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Getting ready for next generation B2B

Evolving technology, business practices and customer expectations are raising the bar for the chemicals industry's business-to-business (B2B) practices.


Watch the video to see how DSM is capturing digital opportunities in their marketing and sales function.

In the chemicals industry, electronic business-to-business (B2B) interactions typically rely on tools and techniques that have been in place for years.

But things are changing. Evolving technology and business practices, and changing expectations are quickly raising the bar for the industry’s B2B practices.


Key Findings

Accenture research shows that a number of chemical companies are already pursuing this next generation of B2B capabilities—and that is especially true of high-performing companies.

However, we believe that, in the near future, adopting and mastering digital B2B business techniques will be a fundamental imperative for all chemical companies. A growing number of companies understand this.

In a recent Accenture survey, 94 percent of chemical companies said that they expect to increase their investment in digital capabilities in the next three years—and 58 percent said they are embracing digital to gain a competitive advantage over industry peers.

If done right, these changes will give companies a powerful opportunity to:

  • Differentiate their offerings

  • Increase customer satisfaction

  • Compete more effectively


By strengthening their approach to digital B2B, chemical companies have the potential to take advantage of several important opportunities.

These opportunities include:

  • Extending the company’s reach

  • Streamlining lead qualification

  • Building stronger and deeper customer relationships