INFOGRAPHIC
• Priorities – In line with growth drivers , 50 % of respondents stated implementing and improving direct online sales ( via self-service ) as the priority . A total of 39 % noted the launching of new products , followed closely by a focus on client retention at 38 %.
• Main areas of investment – Marketing activities ( 62 %), product development ( 46 %) and sales processes and sales automation ( 42 %) were high on the B2B investment list , which mostly mirrored what was reported for the previous year .
• Commerce channels – Carrying over the digital momentum from last year , more B2B companies reported direct online sales for their websites ( 73 % versus 55 % for 2020 ). Assisted sales , a long-time favourite in the B2B space , also registered an uptick , with roughly 21 % more companies focusing on this channel than last year . Overall ,
orders were placed across more channels , signalling companies ’ willingness and ability to experiment on any touchpoint where prospects are present . x
THE PANDEMIC CONTINUED TO BE THE BIGGEST CHALLENGE FOR COMPANIES WITH DECREASING REVENUE , WHILE A FOCUS ON ONLINE OPERATIONS PROVED TO BE THE BIGGEST LEVER FOR COMPANIES EXPERIENCING GROWTH . www . intelligentcxo . com
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