Capitalizing on Punchout Catalogs Part 4: New Buyers from Existing Customers

By Chris Shults, Punchout Catalog and B2B e-Commerce Specialist on March 5, 2015

Punchout catalog flow

How can a punchout catalog bring me new buyers from existing customers?

One of the biggest positive impacts that punchout catalog capable suppliers get is being introduced to new buyers from within an existing organization who didn’t know about you before you provided a punchout catalog.

How is that possible? Well, as good as your sales people may be, there is nothing like your customers’ company policies to drive new business to you.

Most buyers are forced by their company policy to search for items they want to purchase on their eProcurement system FIRST.  This is like a match-maker for buyers and sellers.  Your punchout catalog acts as an introductory profile… or a big net even… to those buyers who would otherwise never know you even exist because they never leave their e-procurement system to source products or services.

Now it’s just simple math:  the more buyers you have buying from you from within an organization… the more orders and revenues you will get from that single customer.  Punchout catalogs helps you optimize the buying potential of your largest customers and compliments greatly the efforts that your sales people are making with that customer.

Posted in B2B eCommerce for Buyers, B2B Sales and Marketing, Business Growth and Development, PunchOut Catalogs, Sellers Corner