Njengoko ixesha leeholide lisondela, abathengisi banethuba elihle lokungena kwinkcitho yenkampani.
Njengoko ixesha leeholide lisondela, abathengisi banethuba lokungena ekungeneni kwenkcitho yenkampani. Amashishini amaninzi azimisele ukusebenzisa uhlahlo lwabiwo-mali olushiyekileyo ngaphambi kokuphela konyaka, ngelixa amanye efuna imali eyongezelelweyo yezipho zabathengisi, inkuthazo yabasebenzi kunye noxabiso lwabathengi. Abathengisi banokungaqondi nokuba banakho ukukwazi ukuba bathengi kuba banokugqunywa xa bephuma xa besebenzisa amakhadi okuthenga ngetyala enkampani xa bethenga, ezifana nezixhobo zeofisi okanye i-elektroniki.
Iindaba ezimnandi zezokuba akukho nto iphikayo ukukhula okunokwenzeka kwishishini ukuya kwishishini (B2B) lokuthengisa. Ngapha koko, i-US B2B e-commerce iqikelelwe ukuba iya kudlula i-3 yeedola zezigidi zezigidi nge-2027 kwaye ikhokele njengeyona tshaneli yokuthengisa isebenzayo ngokukaMcKinsey. Ukuthatha ixesha lokwemba ngokwenyani kwinto efunwa ngumthengi weshishini ekuphumeni ukuze kube lula kubo ukuba bathenge kuwe, yindlela ekrelekrele yokwandisa ixabiso lophawu lwakho kweli candelo libalulekileyo. Ukonyusa intengiso yeshishini kunye nokunyaniseka komthengi, nazi izicwangciso ezine zokuba lolona khetho luphezulu kubathengi be-B2B kwixesha leeholide nangaphaya.
Iqhinga loku-1: Nikela ngeendlela ezininzi zokuhlawula
Ukuba awukanikezeli uluhlu lweendlela zokuhlawula, ngoku lixesha lokuba uqale. Idatha ibonisa ukuba i-72% yabathengi bamashishini bathembeke ngakumbi kwiinkampani ezibonelela ngeendlela zabo zokuhlawula ezikhethiweyo, okwenza izisombululo eziguquguqukayo zibaluleke kakhulu ukutsala kunye nokugcina aba bathengi. Kubalulekile ukukhumbula iinketho zemveli azisoloko zihlangabezana neemfuno zabathengi be-B2B, abantengiselwano yabo ibandakanya iiodolo ezinkulu, abenzi bezigqibo ezininzi kunye neenkqubo zokwamkelwa ezintsonkothileyo.
Ukubonelela ngekhono lokuthenga ngeenketho ze-invoyisi okanye imimiselo ye-net, leyo abanye babhekisela kuyo njenge-B2B BNPL, inokunceda abathengisi bagcine abathengi, baqhube ukunyaniseka, bakhulise ixabiso eliphakathi kunye nokukhulisa isabelo se-wallet. Olu khetho alukho nje into enhle-ukuba-zilindeleke kubathengi bamashishini.
Kutheni ukhetho lwentlawulo luyimfuneko
Iinketho zokuhlawula ezilungelelanisiweyo zenza ngaphezu kokuvala intengiso; zinceda ukwakha ubudlelwane bexesha elide. Ukunika iinketho ezifana nekhredithi yorhwebo kunye nemigaqo yentlawulo eyandisiweyo kususa ukungqubana, kuvumela abathengi bequmrhu ukuba bagxile ekuqinisekiseni iimveliso kunye neenkonzo abazidingayo. Oku kubaluleke ngakumbi ngexesha leeholide xa uhlahlo lwabiwo-mali lunqongophele kwaye ixesha elibekiweyo lisondele.
Njengoko abaphandi baye bafumanisa, iiprayorithi eziphambili zabathengisi zakha ukuthembana kunye nokunyaniseka kunye nabathengi abasazamazama ukunyuswa kwamaxabiso kwizinto ezibalulekileyo. Ke, eli nqanaba lokhetho linceda ukukhuthaza ukunyaniseka, njengoko abathengi beB2B baziva bexhaswa kwiintengiselwano zabo, ekugqibeleni bakhetha ukubuyela kubathengisi ababeka phambili iimfuno zabo ezizodwa.
Isicwangciso sesi-2: Ukulungelelanisa inkqubo yokuthenga i-B2B
Xa abathengisi bebeka phambili inkqubo yokuthenga esebenzayo nefanelekileyo, i-70% yabaphathi be-B2B bakulungele ukuchitha ngaphezulu, ukuya kuthi ga kwisiqingatha sesigidi seedola kwintengiselwano enye ye-e-commerce. Kubathengi beshishini, ixesha yimali, kwaye ukungqubana kuyo nayiphi na indawo yohambo lokuthenga kuya kubangela ukukhungatheka kunye nokulahleka kweentengiso.
Umba ophambili kukwenza kube lula ukwenza ishishini nawe. Iqonga lokuthenga elisebenziseka lula ekulula ukulihamba, elineempawu ezifana nokufikelela ngokukhawuleza kwimbali yokuthenga, ukuqhutywa kokusebenza okuvunyiweyo kwangaphambili okanye ukuodola okuphindaphindwayo okulula, konga ixesha lomthengi kwaye kunciphisa ukuphoxeka. Olu ncedo lukhuthaza ukuphinda ishishini.
Kutheni ukulunga kubalulekile kwimpumelelo yeB2B
Abathengi bamashishini babona ukuthenga kwi-intanethi njengento elula kwaye bakhetha ukwenza oko xa bekulungele ukuthenga ngokuhambelana neMarike ye-B2024B ka-2 kunye neNgxelo yamava oMthengi. Bafuna iinkqubo ezikhawulezayo, ezisebenzayo neziguquguqukayo ezilungiselelwe iimfuno zabo, kufana namava okuthenga angenamthungo kubomi babo bobuqu. Iimpawu ezifana noku-odola ngobuninzi, uhlaziyo lwe-inventri yexesha langempela kunye nemigaqo yokuhlawula ngokwezifiso ivumela abathengisi ukuba baphathe ubunzima bentengiselwano yenkampani ngelixa begcina ukukhululeka kokusetyenziswa.
Ukudibanisa iinkqubo zokuphuma kurhwebo kunye namaqonga ocwangciso lweshishini labathengi (ERP) lelinye inyathelo elibalulekileyo. Ukulungelelanisa inkqubo yakho kunye nokuhamba komsebenzi wabo wangaphakathi kunciphisa iimpazamo, ukulungelelanisa ulawulo lwe-odolo kwaye unike abathengi ulongamo olukhulu lokuthenga kwabo.
Ukongeza, ukuzaliseka kweodolo ekhawulezayo, ethembekileyo kunye nokuhanjiswa ngokuchanekileyo kubalulekile ukuze kuhlangatyezwane nolindelo lwabathengi beshishini. Abathengisi abanokuthi baqhube ii-odolo ezininzi ngokufanelekileyo, babonelele ngohlaziyo lwexesha langempela kunye nokuhambisa ngexesha baya kwakha ukuthembana kunye nokukhuthaza ubudlelwane bexesha elide kunye nabathengi beenkampani.
Isicwangciso sesi-3: Qonda iimfuno ezizodwa zabathengi be-B2B
Abathengi bamashishini banemingeni eyahlukileyo efuna izisombululo zomntu ngamnye. Ukwenza inkqubo yokuthenga ngokwezifiso ukujongana nezi mfuno zikhethekileyo ngundoqo ekwakheni ubudlelwane obuhlala njalo. Abathengi abaninzi bamashishini bafuna ulawulo olongezelelweyo, njengokukwazi ukubamba i-PO okanye iinombolo ze-serial, ukuqinisekisa iirekhodi ezichanekileyo kunye nokuthotyelwa kwemigaqo-nkqubo yangaphakathi. Iinketho zokwenza ngokwezifiso ezifana nokuseta imida yenkcitho okanye ii-SKU ezivunywe kwangaphambili zenza ukuba amashishini alawule uhlahlo lwabiwo-mali kwaye alungelelanise ukuthengwa kwempahla, okwenza amava asebenze ngakumbi kuwo omabini amaqela.
Kutheni ukwenza ngokwezifiso kubalulekile kwiintengiso zeB2B
Ukubonelela nge-invoyisi ye-e-invoyisi, iinkcukacha ze-invoyisi kunye neetemplates ezenziwe ngokwezifiso ze-invoyisi kunceda abathengi bamashishini balawule ii-akhawunti zabo ngaphandle komthungo. Ukudibanisa izisombululo ze-invoyisi kwiindlela zokusebenza ezikhoyo kunciphisa imithwalo yolawulo kunye nokunciphisa iimpazamo, ukudala inkqubo yokuthenga ngokukhawuleza kumashishini kwaye kunceda ukuqinisekisa ukuba uhlawulwa ngexesha.
Ukongeza kwi-invoyisi, ukubonelela ngeendlela zokuzalisekisa ngokwezifiso, ezinje ngokuthunyelwa ngokulahla, iiodolo ezininzi, okanye ukuhanjiswa okucwangcisiweyo, kunokunceda ukulungelelanisa iimfuno zokusebenza kwabathengi beshishini. Ukupakishwa okunegama kunye nezinye izinto eziphathwayo zinokuqinisa isigqibo somthengi weshishini lokubuya.
Ngokugxila kule miba yokwenza ngokwezifiso, abathengisi banokusebenzela ngcono abathengi babo kwaye bazibeke njengamaqabane athembekileyo kwinkqubo yokuthenga ye-B2B.
Isicwangciso-qhinga 4: Ukuphucula imilinganiselo yokhuseleko ukunciphisa ubusela be-ID yeshishini
Ngaphezu kwesinye kwisithathu sabarhwebi be-intanethi abanamava okubiwa kwezazisi ngo-2024, beqaqambisa inkxalabo ekhulayo yabathengisi kunye nabathengi be-B2B ngokufanayo. Ukuphumeza amanyathelo okhuseleko awomeleleyo akugcini nje ngokukhusela ishishini lakho kodwa kwakha ukuthembana kubathengi abamanyanisiweyo, ukomeleza isidima sakho kunye nokukhuthaza ishishini eliphinda-phindayo.
Abathengisi banokunyusa itekhnoloji ephezulu, efana ne-AI kunye nokufunda koomatshini, ukunceda ukuhlala inyathelo elinye phambi kwabaphuli-mthetho. Iinkqubo eziqhutywa yi-AI zinokuhlalutya ngokukhawuleza iiseti ezinkulu zedatha, ukuxela imisebenzi ekrokrisayo kunye nokufumanisa izitenxo ezinokubonisa ubuqhetseba. Ezi nkqubo zinokuchonga izisongelo ngexesha langempela, zivumela abathengisi ukuba baphendule ngaphambi kokuba kwenziwe nawuphi na umonakalo.
Kutheni ukhuseleko lwandisa ukuthengisa
Ukhuseleko olomeleleyo alukhuseli nje amashishini- lunceda ukuqhuba ukuthengisa. Ukunikezela ngentengiselwano ekhuselekileyo, engenamthungo yakha ukuzithemba kwishishini lakho. Njengoko abathengi beshishini bethanda ukuba neeodolo ezinkulu, kufuneka bazi ukuba ulwazi lwabo olubuthathaka lukhuselekile. Ukufunyanwa kobuqhetseba ngexesha langempela kunye neendlela zokuhlawula ezikhuselekileyo zinciphisa ukulahlwa kwenqwelo kwaye zinike uxolo lwengqondo kubathengi kunye nabaqeshi babo.
Ekugqibeleni, ngokunikezela ngeendlela zokuhlawula eziguquguqukayo, ukulungelelanisa inkqubo yokuthenga, ukulungelelanisa amava okuthenga kunye nokuphucula amanyathelo okhuseleko, abathengisi banokuzibeka njengendlela yokuya kubathengi bezoshishino ngeli xesha leeholide.
Ngokuphathelele umbhali: UBrandon Spear yi-CEO ye-TreviPay, umboneleli we-fintech, ozinikele ekuququzeleleni iintlawulo ze-B2B kunye nokwandisa ikhredithi yorhwebo.
Umthombo ovela Inethiwekhi yeInsight yokuthengisa
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