Abstract

This IDC MarketScape evaluates the capabilities and strategies of eight IT service providers on helping industrial manufacturing companies to execute on their B2B digital commerce strategies and to implement B2B commerce solutions accordingly. Digital commerce currently only represents a minor share of transactions among industrial B2B manufacturing organizations. Nevertheless, IDC expects these industries to see significant change in the coming five years, driven by the tailwinds of the COVID-19 pandemic; lockdowns forcing the closure of physical sales channels, trade fairs, or showrooms; and social distancing measures that make in-person customer visits impossible. This will lead many industrial manufacturers to rethink how they sell their products and services in the future. To execute on B2B digital commerce strategies, industrial manufacturers will also rely on external help from IT services providers.

"IT service providers that have end-to-end services capabilities, a global geographic reach, industrial manufacturing domain know-how, and user experience design capabilities have an advantage compared with those that do not, but such comprehensive capabilities might not be needed in all types of B2B digital commerce engagements," said Stefanie Naujoks, research director at IDC Manufacturing Insights. "However, manufacturers should consider in particular those IT services providers that help them to start small but scale fast."

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