Sana Commerce

One of our customers got nearly 100% of their own customers actually ordering through the platform. Basically from the start. Everyone who heard the number asked the same question. How. The honest answer wasn't a trick. They just did the work almost nobody else bothers doing. Real trainings. Videos made by their own customers instead of by us. A different customer took a completely different route. Their discount only kicked in after the third purchase, not the first, because the value doesn't land the first time someone tries something new. It lands once it's become a habit. Most companies do none of this. They go live, send one email with a login, and consider the job finished. Then they're confused when the phone keeps ringing louder than the platform does. "The customer wasn't ready" is the explanation I hear most in those cases. It's almost never true. The customer was ready. Nobody asked them what they actually needed, ran a focus group, or checked in after go-live to see what was working. Adoption doesn't happen to a platform on its own. It's a job someone has to actually own, the same way an e-commerce manager owns revenue. #b2b #commerce #adoption

Before I became a Sales Director with a team that included Marketing, I wanted leads from marketing. That's it. That was the entire ask, as far as I was concerned. They'd come to me talking campaigns, click-through rates, engagement. I had no idea what any of it meant, and I didn't particularly care to find out. Make some nice slides, tell the story, get me leads. I think about that conversation every time I sit across from a mid-market owner who won't move on digital. It's the same reaction, aimed at a different subject. No real interest in what it can actually do, nobody around pushing him to find out, so the whole thing just looks big, vague, and expensive. He can't prove the ROI upfront either, because the numbers only exist once the shop is live and being used, and that's the exact trap that keeps people standing still for years. In enterprise it looks different, but underneath it, it's the same resistance. C-level insists everything's working, they have the catalog, why change now. A year and a half later, they've hired a chief digital officer to do precisely that. Someone always ends up doing it eventually. The only real question is how much time gets spent standing still first. #b2b #commerce

Jeder B2B-Kaufprozess hat seine Horrorstory: → Der Lagerbestand, der gelogen hat → Der Preis, dem niemand vertraute → Der Käufer, der kaufbereit war… und dann verschwand. Untersuchungen zeigen: 7 von 10 Unternehmen erleben, dass Käufer digitale Kanäle genau dann verlassen, wenn ihre Kaufabsicht am größten ist. Sie sind bereit zu kaufen, vertrauen aber dem, was sie auf dem Bildschirm sehen, nicht mehr. Hinter all diesen Horrorstorys steckt derselbe Täter: Digital Distance, die Lücke zwischen dem, was Käufer online sehen, und dem, was tatsächlich zutrifft. Erfahren Sie mehr über Digital Distance und wie Sie sie schließen können.

B2B buyers start online. So why do so many end up on the phone? We opened an investigation. One pattern kept surfacing: buyers aren’t choosing the phone, they’re giving up on digital. 58% of B2B orders needed manual intervention when placing a repeat order. And the culprit finally has a name: Digital Distance. Read more about it and find out how to close it before your buyers pick up the phone.

Jeder B2B-Kaufprozess hat seine Horrorstory: → Der Lagerbestand, der gelogen hat → Der Preis, dem niemand vertraute → Der Käufer, der kaufbereit war… und dann verschwand. 7 von 10 Unternehmen erleben, dass Käufer digitale Kanäle genau dann verlassen, wenn ihre Kaufabsicht am größten ist. Sie sind bereit zu kaufen, vertrauen aber dem, was sie auf dem Bildschirm sehen, nicht mehr. Öffnen Sie die Akte Digital Distance und finden Sie heraus, was Ihre Käufer wirklich abschreckt. Basierend auf einer von Sana in Auftrag gegebenen Studie von Forrester Consulting.

B2B buyers start online. So why do so many end up on the phone? We opened an investigation. One pattern kept surfacing: buyers aren’t choosing the phone, they’re giving up on digital. 58% of B2B orders needed manual intervention when placing a repeat order. And the culprit finally has a name: Digital Distance. Watch the episode, then open the full case file. Based on Forrester Consulting study commissioned by Sana.