Articles about B2B

The average company uses 342 SaaS apps prompting B2B software buyers to consider integrations a top priority in their purchasing decisions. However, simply providing connections between platforms is not enough for SaaS companies to deliver a good user experience. Customers should be able to discover, activate and monitor integrations without calling customer support.

An integration marketplace offers an elegant solution to software connectivity challenges. This feature provides a centralized, self-service hub for integrations that delivers a seamless experience for customers connecting your application to their other tools. Users can create a more cohesive tech stack with just a few clicks. Marketplaces save customers time and resources and position your company as a more flexible, scalable and indispensable partner, driving higher product adoption and customer retention.

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Businesses now communicate with customers and prospects in new ways as technology has advanced. Today's sales reps use a variety of tools to accomplish their tasks, such as email, social media and video chat tools among others. Therefore, traditional in-person sales meetings have become less common.

However, even as the B2B sales process becomes increasingly digital, face-to-face meetings still provide certain benefits that no technology can replicate. In-person requests are 34 times more successful than those made over email, the close rate for in-person meetings is 57 percent, and executives and business travelers estimate that 28 percent of their current business would be lost without in-person meetings. While virtual communication is key, face-to-face meetings still hold the following advantages in the modern sales process.

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As I interact with business software developers specifically -- those that are powering enterprise functions that help businesses grow and succeed --  I’ve noticed a clear pattern in what’s on their mind. These professionals are dealing with a spate of new challenges that are unlike any they’ve had to tackle before.

The pandemic upended and catalyzed the way their clients work; providing a stress test and clear use case for cloud-based, synchronous and asynchronous work tools, less patience among end-users for experiences that didn’t live up to consumer-facing contemporaries, an expectation of flawless performance (anyone remember the last Zoom outage?), and a need to retain users amidst a sea of well funded competitors.

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A new report from Cleo reveals that B2B integration is a major problem, with 99 percent of manufacturers reporting issues in the last 18 months and 89 percent still struggling with them.

What's more this is costing money, with 42 percent losing over $500,000 in 2020 and 18 percent losing more than $1 million in revenue last year.

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The ability of customer-facing teams to adapt to rapid changes in the face of unprecedented disruption over the past year has been remarkable. Preparing ahead for the new year, companies are realizing that many of the changes they’ve implemented in reaction to the crisis will in fact have to become a fundamental part of their strategy for business growth.

Here are three of the norms business leaders will need to come to terms with to plan for recovery and renewal in 2021.

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