1© Copyright 2013 EMC Corporation. All rights reserved.
Debunking the Myths of B2B Selling
Sanjeev JoshiSenior Director, Digital CommerceEMC Corporation
October 17, 2013
2© Copyright 2013 EMC Corporation. All rights reserved.
• More than 60% of customer buying decisions are completed before meeting a sales rep
• Online interactions help drive buying decisions
• Generalists and specialists search differently and want different types of offers
• Customers and partners want easier ways to buy
Key Trends of B2B IT Customers
3© Copyright 2013 EMC Corporation. All rights reserved.
Typical B2B Marketplace DynamicsProduct &
Offer Complexity
Decision Makers vs. Purchasing
Agents
Multiple Customer Contacts
Pricing Complexity
Contracting Complexity
Fulfillment Complexity
Multiple Routes to
Market
4© Copyright 2013 EMC Corporation. All rights reserved.
EMC’s Start in Digital Commerce
Search Products
Browse Select Product & Options
Submit Price Quote
Request
Click to Chat & Hotline
5© Copyright 2013 EMC Corporation. All rights reserved.
Only SMB Customers will Use the Store
Most Traffic/ Leads will be from the US
IT Professionals Do Not Use Social Media
ROW quickly surpassed US for Leads51%
49%
Customers want to speak with EMC Sales before engaging a partner
63%Of US customers chose a
Partner during RFQ checkout
SMB
46%
Enterprise
54% 66,500 People 774 Likes 112 shares 240 links clicked 643 unique
visitor referrals
727 Interactions 330 Likes 404 Links Clicked 700 Unique
visitor referrals
381 unique visitor referrals
Data is Disproving Many Myths
6© Copyright 2013 EMC Corporation. All rights reserved.
Qualified Leads Quote through RFQ, Chat2 week moving average for qualified leads
Mar 3
Mar 1
0
Mar 1
7
Mar 2
4
Mar 3
1Apr
7
Apr 1
4
Apr 2
1
Apr 2
8
May 5
May 1
2
May 1
9
May 2
6Ju
n 2
Jun
9
Jun
16
Jun
23
Jun
30Ju
l 7
Jul 1
4
Jul 2
1
Jul 2
8
Aug 4
Aug 1
1
Aug 1
8
Aug 2
5
Sep
1
Sep
80
1,000
2,000
3,000
4,000
5,000
6,000
7,000
0
10
20
30
40
50
60Quiet
LaunchStabilize Run initial .com
CTA experimentsAdj. CTA’s, start
SocialBackup & Recovery Launch
.com CTAs v2
Drive Measurable Sales Impact
Non-EMC unique visitors
Midrange Mega
Launch!
