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Peter Sheldon, Senior Director Strategy at Adobe, is a well-known industry expert in eCommerce and omni-channel technology. Peter previously held the role of Vice President and Principal Analyst at Forrester Research where he spent five years leading Forrester’s global research on digital commerce technologies. Peter provided his expert opinion in our whitepaper ‘How to Succeed at Digital Transformation in B2B eCommerce’ early this year. Here is what Peter had to say:

“The reality for most B2B firms is that they live in a world of complexity. The products they manufacture and distribute come in an almost endless array of configurations, are often made to order, and have long lead times.

The challenge for B2B firms as they embrace digital and enable self service configuration, quoting and buying channels is removing the back-office complexity from the front-office buyer experience.

Today the buying demographic in B2B is shifting to the millennial generation and they expect the process of ordering to be intuitive, visual, fast, mobile-first and satisfying. Legacy digital conversions of traditional ordering processes and print catalog experiences no longer cut it.

For IT leaders at B2B firms, this means investing in a new breed of front-office applications that perhaps have not previously been the focus of attention. Experience management, digital asset management, product information management, 3D-rendering and texturing platforms, personalisation engines and visual site search are now critical to enabling a visual first configuration and buying experience that is intentionally decoupled from the inherent complexity of pricing, SKUs, inventory and manufacturing data found in their existing ERP, PLM and MDM systems”.

Enjoyed Peter’s insight? Read the full Your IT Landscape Content chapter from the B2B whitepaper: ‘How to Succeed at Digital Transformation in B2B eCommerce’ here: download the whitepaper.

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