The ever-expanding powers of social media and mobile technology have transformed how consumers view the buying experience. With access to information and purchasing capabilities anywhere, and at any time, shoppers have come to expect engaging, integrated and relevant shopping experiences that reflect their history and preferences. B2C companies, however, are not the only organizations experiencing this dramatic shift in preferences and rules of engagement. Commerce in Motion commissioned a new benchmark study to evaluate exactly how B2B purchasing behaviors and expectations mirror those of the B2C shopper.

1. The SoMoLo Imperative
The Changing Behaviors and Expectations of
B2C Shoppers Are Migrating To B2B Buyers
#CommerceInMotion

2. SOCIAL
MOBILE
LOCAL
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3. We Studied these Behaviors
Because they’re
Everywhere…
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4. Where Shoppers Go, Buyers Follow…
50%
of B2B buyers’ expectations
of social, mobile, and local
access closely follow the
behaviors of consumers
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5. Scan
This!! Got
Local???
Buyer Demands
Are Escalating…
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6. 50%
expect to browse catalogs
and make purchases
via tablet
Tablets Are
Triumphant
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7. Only(?)
32%
expect to connect and
shop for products
within social sites
Social: Sizzling…Or Fizzling?
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8. 44%
expect to view catalogs on their phone
38%
expect to place orders via their phone
Mobility Matters Most
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9. 41%
expect to view order status & updates on their phone
37%
expect to view inventory availability & pricing on their phone
Phone as
Status Symbol?
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10. 33% expect to use QR codes
to access content on
their phone
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11. Call Failed…
The gap between customer expectations
and the mobile capabilities of the
companies who serve them is significant
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12. Customers Businesses
Expecting Delivering
38% Place Orders
via Smartphone 17%
44% Product Catalog
on Phone 29%
41% Order Status
Updates on Phone 21%
33% QR Code Access
to Product Content 26%
37% Inventory
15%
17%
Lookup on Phone
average
gap
Mobile Capabilities Gap
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13. 36% Lack of Corporate
Commitment
38% Inability to Integrate
New Channels
43% Unable to Integrate/
Support New Challenges
SoMoLo Roadblocks #CommerceInMotion 13

14. Order on Phone---------------------------------------------- 22%
Product Availability/Pricing on Phone--------------- 29%
Order Status and Updates on Phone----------------- 29%
QR Code Access to Content on Phone-------------- 31%
Push Local Offers to Phone When Near Store---- 33%
Good Intentions… #CommerceInMotion 14

15. 46%
Currently have no specific
mobile/local commerce strategy
and/or are just experimenting
Currently have no specific social
43% commerce strategy and/or are
just experimenting
Strategic Shortcomings?
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16. 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
Conclusions & Takeaways
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17. CommerceInMotion.com
Full Study Now
Available Online
#CommerceInMotion 17

18. Commerce In Motion
Sponsored by…RedPrairie
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19. Thank You
David.Bruno@RedPrairie.com
#CommerceInMotion