The long and winding path-to-purchase: Driving B2B revenue growth in the digital age
B2B buying is complex. It’s way more complex today than it was five years ago and it continues to evolve at speed. This is compounded by the fact that today’s buyers are increasingly sophisticated and unpredictable in their purchasing decisions.
In this new buyer environment, customer alignment is a proven driver of growth. Recent studies by Forrester have shown that customer experience leaders outperform the competition and engender better loyalty. But how do you go about delivering truly customer-centric marketing in the B2B sector? It requires an in-depth understanding of the ‘who, what, why, when and where’ of business decision making.
Discover the five pillars of customer experience management best practice and find out how these pillars bolster a framework for better selection, understanding and engagement of buyers to deliver revenue and growth.