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Shifting to Direct Sales Without Alienating the Channel

It's no secret that business-to-business (B2B) buyers have come to expect the same ease and convenience of online buying they enjoy for personal shopping experiences when it comes to making corporate purchases. With Forrester Research conservatively estimating nearly US$560 billion in B2B e-commerce transactions in 2013, B2B companies are facing immense pressure to deliver this kind of consumer-friendly online shopping experience.

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