“By the end of 2021, digital commerce is expected to overtake direct sales as the most used channel for B2B selling … it is likely that B2B sales will become ‘digital-first’ around the end of 2021.”

  • Mark Lewis, Increase Profits and Delight Buyers by Becoming a Digital-First, Omnichannel B2B Seller, Gartner

It’s clear that digital commerce is reaching a critical mass. Seeing it laid out in such stark terms, as the results of the recent Gartner survey shown above, certainly solidifies the imperative. For pricing teams, the implications are clear. Every B2B pricing strategy must include eCommerce channels.  

When deciding how they are going to set eCommerce prices online, companies must look to customer experience as their ... Read more