BigDataFr recommends: What enterprise-technology companies must know to drive digital-sales growth

[…] Over the past few years, many B2B companies have taken a cue from their B2C counterparts by increasing their investment in digital sales. But most have achieved limited bottom-line impact, with expected gains failing to materialize or falling far below expectations. Often, the problems arise because companies have trouble achieving benefits at scale, with many promising initiatives losing momentum after the pilot stage.

Enterprise-technology companies are not exempt from these problems. In fact, they grapple with more complications than most B2B or B2C players do when they undertake digital-sales efforts […]

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By Dianne Esber, Wei Wei Liu, Åsa Tamsons, Lareina Yee
Source: mckinsey.com