International e-commerce: Strategies for success in B2B

 

In partnership with:

copperberg evident  
atlas_copco vanderlande rockwool
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Insights from manufacturers 2021

2021 will be the year to boost international B2B commerce. The overall surge in online revenue lets B2B leaders embrace new ways of thinking and working in a global market environment.

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Opening up new markets can lead to organizational and technical challenges. These can slow you down, cause high costs, or don’t yield the results you want. Our experts present what they did to succeed and where to keep an eye on.

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Meet the host of your webinar

Herbert Pesch, director of B2B digital agency Evident, chairman of the LinkedIn Group “B2B digital” and host of the YouTube series “Let’s talk B2B” invited leading manufacturers to explain which strategies for global e-commerce worked well for their customers, organizations and markets.
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Herbert Pesch
Director Evident Phone

The experts

These decision-makers from Atlas Copco, Rockwool and Vanderlande came together to talk about global e-commerce for manufacturers:
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Atlas Copco Industrial Technique
Thomas Areskoug
VP Digital Platforms
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Vanderlande
Florian Kriz
Senior Manager Spare Parts
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Rockwool
Daniel Tholander
Director of Commercial Excellence

Global e-commerce

For manufacturers, it is of utmost importance to sell the right spare parts to every installation around the globe. Their e-commerce is therefore tailored to their installed base – everywhere. To find the right strategy for different countries is challenging. Our experts share very different approaches in our video, from starting very slowly and deploying one country at a time, to making one region really successful so that every other wants to follow quickly.

4 tips for global B2B e-commerce

  • B2B customers deserve a B2C-like customer experience, but the overall requirements for B2B commerce are different.
  • Don’t waste time making improvements if buying/procurement satisfaction drops to a level where customers tend to move to the competition.
  • Don’t underestimate good change management to guide your organization through the process.
  • Communication is the key. Start with most important markets to raise the bar for other regions. Let each brand have its own look & feel.