B2B Buyers Issue a SoMoLo Imperative

The SoMoLo ImperativeThe Changing Behaviors and Expectations of B2C Shoppers Are Migrating To B2B Buyers

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SOCIALMOBILELOCAL

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We Studied these BehaviorsBecause they’reEverywhere…

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Where Shoppers Go, Buyers Follow…

of B2B buyers’ expectations of social, mobile, and local access closely follow the behaviors of consumers

50%

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We WantSocialIntegration!I Ybuying on my iPad!

GotLocal???

Buyer Demands Are Escalating…

ScanThis!!

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50%expect to browse catalogs

and make purchases via tablet

Tablets AreTriumphant

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32%expect to connect and

shop for products within social sites

Only(?)

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Social: Sizzling…Or Fizzling?

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44%expect to view catalogs on their phone

38%expect to place orders via their phone

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Mobility Matters Most

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Phone as Status Symbol?

41%expect to view order status & updates on their phone

37%expect to view inventory availability & pricing on their phone

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33% expect to use QR codes to access content on their phone

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Call Failed…The gap between customer expectations and the mobile capabilities of the companies who serve them is significant

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Place Orders via Smartphone38% 17%

CustomersExpecting

BusinessesDelivering

Product Catalog on Phone44% 29%

Order Status Updates on Phone41% 21%QR Code Access

to Product Content33% 26%Inventory

Lookup on Phone37% 15% 17%average

gap

Mobile Capabilities Gap

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36% Lack of Corporate CommitmentInability to Integrate New ChannelsUnable to Integrate/Support New Challenges43%

38%

SoMoLo Roadblocks#CommerceInMotion

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Good Intentions…

Order on Phone----------------------------------------------Product Availability/Pricing on Phone---------------Order Status and Updates on Phone-----------------QR Code Access to Content on Phone--------------Push Local Offers to Phone When Near Store----

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22%29%29%31%33%

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Strategic Shortcomings?

Currently have no specific mobile/local commerce strategy and/or are just experimenting46%

Currently have no specific social commerce strategy and/or are just experimenting

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43%

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Conclusions & Takeaways

1. Buyers in ever greater numbers are tapping into their smartphones and social networking sites to complete the purchase

2. Companies must utilize these channels to provide timely, relevant and engaging content

3. Companies must keep pace and engage customers via these interactive platforms or risk being left behind

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Full Study Now Available Online

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Commerce In MotionSponsored by…RedPrairie

Thank YouDavid.Bruno@RedPrairie.com

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