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Competing in the new game of B2B selling


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How B2B buyer expectations have changed and how you can respond

SSS Australia have been supplying medical equipment and consumables to the Australian healthcare market for over 45 years. Known for their unwavering commitment to customer care, the team at SSS Australia strive to set a benchmark in gold standard service. That aim naturally extends to their online channel, and with an eye for innovation, they work hard to offer their customers the best online experience possible.

SSS Australia aren’t new to eCommerce. The successful healthcare supply company has offered its customers online ordering since the early 2000s. But since that time, B2B eCommerce has matured and its users have grown more sophisticated. Recently, the team at SSS Australia had come to realise their existing platform wasn’t delivering the sort of agility and flexibility they needed. They found they needed to build customisations on top of their existing platform in order to offer their customers features that were considered ‘non-standard’ for B2B.

They found themselves at a crossroads: either upgrade to a newer version of their current platform, or start evaluating other options. And thus the partnership with Commerce Vision was born.

Now, more than ever, buyers expect a frictionless online experience.  The complex needs of B2B buyers means you need to get your head in the game when aligning your sales, marketing and eCommerce channel.

Watch this webinar recording of Commerce Vision's Head of Sales, David Bickerstaff and Concentrate's Director, Greg Williamson for a webinar on how to compete and stay in top form in the ever-changing game of B2B selling.

We cover

How B2B buyer expectations have changed in the last two years

  • Buyers are in the driver's seat
  • Are digital savvy and equipped with a lot of information
  • Have an expectation of frictionless, omnichannel experience

How your company can get in the game:

  • Really understanding the customer and their buying behaviour
  • Leveraging technology to gain efficiencies in 'produce to pay' and 'order to cash'
  • Empower sales people to move from order tasks to value-adding 'Sherpas'

Meet the panel

Headshots (7) David Bickerstaff
Head of Sales at Commerce Vision

David began his career in manufacturing and logistics in Australia and the UK. Over the last 30 years, David has worked with companies delivering systems to support large and medium businesses across the manufacturing, distribution and finance sectors. This has included senior roles with PRONTO, PeopleSoft and SAP.

Headshots (3) Greg Williamson
Director at Concentrate

Greg is an experienced tech marketing professional with deep expertise in lead generation for B2B tech sales teams. Concentrate are experts in the HubSpot CRM platform.

Experience eCommerce, Built for B2B