Guest article by Andreas Öttl, Head of Marketing at Curry Innovations.
Even though many customers in the B2B sector now have the opportunity to get in touch with a company via a wide variety of channels and touchpoints, the website is still the most important point of contact in B2B. Companies should no longer allow themselves to neglect this in times of digital change. Rather, they must make it their business to critically review the current status again and again and, if necessary, make quick adjustments so as not to fall behind the competition. To achieve this, online marketing managers should take a look into the future in order to prepare their online presence for it. After all, the corporate website is the central hub for digital marketing and offers visitors and customers all relevant information at a glance. The online presence should be part of a holistic marketing strategy and act as a central hub for marketing activities. But what features should a website have in order to still be attractive to visitors in a few years' time? And how can these features be realized?
1. modern design and outstanding usability
Today, a professional website design is the be-all and end-all - because the design is one of the first things that catches the eye of a website visitor. A modern website should be characterized by convenient navigation, clarity and easy comprehensibility. Usability, i.e. the ease of use of the website, should also not be neglected. The kind of operation that users are familiar with from apps is particularly intuitive.
2. optimized for mobile devices
Many B2B customers now also use their mobile devices to research new products or services. It is therefore important that the website is also easy to use on mobile devices. However, this does not mean that a website created for a desktop PC can simply be implemented 1:1 on mobile devices. In order to make mobile navigation as convenient as possible, it may be necessary to rearrange individual elements or even reduce content in order to keep the visitor's attention for as long as possible.
3. state of the art technology
Not only should the front end play a role in a website, but the back end also plays a central role. For example, it is important that the front end is based on clean and error-free source code. This plays a particularly important role for technical SEO, fast loading and therefore for the customer's user experience. This also means that the application is generally responsive and performs well, meaning that the user benefits not only from short loading times but also from powerful filters and a powerful, fast search function. Just as important: very good functionality and that the website works equally well on all relevant browsers. On the backend side, a modern CMS is required for this. However, due to the large number of possible touchpoints, this must no longer focus solely on the creation of websites, but must be able to serve a variety of channels.
4. integration with other channels and systems
Due to the large number of existing touchpoints that B2B customers can use to get in touch with a company, the website is not necessarily the first point of contact. It therefore makes sense to link the website with other channels such as social media, blogs or interactive configurators. However, this is not only important for these touchpoints - it can also be an important step for connecting other IT systems. For example, if data from third-party systems, such as an ERP system, is required, or if a company is planning to add AI functionalities to the website or offer contact via a chat bot.
5. public and non-public areas
In the course of after-sales support in particular, it can be important to provide customers with access via a B2B web portal. For example, they can access orders that have already been placed, customer discounts and personalized information and content. In addition, the company also knows which customer has logged in at what time - and always has access to relevant data, making it easier to provide the customer with personalized offers.
6. measurability and data protection
If marketing wants to measure whether marketing measures and website updates are actually successful, detailed web analysis is essential. Today, this goes far beyond the simple measurement of access figures and provides marketers with an overview of which measures and content are useful and which are not. Of course, companies must ensure that this review is carried out in compliance with data protection regulations (in accordance with the GDPR) and that legally compliant information is included in the website's data protection guidelines. It is also important to ensure that the data protection information is up to date - and that data transmission is only possible in encrypted form via HTTPS.
Implementation using progressive web apps
One example of how companies can make their internet presence fit for the future is the implementation of progressive web apps (PWA). This is a modern technology that combines the advantages of traditional websites and native apps. For example, it uses the advantages of native apps, such as access to certain end device functionalities, without losing the advantages of websites, such as relevance in search engines or browser-based access.
The question of whether a company wants to use a web app usually arises as part of a website relaunch, when developing special (business) applications or when optimizing the offering for the mobile web. A PWA is a very good alternative to native apps in particular. In many cases, native apps can be replaced by PWAs so that only a PWA is required instead of a website plus apps. This reduces effort both in terms of creation and subsequent maintenance and therefore cuts costs. If B2B companies decide to use this technology and implement the features of future-proof websites, they will be well prepared for the tough digital competition.
Further information on PWA technology and its implementation can be found in the free white paper "Progressive Web Apps - modern applications for the web of tomorrow" from Curry Innovations, which is available at following link is available for download free of charge.