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2022 B2B Digital Buyers’ Journey: Forces Shaping the Future of Enterprise Procurement

In 2019, we collaborated with SAP to understand the current trends, practices, challenges, and behaviors in relation to the digital buying of enterprise software solutions. That report, 2019 B2B Digital Buyers’ Journey: Trends, Challenges, and Predictions, offered an inside look at the shift from traditional buying cycles to whenever the need arises to meet the needs of an organization.

And then our world underwent a dramatic shift. Over the last three years, nearly every industry across every geography has changed — tremendously. And while some stability has emerged in the last year, we are still witnessing uncertainty across the economy, supply chains, and even the workforce.

In our latest report, 2022 B2B Digital Buyers’ Journey: Forces Shaping the Future of Enterprise Procurement, we once again partnered with SAP, building on the prior survey, to understand the forces that have shaped both the demand for and the process of, enterprise software procurement. We share the findings of our recent study on the subject informed by the opinions of 1,000 global decision makers, enterprise software buyers, and IT leaders.

In this research paper, you will learn:

  • The change drivers organizations are navigating
  • How leaders are stepping up
  • An exploration into how decision-making is more complex than ever
  • Why collaboration, often remote, is key
  • The changing role of the sales rep
  • The role of software demos and trials
  • A look into the future of procurement

Our research has shown that procurement teams are playing an increasingly vital role in discovering, selecting, and helping deliver the enterprise software organizations need to meet their ever-changing business requirements. For a complete dive into our current B2B digital buying trends and our predictions about the road ahead, download your copy of the 2022 B2B Digital Buyers’ Journey: Forces Shaping the Future of Enterprise Procurement, today.

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At Futurum Research our three key focus areas are research, analysis, and insights. We also provide a full offering of advisory services geared towards helping organizations adapt to new technologies and operationalize digital transformation, along with other services through our sister companies Broadsuite Media Group and V3 Broadsuite.

About the Authors

Daniel Newman is the Principal Analyst of Futurum Research and the CEO of Broadsuite Media Group. Living his life at the intersection of people and technology, Daniel works with the world’s largest technology brands exploring Digital Transformation and how it is influencing the enterprise. Read Full Bio

Shelly Kramer is a Principal Analyst and Founding Partner at Futurum Research. A serial entrepreneur with a technology centric focus, she has worked alongside some of the world’s largest brands to embrace disruption and spur innovation, understand and address the realities of the connected customer, and help navigate the process of digital transformation. She brings 20 years' experience as a brand strategist to her work at Futurum, and has deep experience helping global companies with marketing challenges, GTM strategies, messaging development, and driving strategy and digital transformation for B2B brands across multiple verticals. Shelly's coverage areas include Collaboration/CX/SaaS, platforms, ESG, and Cybersecurity, as well as topics and trends related to the Future of Work, the transformation of the workplace and how people and technology are driving that transformation. A transplanted New Yorker, she has learned to love life in the Midwest, and has firsthand experience that some of the most innovative minds and most successful companies in the world also happen to live in “flyover country.”