B-to-fo Sites Should Learn Lessons From B-to-c

摘要

BtoB:What lessons can b-to-b web sites learn from their b-to-c counterparts?rnLoranger:B-to-b Web sites are lagging behind their b-to-c counterparts. Our studies show that the success rates of b-to-b and b-to-c Web sites are 58% and 66%, respectively. In general, b-to-c Web sites are doing a better job of giving people the information they need, when they need it, with fewer obstacles. Organizations that cater to business customers are holding on to business models that do not work in today's technological age. Prospects use the Web to educate themselves about your products andrnservices. Not showing the price, locking up product information and resources behind registration and contact forms creates an antagonistic Web experience. As people continue to be accustomed to online transactions and self-serve information retrieval, b-to-b organizations that don't meet their users' expectations will be left behind.