Manufacturers and distributors, if they haven't already, must take a hard look at how they can best meet the needs of their customers in a digital world, Forrester Research e-business analyst Andy Hoar says in the report, "US B2B eCommerce Forecast: 2015 to 2020."

The report urges B2B companies to “become an order of magnitude more digitally savvy.” One strategy is to produce a digital plan for 2018. First, envision how customer journeys will appear three years from now, then work backward to the present to build the right mix of data, analytics and other technology and expertise required to understand customers’ needs at a time when many buyers go online to obtain instant information on products available in a global marketplace.

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