Interprofessional Group of Manufacturers for Marketing Study

The development of digital technologies is changing the production and organisational processes of companies in the industrial sector, but also the distribution channels. New stakeholders from the online retail sector are entering the market and could

How is digital transforming the business environment?

The development of the digital economy is transforming businesses and is accompanied by new consumer behaviours and expectations. The digitalisation of companies is marked by the advent of new concepts such as the Internet of Things (IoT). This digital transformation of companies concerns all sectors, including the industry sector. The impact of the digital transformation of companies can also be measured on B2B trade. The rise of new competitors, such as digital platform giants like Amazon Business, means that companies must strategically reposition themselves to remain competitive. Of course, this means integrating digital tools into the company's operations, but not only that. Sales channels and internal organisation must be rethought, with consequences for the evolution of professions and in particular that of the sales function. At the same time, mastering the new tools requires training and support for employees. 


The digitalisation of the industry

To meet new customer needs and improve their internal organisation, companies are negotiating a digital shift that affects both their equipment and their uses, with: 

  • Digitisation of data and creation of product databases. Digitisation of processes and implementation of intelligent processes. Optimisation of material and human resources. 

The Internet of Things plays a key role in the digital transformation of industry. Connected objects developed around the fields of e-health or intelligent mobility are part of the key elements of the 4th industrial revolution based on digitalisation and the development of intelligent networks. 

Digitalisation of organisation and production

With the Internet of Things, new ways of organising production processes provide for communication and interaction between the various stakeholders and give rise to smart factory projects On the production line, employees receive virtual training using augmented reality software. Energy needs and availability are continuously assessed around a network of instant communication and exchange. The issues of resource use and energy saving are thus directly addressed by the intelligent factory. The process of digital transformation that has been initiated promises, in the long term, a decisive gain in performance and productivity in the market for companies that have reached a certain stage of maturity.


Digitalisation of BtoB sales

Technology is revolutionising products and services and transforming the way they are marketed. Digital maturity on the client-side remains differentiated, mainly according to the size of the company. While overall price comparison and purchasing is becoming more and more digital, selection by word of mouth and reputation in a given industry is not extinct and traditional sales channels are still used.