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5 Ways to Generate More B2B Deals

As global markets change and become more "local" so the demands on B2B will increase to meet these new opportunities. However, do it right and the reward of increased sales can be achieved. Consider some of these ...

25% of a salesperson's time is spent doing research - not only is this a massive resource cost on a collective basis to businesses around the world, but were you to provide comprehensive information that was easy to find and on which to make a buying decision together with an easy purchasing process in a single place and rather than scouring the world, the salesperson will see your commerce site as a preferred source.Google does not generate B2B deals - Google will direct a lead to your commerce site, what happens at your site is what will close deals. The better the decision making tools, the better the information provided and the simpler and friendlier the user experience, the more likelihood there will be of a deal being concluded.Only 35% of B2B social branding generates sales - Business makes buying decisions based on information, solution building, price and numerous other factors. If you consider that 65% of the sales are generated by these factors, then your B2B Commerce site and systems must provide the features to deliver the relevant content to your visitors.BRIC is growing rapidly - Use your B2B Commerce platforms to expand your business to the largest growing economies (Brasil, Russia, India and China). While your B2B Commerce platform needs to support localized payment, language and service needs, B2B offers you a way to enter these markets and to generate new opportunities.Use Multiple Channels - It is a global multi-channel road ahead to reach more customers through more touch points. Expanding your B2B allows you to go-to-market using traditional and emerging sales channels like resellers, on-line stores, subscriptions, in-product consumption, AppStores, social purchasing and mobile commerce.


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Marketplace + Traffic + Monetization = Increased Sales and Earnings

A practical guide on how to use your marketplace (including your Enterprise AppStore) to grow traffic and generate new revenue opportunitiesFor business software vendors, generating repeat traffic to their sites is challenging but if it is achieved can be very lucrative.

“It is far more profitable to provide products and services to existing trading partners than to find new ones.”Trading partners in this context should be considered to include end-users, resellers (partners, system integrators), ISVs, distributors and current/ex-employees of these organizations.Of course, no traffic generation should exclude new trading partners so a broad approach to traffic generation, which envelopes both old and new will drive increased traffic and will leverage new revenue opportunities.So how do you increase return traffic to your website and how do you then monetize that traffic?“Having a great looking website or product catalog is not enough anymore!”Step 1: Create a MarketplaceThe first step is to create an environment … an “enterprise software marketplace” … that provides multiple reasons to encourage your partners to return. Some of these reasons could include, but not limited to:

Efficiently finding and purchasing add-on products to compliment their implemented solutionsRich content (not just web pages) to help buyers with the evaluation of add-on products and servicesFinding resources and skills to assist with projects, training and supportConnecting with the broad ecosystem to share information and experiencesTracking and managing the licenses for the products they have purchased or on-soldManaging the range of subscription, on-premise and mobile solutions being deployed

The marketplace should also provide your partners with an experience that matches that of their consumer web experiences (e.g. the Apple AppStore) by providing a broad set of functions to simplify the finding, decision-making and buying process.Choosing the correct marketplace platform with the appropriate functionality is critical to being able to achieve this. View this post for more information in this regard: A Software Marketplace is NOT just an AppStore !Step 2: Build Your TrafficSo now you have a marketplace and a functional platform on which it runs. Now for the real challenge, using that marketplace to attract the traffic. Here are a few ideas …Simple use of your existing marketing activities:

Create Blog, Twitter and LinkedIn posts that point back to your marketplaceAdd your marketplace URL to email signatures and all outbound marketing collateralPut a link to the marketplace on your homepageGet your partners to put links to the marketplace on their websitesInclude the marketplace in your next newsletter

Add “Rich” content to the marketplace:

Have your ISVs and complimentary product developers add their products and services to the marketplace and include videos, brochures, technical info, screenshots, downloads and more.List your resellers, distributors, system integrators and service providers with comprehensive information about them – not just a list with a link to their website!

Use your marketplace platform:

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