Doing B2B e-commerce in Japan has a particular flair to it. Digital B2B requires a particular style of marketing, and automated manipulative tactics are having a huge impact on businesses in the region, as well as strengthening the market’s sales force. It enables companies to deliver the best message for direct distribution.
B2B is directly connected to each culture’s style and, as you could imagine, is inherently linked to the working style and practices of the country. The two are literally correlated, that’s how digitization has progressed in these countries, and what’s acceptable in these domains has been defined.
Understanding Japanese digital penetration will help you adapt your own strategy.
3 useful concepts to understand:
- Electronic Signature is not considered secure
- The disruptive dawn of content marketing
- Conglomerate “Top of Funnel”
Electronic Signature is not considered secure
As you already know, the funnel concept is one of the most popular schemas in the B2B market, leading sales, conversion, and engagement. The trail of steps goes through the conclusion of a contract on a remotely electronic basis.
However, the idea of the electronic signature has not caught on for the cautious Japanese, who prefer the legitimacy of physical signatures and documents. Though it’s beginning to become more popular, the Japanese find more security in physical stamps on paper, duplicate copies, and face to face meetings.