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Value Creation Opportunities in Multi-Step B2B Sales via Digital Commerce

Publisher IDC
Published Mar 14, 2025
Length 11 Pages
SKU # IDC19838308

Description

This IDC Perspective analyzes multi-step B2B sales, highlighting the rapidly evolving landscape of complex distribution networks, value-added resellers, and partner relationships. This document explores the key trends driving transformation as well as value creation opportunities in multi-step B2B sales. Ultimately, it provides insights on how digital technologies can play an important role in addressing related challenges and enabling companies to capitalize on emerging opportunities. "Multi-step B2B sales offer numerous opportunities for value creation and business model innovation. However, they can only be fully realized through an agile approach and careful management of the partner life cycle. To truly unlock value across the entire value chain, companies must strategically leverage cloud and AI-enabled solutions, transforming the way they collaborate, execute, and serve their customers." — Mark Casidsid, senior research analyst, worldwide digital commerce, IDC

Table of Contents

11 Pages

Executive Snapshot

Situation Overview

Trends Driving the Transformation in Multi-Step B2B Sales

Value Creation Opportunities in Multi-Step B2B Sales

Value for Manufacturers

Value for Partners

Challenges to Address

Leveraging Cloud and AI Technology to Enhance Multi-Step B2B Sales

Addressing Challenges in Multi-Step B2B Sales Through Digital Commerce

Partner Performance Monitoring

Channel Conflict Resolution

Process Automation and Integration

Data-Driven Decision Making

Advice for the Technology Buyer

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Related Research

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