How important is digital for the B2B decision-making process?

In March, the "Buyersphere Report 2011" was published. This annual study takes a reading of B2B purchasing behaviour, the information sources that are consulted during the decision-making process and the importance of various information channels.

This study offers B2B marketers useful information for the implementation of a targeted communication strategy and helps them select the most appropriate tools to reach the B2B buyer during the purchasing process.

Over 1,000 B2B decision makers were surveyed in 5 European countries (Belgium, Germany, France, Italy and the UK). Clear differences were noticeable, broken down by country.

Have a look at the entire report here:

• An increasing need for information forces businesses to deliver more content.
• Social media are gaining in popularity as an information source for B2B buyers, even though they are not so quick to replace traditional channels.
• Local differences influence the strategy: Germany and the UK are the leaders in using social media.
• Buyers under 30 years old (digital natives) are markedly informing themselves to a greater extent via blogs than are 30-plus group.
• Offline events are experiencing a decline according to the study, but remain very important and more decisive than webinars.

Curious about our views on the results of the Buyersphere report?
Please do not hesitate to contact us. We will gladly assist you with strategic and creative advice to give your B2B communications concrete form!