{"id":9372,"date":"2024-04-09T12:00:32","date_gmt":"2024-04-09T10:00:32","guid":{"rendered":"https:\/\/www.fact-finder.com\/blog\/?p=9372"},"modified":"2024-04-10T09:17:54","modified_gmt":"2024-04-10T07:17:54","slug":"b2b-innovations-unpacking-our-fireside-chat-with-forresters-emily-pfeiffer","status":"publish","type":"post","link":"\/blog\/b2b-innovations-unpacking-our-fireside-chat-with-forresters-emily-pfeiffer\/","title":{"rendered":"B2B innovations: unpacking our fireside chat with Forrester’s Emily Pfeiffer\u00a0"},"content":{"rendered":"\n

Did you know that B2B customers are demanding the same frictionless, personalized experiences as their B2C counterparts? Our fireside chat with guest speaker Emily Pfeiffer explores the reasons why, how to deliver these experiences and other unmissable eCommerce insights.<\/em><\/p>\n\n\n\n

We got together with guest speaker Emily Pfeiffer, Principal Analyst at Forrester, for a fantastic fireside chat hosted by FactFinder’s Iain Gray and Lauren Evans. Together, we explore what’s stirring the B2B eCommerce pot: the critical need for improved product discovery, including AI personalization and onsite search. This is a deep dive into how B2B buying behaviors are increasingly mirroring those of B2C, driven by the same demand for frictionless, tailor-made shopping experiences. <\/p>\n\n\n\n

Check out the recording for yourself.<\/strong><\/a><\/p>\n\n\n\n

In the meantime, keep scrolling for a high-level overview of what we discussed. <\/p>\n\n\n\n

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Blurring lines between B2B and B2C behaviors<\/strong><\/h2>\n\n\n\n

During our enriching discussion, Emily, Iain and Lauren delved into the shifting paradigms of B2B eCommerce, noting a significant redefinition of the boundaries traditionally separating B2B and B2C practices. Emily summed it up nicely, saying, “The B2B buying behavior is very strongly influenced at this point by the expectations of consumers because they’re the same people. B2B and B2C shoppers are both consumers.\u201d This observation paved the way for our exploration into the merging worlds of B2B and B2C, emphasizing the critical influences and shared behaviors across these sectors. 
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\u201cB2B buyers want to get straight to what they need. They are looking to search for it immediately \u2013 and even more so because in B2B it is often a need, not a want. Consumers can shop for fun; B2B buyers are usually shopping out of necessity.\u201d<\/em><\/p>\nEmily Pfeiffer, Principal Analyst at Forrester<\/em><\/cite><\/blockquote>\n\n\n\n

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What B2B can learn from B2C buying expectations<\/strong><\/h2>\n\n\n\n

It became evident through our conversation that B2B platforms are in a prime position to embrace and adapt the exemplary user experience, sophisticated search functionalities and notably, the AI-powered personalization that have become hallmarks of B2C platforms. However, translating these elements into the B2B context necessitates a strategic and thoughtful approach, recognizing the unique requirements and complexities of B2B transactions. Iain captured the essence of this adaptation: “This is about showing the right product at the right time with the right price – giving customers a personal view of what they need to see.\u201d<\/p>\n\n\n\n