From B2C to B2B: Identifying Digital Business Models for Physical Industries

February 16, 2018 | Research Report

While B2C companies have leveraged data and connectivity to create novel customer-centric business models, B2B companies have lagged far behind in this respect. In this report, we will present a framework that B2B companies can use in combination with digital technologies to create novel data-based customer-centric business models. We will discuss and analyze case studies from several B2B industry sectors that highlight novel business models enabled by digital technologies.


  • Chemicals
  • CPG
  • Government & Non-Profit
  • Industrials
  • Utilities

Table of Contents

  • Executive Summary
  • Landscape
    B2B companies can unlock tremendous value by using digital technologies to enable new business models. However, blindly copying B2C business models is a sure recipe for failure.
  • Analysis
    Real-world case studies indicate that B2B companies are indeed using digital tools to optimize transactional attributes along the dimensions discussed in the framework presented earlier
  • Outlook

Lead Analysts

Vice President, Group Director
Kevin See, Ph.D.
Vice President, Research


Matthew Wagner, Ph.D.

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