It would be easy to consider customization and automation as opposite ends of the spectrum, but actually, they are two major aspects of the same mega-trend. The combination of automation and customization are helping individuals. The economics of customization wouldn’t add up without the integration of automated systems. The machine that makes it possible to mass manufacture cans of cold-drink for billions of users, the same machine enables you to engrave your name on demand. Nowadays, the demand for personalization is growing and people seek for self-serve automation. As personalization is dominating various business and consumer markets, the eCommerce buyers don’t have time to waste on explaining their requirements to sales people. Generally, customers look for a website/online store where they can easily provide their requirements, configurations, and specific features of the item they want to buy. They also want to have a look of their designed product before purchasing it. Personalization and automation of ecommerce business go hand-in-hand. According to the economic trend experts, the B2B ecommerce space will value $1.2 trillion within the next four years. You might think to handle that size of the business, you would need to hire B2B sales experts, but just the opposite is trending. A Death of a (B2B) Salesman report by Forrester states that we can witness 1 million fewer salespeople working for B2B businesses. Why? Because of the increase in the product customization that has driven major changes in almost every market is now modifying the rules of B2B ecommerce. The Bigger Picture If you look back at the major disruptions in the 21st century, you will realize all of them revolved around the same phenomenon. Video platforms such as Amazon Prime and Netflix have shelved the old TV networks. Same-day delivery providers like the new Whole Foods and Amazon merger are minimizing the traffic at retail grocery stores. On-demand car services like Ola and Uber are making taxis obsolete. The similar buyer-controlled technology is going to overpower the traditional B2B value chains. Over the few decades, on-demand ecommerce websites Amazon, Netflix and Priceline have ended the demand of book stores, travel agents and video rental chains. The few who survived the development had to mold their business, according to the new market landscape. The next industry, which is adapting personalization at a rapid speed is a B2B sale process. Organizations can create different price lists, personalized for each of their users, with infinite combinations of tiers, price points and currencies. The next wave of B2B sales The next generation of buyers prefers to shop from a website that enables to design their own product to avoid the interaction with a salesperson. According to statistics, 48% of buyers avoid talking to aggressive salespeople, 97% of cold calls go nowhere, and 39% of buyers are annoyed by sales scripts. People nowadays became smart and know how to find the required information and prefer to manage everything on their own. Also, in the busy schedule of individuals don’t have time to talk to sales reps. Around 75% of buyers consider visiting a website to be a more convenient option than talking to a sales representative. Integrating online product customization software to your current website to offer your customers with a platform that let them selects the configurations and purchase as they want. You should always remember that consumers and buyers are the same people playing different roles. Their prospects have been increased by amazing advances in customer technologies. Nowadays, B2B organizations that haven’t integrated a full-fledged ecommerce store with a customization option for end-users can only witness the customers slip away. Another industry, which is looking to explore the world of personalization is a next-generation manufacturer of utility vehicles and vans, which invites users to create their setup of the most effective interior with choices such as customized equipment hooks, modular shelving, industrial storage containers and much more. The Next Step Considering the current market trends and the experts’ advice, integrating the product customization tool and facilitating customers to design their products can bring various benefits for your business. We believe that this gives a common platform for both suppliers and buyers to understand the requirements and deliver the best to each of their customers. There are various product configurators available which enable business owners to specify all the possible options they can serve for each element of an item and then the user comes on the website to mix-and-match available options, define preferences and preview the item before placing an order. As you enable your customers to design their product, customers come away with great satisfaction in what they have created and an emotional bond to the personalization process. The new revolution is here in the world of B2B sales, are you ready to serve your customers? If you have any idea that you are looking to execute, you can contact iDesigniBuy, a leading custom software provider in the USA. |
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