From Excel to digital sales

A CEO guide to modern B2B customer portals

Your B2B customers have already changed how they buy. The question is whether your organisation has kept up.

This guide gives you a clear, executive‑level overview of how modern B2B customer portals reshape revenue, cost, growth and customer experience, and why companies that wait risk losing deals long before sales ever sees them.

It’s written for leaders who want to understand how digitalisation actually impacts growth, margins and scalability.

What you’ll learn:

• How B2B buying behaviour has shifted Why 75% of buyers would switch supplier for a better digital experience and what that means for your business.
• The real cost of inaction How friction in the buying journey silently moves deals to competitors, and why manual processes scale poorly.
• A practical model for digital B2B sales How self‑service, automation and a connected buying journey increase order frequency and reduce operational cost.
• Case study: Heidenreich How a traditional distributor transformed complexity into clarity and achieved 6,500+ orders in two months.
• Platform comparison: Norce vs ERP add‑ons, monoliths and custom builds A clear breakdown of cost, time-to-market and scalability.
• A roadmap for moving from spreadsheets to scalable digital sales What to prioritise, what to avoid, and how to accelerate.