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

February 16, 2018 | State of the Market 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.

Coverage Areas

  • Accelerating Materials Innovation
  • Digital Transformation
  • Emerging Ecosystems in Agrifood and Health
  • Owning the Energy Transition
  • The Future of Mobility

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

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


Mark Bunger
Matthew Wagner, Ph.D.
Tracy Woo