearly2020,COVID-19sentshockwavesthroughecommerce.ThepandemicsignificantlyimpactedB2BandB2Corganizationsalike,buttheunprecedentedincreaseinonlineshoppingwasparticularlychallengingforB2Bcompanies.

Traditionallyslowtoadoptecommercecapabilities,manyhadtoscrambletodigitallytransformtomeetthisnew,unexpecteddemand.

Withthisspikeinecommercealsocamestronggrowthinthevolumeoftransactionsinthe

e-procurementchannel.Todiscusstheevolutionofecommerceande-procurementduringthepasttwoyearsandthegrowingneedforautomationaroundB2Btransactions,DigitalCommerce360spokewithTroyLynch,CEOofPunchOut2Go.PunchOut2GowillsoonchangeitsnametoTradeCentric,whichreflectstheexpansionofitstechnologyanditsmarketduringthepastdecade.

Howhasthee-procurementchannelevolved,andwhatimpacthasthathadonautomatingthebroaderscopeofB2Btransactions?

Lastyear,e-procurementwasamongthefastest-growingdigitalcommercesaleschannels,withnearly$935billioninsales,accordingtoDigitalCommerce360data.Thedataalsoshowedthate-procurementaccountedforabiggerportionofallB2Bsalesin2021at7.1%—comparedwith6%in2019and7%in2020.DigitalCommerce360alsoprojectsthisyearsalesthroughe-procurementchannelsarelikelytotop$1trillion.

Thesestatisticsarecompelling.Theadoptionrateofecommerceande-procurementcontinuingtogrowrapidlyintheB2Bindustryisdrivingagreaterdemandtoautomatetransactionsthatflowbetweenbuyersandsellersdeployingthesetechnologies.Infact,Gartnerestimatesthatby2025,80%ofB2Bsalesinteractionsbetweensuppliersandbuyerswilloccurdigitally.Thesetransactionsincludepurchaseorders,invoices,requestsforquotes,orderacknowledgments,advancedshippingnotifications

andpunchoutsolutionsthatimproveabuyer’s

purchasingexperience.

Whatbenefitsdoesautomatingthese

transactionsofferB2Bcompanies?

Byautomatingandintegratingthesecapabilities,buyersandsellerscanconnecttotradingpartnersfasterandmorereliably,whileprovidingamoremodernexperiencetotheircustomers.Atthesametime,theyeliminatecostlymanualprocesses,drivemorerevenuethroughtheironlinechannels,canrapidlyonboardnewtradingpartnersandreducesupplychainrisks.AndwithcompaniesandsupplychainsstillimpactedbyCOVID-19,businessesacrosstheglobeareautomatingB2Bprocessingofbusiness-criticalcommercetransactions.

WhatstepscanB2Bcompaniestaketo

implementthistechnologyandbegin

automatingtransactions?

Theycanpartnerwithaplatformprovider,suchasPunchOut2Go/TradeCentric,thatintegratesbuyersone-procurementtosellersthathaveimplementedecommercesolutions.

PunchOut2Go/TradeCentricistheonlypurpose-builtplatformtodaythatistrulyfocusedonintegratingandautomatingB2Btransactionsthatderivefrome-procurementandpurchasegoodsandservicesthroughonlinechannelssuchasecommerceandmarketplaces.

Withournetworkofmorethan3,000businessestradingonourplatform,we’reabletointroducebuyersandsellerstooneanotheracrossthemanyindustriesweserve.Wecanrapidlyonboardnewtradingpartners,helpingtoeliminatedisruptionor

Continuedonpage23

SPONSOREDARTICLE

E-procurementevolutiondrivestheneed

forB2Btransactionautomation,continued

relianceonsinglesourcesofgoods.Andwehelpbuyersandsellersretainefficiencieswiththeirexistingtradingpartners,leadingtohigherlevelsofretentionandperformance.

WouldyoushareanexampleofacompanythathassuccessfullyautomateditsB2Btransactions?

VCAInc.,anetworkofanimalhospitalsacrosstheU.S.andCanada,hadchallengesonboardingtradingpartnersthatsupporteddifferentsystemsandprotocols.VCAwantedtostreamlineandautomateitsoutdatedprocure-to-payprocesstoreducetrading-partnerintegrationcostandcomplexity.

VCApartneredwithPunchOut2Gotoimplementourcloud-basedplatform,whichactsasanintegrationsolutionbetweenVCA’sCoupasoftwaree-procurementsystemandits

suppliers’ecommerceandordermanagementback-endsystems.Theplatformcanconsumetransactionaldataandsupportedprotocolsfromanybusinesssystem,translatethatdataintothestructureneeded,andthenmapitaccordinglysoprocurementandcommercebusinessapplicationscancommunicateeffectively,andbusinessescantransactelectronically.

AfterimplementingPunchOut2Go’splatform,VCAsawa50%reductionintrading-partneronboarding

time,asixfoldincreaseinthenumberoftradingpartnersdeployedand40,000fewerinvoicesthatrequiredmanualintervention,tonamejustafewbenefits.

WhyisPunchOut2GochangingitsnametoTradeCentric?

Asecommerceandthee-procurementchannelhaveevolved,PunchOut2Gohasbeenevolvingalongwiththem.Yes,wearestillaproviderofpunchoutsolutions,butwe’veexpandedourofferingstoreflectthechangingneedsofthemarketweserve.Today,we’reinauniquepositionthat’scentraltothetradingprocessbetweenbuyersandsellers.Ournewname,TradeCentric,whichrollsoutthisMay,reflectsthatposition,ourconnectiontothebuyerandsellercommunity,andourabilitytohelpthemachieveaseamless,streamlinedtradingexperience.

Eventhoughwearechangingourname,it’simportanttoemphasizethatwe’restillmadeupofthesamededicatedteam,owners,solutions,services,partnersandcustomersthatwehavesignificantlyinvestedinoverthepastdecade.Ourmissiontoenablecompaniestoconnectwiththeirtradingpartnersremains.Andourvisiontoenabledigitaltransformationandautomationofbusiness-criticaltransactionsisstrongerthanever.

HowdoesPunchOut2Go/TradeCentric

standoutfromitscompetitors?

ThejourneyPunchOut2Gohasbeenon,andourupcomingtransitiontoTradeCentric,wasbuiltaroundthreekeydifferentiators:

•Ourtechnology:Whilepunchoutwasandalwayswillbefundamentaltoourbusiness,we’veexpandedourofferingstoincludeautomatingpurchaseorders,accountspayableinvoices,requestsforquotes,orderacknowledgmentsandadvancedshippingnotifications.ThisisdirectlyinlinewiththeevolvingneedforB2BorganizationstointegratetheB2Bbuyingandsellingprocess.

•Ourserviceandsupport:Asourbusinessexpandedduringthepastdecade,sohasourknowledgeandexperience.OurtechnicalexpertsworkcloselywithB2Bbusinessesastheyonboardtradingpartners.PunchOut2Go/TradeCentricprovidesafullymanagedcloud-basedplatformcombinedwithprofessionalservicesandadedicatedcustomersuccessteam.WehavemanyyearsofdomainexpertiseservingB2Borganizations—helpingtomanagecomplexityastheyscale,reducesupplychainrisksandeliminatemanualprocesses.

•Ourlargenetworkofbuyersandsellers:Oneofourtopprioritiesistoconnectbusinessesaroundtheworld.Wenowhavemorethan3,000globalcompaniestradingonourB2Bplatformthatareleveragingthebenefitoftradingwitheachother.Connectingourcustomerstotradingpartnersacrossmanyindustriesisavaluewebringtothoseonourplatform.Asournetworkcontinuestogrow,buyersandsellerswillcontinuetoseegrowthintheirsales,rapidonboardingofnewtradingpartners,partnerretention,reductiontosupplychainrisksandcostsavingsdrivenbyautomatingmanualprocesses.

7

ANEW(DIGITAL)STANDARDARRIVESFORB2BSALES

PIVOTALTRENDSINB2BECOMMERCE

Moremanufacturersanddistributorsnowseedigitalcommerce

astheirmostactive—andgrowing—customerbase.Morethan

athirdofmanufacturersprojectgrowthofatleast25%in

B2Becommercesalesoverthetwo-yearperiodof2021-2022,

accordingtodatain“TheStateofInternationalEcommercein

Manufacturing”reportbyecommerceresearchandtechnology

firmsCopperberg,IntershopandEvident.Thereportalsonotes

thatartificialintelligenceanddigitalmarketingandself-service

toolsareamongmanufacturers’mostpopularinvestments,and

technologyintegrationandmultiplebusinessmodelsamongtheir

biggestchallenges.

As2021ended,manymanufacturersregardlessofsizefacedthe

samechallenge—howtorolloutorexpandB2Becommercewith

aneffectivestrategythatturnedmultitudesoffirst-timedigital

buyersintolong-termvaluedcustomers.“Whilesomebusinesses

continuetostruggle,weareseeingsomeindustriesgrowand

flourishduringthesechallengingtimes,”saysindustryexpertKarie

Daudt,seniorcommerceconsultantatPerficientandaveteranof

B2Bcommerce.“Soasdemandcontinuestoincreaseinspecific

©Copyright2022DigitalCommerce360&VerticalWebMediaLLC.Allrightsreserved.ContentpublishedMarch2022.

8

ANEW(DIGITAL)STANDARDARRIVESFORB2BSALES

PIVOTALTRENDSINB2BECOMMERCE

markets,theresultsfromCOVID-19aredrivingtheneedtoinvestin

digitalchannelsandlookformorewaystosatisfytheircustomers

andmarketdemand.”

Theaccelerationofdigitalcommerceisfundamentallychanging

thewaysU.S.manufacturersanddistributorsconductbusiness.

Inthe2022B2BEcommerceMarketReport,wesizeuphowa

newgenerationofdigitalbuyersisshiftingtheirorganizational

purchasingpermanentlyonlineandexplainindetailthetrends

drivingthegrowthindigitalsales.Thereportalsoanalyzeswhether

thatgrowthwilllikelybesustainedin2022andbeyond.

©Copyright2022DigitalCommerce360&VerticalWebMediaLLC.Allrightsreserved.ContentpublishedMarch2022.

SPONSOREDARTICLE

Howtoachieveasuccessful

digitaltransformationin

B2BE-commerce

AnexecutiveconversationwithJasonHein,principalB2Bvisionary,Bloomreach

TheB2Bmarkethasbeenslowtoadopte-commerce,butnewdataissayingthatB2CtacticswillworkforB2B.Bloomreach’sPrincipalB2BVisionary,JasonHein,discusseswhatdigitaltransformationshouldlooklikeinthisspace,boilingitdowntoapersonalized,omnichannelstrategycenteredaroundcomposablecommerce.

ThepandemichasshinedalightonthecrackswithintheB2Bmarket,makingclearthatthereareseriousroadblockstobusinessgrowththatmanufacturers,distributors,andwholesalersneedtoaddress.Changecanbescary,though,especiallybecausetheB2BmarketisinherentlymorecomplexthanB2Cinmanyways.

ButB2CtacticsdoworkinB2Be-commerce,evenifmanyB2Bsellersareslowtoadoptormaybemissingthemarkonkeyapproaches.In2022,it’smorecrucialthanevertopivotyourbusinessmodelinameaningfulway.ButwhatdoesasuccessfuldigitaltransformationlooklikefortheB2Bmarket?Here’swhatwethinkatBloomreach.

Itdoesn’thavetobeallornothing

Justbecauseyou’reshiftingfocustoe-commercedoesn’tmeanthatyouhavetoclosethedoorontraditionalengagement,likein-personmeetingsandconferences.“Omnichannel”isabuzzwordusedalotinthebusinessspace,butlikemosttrendywords,it’ssaidsooftenthatitstartstoloseitsmeaning.ManyB2Bcompaniesfailtoseetheeffectivenessofomnichannelbecause,intheirminds,it’satheory.Essentially,thisbusinessstrategypromotestop-notchcustomerexperienceswithinandbetweenchannels.

Anomnichannelstrategyaddsvaluetothecustomerexperienceandthesalesorganization’sobjectives.McKinsey’snewarticle,“TheNewB2BGrowthEquation”,focusesonthemovetoomnichannelinB2Bdecisionjourneys.ThenumberofchannelsusedbyB2Bbuyershasdoubledoverrecentyears.In2016,marketingandsalesteamsonlyconcernedthemselveswithfivechannelsofcommunication.Now,theyuseuptoten,includingwebchat,videoconferences,andsearchengines.

Personalizationwillmakeorbreakyourefforts

Likeomnichannel,personalizationisatermdiscussedbysomanypeoplethatithaslostaclear,universaldefinition.Bloomreachdefinese-commercepersonalizationastheresponsibleuseofcommercedatatobetterknow,guide,andwowyourcustomers

withexperiencesthataresorelevantandcontextual,they

feellikemagic.Keytonoteisthatpersonalizationshouldleadcustomersthroughbrandawareness,productdiscovery,andrepeatpurchases.ThisisabiggerchallengeinB2B,wheretheproductsaremorecomplicated,customersaremorediverse,andapplications(orusecases)varywitheachproject.

The“knowme,guideme,wowme”approachcantakeyourcustomer’sexperiencestothenextlevel,eventhoughsomeintheB2BmarkethavedismisseditasanexclusiveB2Cstrategy.Onecouldarguethatthesamecustomerswhoshoponlinefortheirpersonalneedsusuallyfindthemselvesmakingpurchasesfortheirjobs,too.ThosebuyershaveexpectationsthataresetbyB2C,andtheywillbedisappointedwithanythingless.It’scrucialtoorchestrateacohesivejourneythatmakessensetoyoursitevisitors—despitesegmentationtakingextraelbowgreaseinB2B.

Investincomposablecommerce

Bloomreach’stechnologyrevolvesaroundtheconceptofcomposablecommerce,whichallowsteamstoassembleamix-and-matchofsolutionsthatsatisfytheiruniquebusinessneeds.Withcomposablecommerce,thereisnoone-size-fits-alle-commerceapproach.YourbusinesscanchooseavendorwhohasdominateditsareaofexpertiseandisflexibleenoughtocombineitssystemwithotherrelevantservicesthroughAPIs.

Takeyourtimeinbuildingandrefiningyourtechstackwithbest-of-breedmicroservices.It’safittingstrategyfortheB2Bmarketthatisoftendensewithdecision-makers.Thisway,youcanatleastgetstarted.Bloomreach’sdeeplayerofcustomerdata,productintuitiveness,andeasilynavigableCMSwerebuiltspecificallyforcommerceandsetthestagefortrueomnichannelpersonalizationthatcanbeimplementedatyourownpace.Tolearnmore,checkoutourwebsite.

TheWorld’s

#1Commerce

ExperienceCloud

AI-poweredsitesearch,personalization,

recommendations,productmerchandising,

SEO,andsomuchmore.

Leverageyourproductdata+buyerbehavior

foraneweraofdifferentiation,online.

B2BECOMMERCEUSHERSINTHE‘NEXTNORMAL’

AcceleratedbyCOVID-19,thebroadshiftintoB2Bdigital

commerceisforcingmanufacturersanddistributorsinto

anewstandardwayofdoingbusiness.

Formorethan20years,manufacturersanddistributorshavetalked

updigitalcommerceascomingofageandtransformingtheway

companiesofallsizesconductbusiness.

Now,thatnewageishere.Anditisbeingdriveninlargemeasure

bytheongoingglobalCOVID-19pandemic,whichischanging

howmanufacturersproducegoodsandservices,howthey

sellandprovidethosegoodsandservicestodistributors,and

howdistributorsgetthefinalproducttoanincreasinglydigital

businessbuyer.

©Copyright2022DigitalCommerce360&VerticalWebMediaLLC.Allrightsreserved.ContentpublishedMarch2022.

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B2BECOMMERCEUSHERSINTHE‘NEXTNORMAL’

PIVOTALTRENDSINB2BECOMMERCE

Asdigitalcommercecontinuestoemergeasamainstream

andpermanentsaleschannelformanufacturers,distributors,

wholesalers,andothersellersofallsizes,digitalbuyershavea

growingappetiteforevenmoreecommerce.

Lastyear,onlinesalesonB2Becommercesites,log-inportalsand

marketplacesincreased17.8%to$1.63trillionfrom$1.39trillion

in2020.B2Becommercein2021grew1.17timesfasterthanthe

growthinallU.S.manufacturinganddistributorsales,which

increasedyearoveryearby15.2%to$13.09trillionin2021from

$11.36trillionin2020.

In2021,B2Becommercesitesexpandedatahealthyclip.But

anotherfast-growingchannel,includinge-procurementand

otheronlinebuyer/sellernetworks,grewyearoveryearby17%to

$934.2billionfrom$798.4billionin2020.

SELF-SERVICEECOMMERCEAND

INTERNALCOMPETITION

Whileecommerceisgrowingfasterthanever,somesuppliers

remainhesitant.Withincompanies,self-serviceecommerceis

viewed“incompetition”withothersaleschannels,McKinsey

says.Forexample,54%ofcompaniessaytheirin-personsales

operationscompetewithecommerce,and47%sayinsidesales—

incorporatingfullyremotetransactions,oftenconductedbyphone

only—alsocompetewiththeonlinechannel.

Buttheshifttomore—andnotless—B2Becommerceison,McKinsey

says.Forexample,whenitcomestohoweffectivepurchasing

channelsare,32%ofrespondentsnowrankecommerceasthesingle

mosteffectivechannel,comparedwithin-persontransactionsat23%.

Partofthereasoncustomersareengaginginawiderarrayof

channelsisthatsuppliersarefinally“catchinguptothedemand,”

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13

B2BECOMMERCEUSHERSINTHE‘NEXTNORMAL’

PIVOTALTRENDSINB2BECOMMERCE

McKinseysays.“Whilein-personsellingreboundedtopre-COVID-19

levelsduring2021,morecompaniesthaneverbeforealsobegan

offeringe-commerceasasaleschannel,”McKinseysays.“Wenow

seeatippingpoint,withecommercesurpassingin-personsellingas

asaleschannel,at65%versus53%earlierthisyear.”

Moremanufacturersanddistributorsnowseedigitalcommerceas

theirmostactive—andgrowing—customerbase.Morethanathird

ofmanufacturersprojectgrowthofatleast25%inB2Becommerce

salesoverthetwo-yearperiodof2021-2022,accordingtodatain

TheStateofInternationalEcommerceinManufacturingreportby

ecommerceresearchandtechnologyfirmsCopperberg,Intershop

andEvident.Thereportalsonotesthatartificialintelligenceand

digitalmarketingandself-servicetoolsareamongmanufacturers’

mostpopularinvestments,andtechnologyintegrationand

multiplebusinessmodelsamongtheirbiggestchallenges.

As2021ended,manymanufacturersregardlessofsizefacedthe

samechallenge—howtorolloutorexpandB2Becommercewithan

effectivestrategythatturnedmultitudesoffirst-timedigitalbuyers

intolong-termvaluedcustomers.“Whilesomebusinessescontinue

tostruggle,weareseeingsomeindustriesgrowandflourishduring

thesechallengingtimes,”saysindustryexpertKarieDaudt,senior

commerceconsultantatPerficientandaveteranofB2Bcommerce.

“Soasdemandcontinuestoincreaseinspecificmarkets,theresults

fromCOVID-19aredrivingtheneedtoinvestindigitalchannelsand

lookformorewaystosatisfytheircustomersandmarketdemand.”

USEREXPERIENCE

Butformanymanufacturers,convertingnewonlinebuyersinto

permanentcustomerswasachallenge.Nowthattheyaregetting

moreusedtoshiftingall,oratleastaportion,oftheirprocurement

needstoarangeofdigitalbuyingchannels—includingelectronic

datainterchange,B2Becommercesitesandapps,e-procurement

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B2BECOMMERCEUSHERSINTHE‘NEXTNORMAL’

PIVOTALTRENDSINB2BECOMMERCE

andpunchout,andbusinessmarketplaces—mostpurchasing

managershavebigexpectationsforagreat,andnotjustgood,

userexperience.

51%ofbusinessbuyerscometoaB2Becommercesiteattractedby

anexcellentuserexperience;otherfeaturesthatattractbuyersare

price(48%),gettingaquickoverviewoftheassortment(44%),and

thecompany’sreputation,accordingtothelatestDigitalCommerce

360B2BBuyer’ssurvey.

Businessbuyersalsodonotalwaysactaloneormakehastybuying

decisions.Forexample,66%ofcompanieswillresearchatleasttwo

orthreeecommercesitespriortomakingapurchaseforthefirst

time,andnearlyhalfofallcompanies(49%)haveprocurement

teamsofatleastapairofpurchasingmanagersinvolvedinthe

buyingprocess.

Giventhecomplexityofbuyingbusinessproductsonlinethat

mustfitdesignatedspecificationsandotherhighlyspecialized

needs,procurementdirectorsalsoarenotpronetomakinghasty

decisions.45%ofallbusinesspurchasingmanagerswilltakefrom

onemonthtosixmonthstoproperlyresearchanewpr