US B2B customer customer channel choice by stage (2020)
Before the COVID-19 crisis, B2B customers were increasingly using digital and remote channels to interact with suppliers.
In 2020, amidst the pandemic, Katherine and other sales leaders saw this trend accelerate and reach an inflection point.
Most relevant during:
GTM Fit phase
Scale phase
PMF phase
Most relevant for:
ACVs < $15K
ACVs $15K-$50K
ACVs > $50K
