What Gets Measured Gets Managed

Management guru Peter Drucker famously said, “What gets measured gets managed.” So whether you’re a B2B company just starting to sell online, or a world-class B2B eCommerce website managing billions of dollars in sales, you need to know which metrics to track and how to benchmark your efforts against your competitors. Your business depends on it.

Last week, Forrester published three reports focused on helping B2B eCommerce professionals measure and benchmark the impact that digital channels have on both their online and offline sales. The reports, new additions to Forrester’s B2B eCommerce playbook, are designed to guide insiders through the process of defining, prioritizing, and optimizing key measures – both for internal purposes and external comparisons.   

  • Measuring The Fundamentals Of B2B eCommerce.  Understand the value that B2B eCommerce metrics can have across all channels and lines of business, and what roadblocks have historically stood in the way of B2B eCommerce professionals’ measurement strategies.  Learn how to define critical B2B eCommerce metrics and align them with your most important B2B business objectives.
  • Benchmarking Your Growing B2B eBusiness.  See how to create accurate and effective measurement frameworks designed to collect and analyze peer data. Learn how to use Forrester’s B2B eCommerce maturity model to perform phase-specific benchmarking and apples-to-apples peer comparisons.
  • Key Sources For B2B eCommerce Benchmarking Data.  Learn how B2B companies are using privately and publicly available information for B2B benchmark assessments. See how B2B eCommerce professionals are leveraging new data to understand and compare B2B customer behaviors, buying trends, and best practices.

Click here for more information regarding Forrester’s B2B eCommerce Playbook or for deeper insight into any of the reports detailed above. If you have any questions or comments, feel free to ask them here, post a comment on Forrester’s community for eBusiness and Channel strategy professionals, or send me a note directly via email.  I’m eager to hear your thoughts.