B2B Research online first, an offline purchase later

It seems no surprise for anyone that Business to Business (B2B) market purchase is changing, it thus serves as a wake up call to some brand. The reason behind such rapid change are B2B buyers decisions behaviour and their net involve people for the decision.

Survey says that almost 89% people uses internet during a B2B search. Digging deeper, the percentage hasn’t changed much, but what exactly is happening behind it has.

The study fielded in 2014, reflects on a research from 2012 about the shift overs of the past few years. The results expose a number of widely held beliefs and have major implications for B2B marketing strategies.

  • In 2014, 18-34-year-olds accounted for almost half of all researchers, an increase of 70% in the last survey.
  • The era of C-suite changed to non-C-suiters, 81% non-C-suiters have a decision impact on the purchases.
  • On an average 12 searches are held before engaging on a specific brand’s site for a B2B purchase.
  • 71% people starts on a generic query, hence looking on the product first.
  • Contact comes a lot later, its presentation matter to your potential customers.
  • Purchase rates on mobile are up 22% , rich mobile experiences is in need.
  • Video’s about product awareness are at a hike, nearly 52% jump since last few years.

The results declares that almost most of the purchases go with the majority decision maker. However people involved in this decision comprises mostly the young minds involved in the business.

All you need to do to increase your B2B purchase is reevaluate your strategy about which group your product serve to, take into your report about millennials closeness with digital and how your site conveys the kind of content and media channels which they are looking for.
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