This IDC Perspective analyzes multi-step B2B sales, highlighting the rapidly evolving landscape of complex distribution networks, value-added resellers, and partner relationships. This document explores the key trends driving transformation as well as value creation opportunities in multi-step B2B sales. Ultimately, it provides insights on how digital technologies can play an important role in addressing related challenges and enabling companies to capitalize on emerging opportunities. "Multi-step B2B sales offer numerous opportunities for value creation and business model innovation. However, they can only be fully realized through an agile approach and careful management of the partner life cycle. To truly unlock value across the entire value chain, companies must strategically leverage cloud and AI-enabled solutions, transforming the way they collaborate, execute, and serve their customers." — Mark Casidsid, senior research analyst, worldwide digital commerce, IDC
Executive Snapshot
Situation Overview
Trends Driving the Transformation in Multi-Step B2B Sales
Value Creation Opportunities in Multi-Step B2B Sales
Value for Manufacturers
Value for Partners
Challenges to Address
Leveraging Cloud and AI Technology to Enhance Multi-Step B2B Sales
Addressing Challenges in Multi-Step B2B Sales Through Digital Commerce
Partner Performance Monitoring
Channel Conflict Resolution
Process Automation and Integration
Data-Driven Decision Making
Advice for the Technology Buyer
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Related Research
Synopsis
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