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Experience-Driven Commerce: Why Personalization Matters in the B2B Buying Journey

Publisher IDC
Published May 12, 2025
Length 8 Pages
SKU # IDC20031091

Description

This IDC Perspective analyzes the growing relevance of data-driven personalization in B2B buying journeys enabling organizations to shift from transactional selling to experience-driven partnerships. It explores how AI-powered and integrated systems can enable organizations to deliver relevant and context-based experiences throughout the buying journey. It highlights the key trends, main use cases, and benefits of personalization as well as the challenges to address for successful strategies for personalization in B2B digital commerce. "B2B buyers increasingly expect digital commerce experiences that are tailored and relevant to their unique needs at every stage of their buying journey. By leveraging AI and the wealth of data they have, organizations can deliver personalized experiences at scale, driving efficiency and customer loyalty," said Mark Casidsid, senior research analyst, Worldwide Digital Commerce.

Table of Contents

8 Pages

Executive Snapshot

Situation Overview

What Is Driving Personalization in B2B Commerce?

Main Use Cases for Personalization in Digital Commerce

Personalized Product Discovery and Catalogs

Personalized Product Recommendations and Bundles

Personalized Pricing and Tiered Discounts

Role-Based Personalization

Companies Are Leveraging AI to Enhance Their Personalization Efforts

Caveats to Consider in B2B Personalization

Challenges to Address

Data Integration and Management

Omni-Channel Consistency

Algorithmic Bias and Transparency

Data Privacy and Compliance

Measuring Impact and Revenue Attribution

Advice for the Technology Buyer

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Related Research

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