Selling Across Channels Made Simple.

Diversifying your sales channels shouldn't be hard

For manufacturers, it's a simple fact that buyers want to discover and buy your products on their own. Today’s buyers have grown into independent agents, and they expect you to provide them with a simple, easy-to-navigate experience through your direct, indirect and ecommerce channels.

What is your business doing to meet the demands of your buyers? If you're doing nothing, or not taking the right steps, you risk driving buyers into the open arms of the competition. That's where Configure Price Quote (CPQ) comes in. With the ability to streamline your selling process, deliver your products online through a digital experience, you have the tools to become easier to do business with, drive revenue, and please your customers.

New to CPQ? Read the Forrester Wave: Configure-Price-Quote Solutions, Q1 2017 to understand what CPQ is, why it matters to manufacturers, and who the key vendors are:

CPQ can help manufacturers connect with today's buyers

More and more manufacturing businesses are discovering strong incentives for embracing a digital strategy. According to Forrester Research, omnichannel customers are a B2B business’s best customers for three specific reasons:

• Digital customers are more active — Digital buyers are more likely than their offline counterparts to both try new products or brands as well as return to existing brands.  They’re also more likely to become repeat, long-term customers of brands offering a simple, enjoyable digital buying experience.
• Digital customers spend more — According to a Forrester survey, 51% of B2B digital professionals said their omnichannel customers increased their spending with them year over year, with 60% reporting that their customers end up spending more when they interact across multiple channels.
• Digital customers cost less to support — In the same Forrester research report, it was found that cost savings was the top reason for companies moving their customers to an online channel. 

FPX helps manufacturers from a variety of industries adopt, implement, and execute a smart and simple CPQ strategy to start seeing the benefits of delivering products and services across direct, indirect and ecommerce channels.

Citation: Andy Hoar with Martin Gill, Jacob Milender, and Andrew Reese, Forrester Research, The Case For Omnichannel B2B. October 3, 2016.