Four theses on the digital transformation of B2B sales – and how you can use it to increase your sales
Posted: Sun Feb 02, 2025 9:40 am
For example, augmented reality
Real-time recording, big data analysis, machine learning or the horizontal and vertical integration of processes can all contribute to this. In other words, it is Industry 4.0 with its technological, organizational and cultural elements that enables companies to reduce latency. The authors cite "augmented reality" as an example of a future technology with the potential to increase a company's agility. The visualization technology offers employees the opportunity to easily and intuitively connect digital data with the reality on site. Science fiction fans know it from the "Terminator" films with Arnold Schwarzenegger.
Data is the oil of the 21st century
But how does a company get this data? According greece whatsapp data to acatech, this requires the digital recording of all company processes . This is the crucial prerequisite for Industry 4.0 in the narrower sense and therefore also for agile company management. For example, in production, every system must be equipped with sensors that record all processes that occur. With the appropriate IT, this data is then recorded and analyzed centrally in order to model future scenarios and align company management accordingly.
Especially when it comes to complex system solutions, B2B sales are still a "people business". Mutual trust and personal meetings are important when there is a need for explanations and advice and products have to be tailored to the requirements of individual customers. At the same time, digitalization is changing the way business customers shop. They research independently on the Internet, order standard goods quickly and conveniently in the web shop or like to try out different specifications using a product configurator.
Anyone who wants to increase sales and profits must react to digital change. A study by the Ruhr University Bochum and the Boston Consulting Group shows that B2B companies with highly digitized sales achieved an average of three percent higher return on sales over the last three years than companies with less digitized sales.
Real-time recording, big data analysis, machine learning or the horizontal and vertical integration of processes can all contribute to this. In other words, it is Industry 4.0 with its technological, organizational and cultural elements that enables companies to reduce latency. The authors cite "augmented reality" as an example of a future technology with the potential to increase a company's agility. The visualization technology offers employees the opportunity to easily and intuitively connect digital data with the reality on site. Science fiction fans know it from the "Terminator" films with Arnold Schwarzenegger.
Data is the oil of the 21st century
But how does a company get this data? According greece whatsapp data to acatech, this requires the digital recording of all company processes . This is the crucial prerequisite for Industry 4.0 in the narrower sense and therefore also for agile company management. For example, in production, every system must be equipped with sensors that record all processes that occur. With the appropriate IT, this data is then recorded and analyzed centrally in order to model future scenarios and align company management accordingly.
Especially when it comes to complex system solutions, B2B sales are still a "people business". Mutual trust and personal meetings are important when there is a need for explanations and advice and products have to be tailored to the requirements of individual customers. At the same time, digitalization is changing the way business customers shop. They research independently on the Internet, order standard goods quickly and conveniently in the web shop or like to try out different specifications using a product configurator.
Anyone who wants to increase sales and profits must react to digital change. A study by the Ruhr University Bochum and the Boston Consulting Group shows that B2B companies with highly digitized sales achieved an average of three percent higher return on sales over the last three years than companies with less digitized sales.