Why Most B2B Digital Transformations Fail And How To Succeed

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Every Saturday, we share insights with 1,100+ supply chain leaders on modernizing business operations for the digital age. This newsletter will be Free for the reader forever. Enjoy!

To learn more about how Harris Web Works can help you to future proof your manufacturing wholesale or distribution business, click here.

How to navigate the 5 phases of B2B digital transformation (...steal this framework to reduce friction & resistance):

Most B2B companies struggle with digital transformation because they don't understand the emotional journey.

Having helped dozens of manufacturers and distributors transform successfully, we’ve identified these 5 critical phases:

1️⃣ Resistance Phase — "Stop, I don't want this."

This is completely natural and actually signals progress. Here's what it typically looks like:

• Employees express concerns about job security

• Teams worry about learning new systems

• Management questions ROI and timeline

• IT raises security concerns

Key Strategy: Active listening and early involvement

Create structured listening sessions where:

• Every department shares their concerns

• Teams contribute ideas for improvement

• Leaders help shape the vision

• Everyone feels heard and valued

2️⃣ Excitement Phase — High (Sometimes Too High) Expectations

Common reactions include:

• "This will solve all our problems!"

• "We'll be fully digital in 3 months!"

• "Our competitors won't know what hit them!"

Key Strategy: Setting realistic timelines

Create detailed project roadmaps showing:

• Actual time needed for data migration

• Training requirements

• Testing periods

• Potential challenges

3️⃣ Frustration Phase — Reality Sets In

This is where many projects derail. Teams discover:

• Data quality issues

• Process gaps

• Training needs

• Integration challenges

Key Strategy: Focus on small wins

Break the project into manageable chunks:

• Celebrate each milestone

• Share success stories

• Document improvements

• Keep momentum building

4️⃣ Adoption Phase — Building New Habits

This is where transformation takes root through:

• Regular practice sessions

• Feedback collection

• Process refinement

• Support systems

Key Strategy: Creating feedback loops

Implement:

• Weekly check-ins

• Usage metrics

• User surveys

• Adjustment periods

5️⃣ Integration Phase — The New Normal

Digital processes become "just how we do business" when:

• Teams work naturally in new systems

• Efficiency improves

• ROI becomes visible

• Change is complete

You can't skip any phase. But you can reduce the pain.

The key? Start with a thorough needs assessment:

• Interview internal & external customers

• Gather quantitative data

• Create a shared vision

• Only then choose technology partners

This approach has helped dozens of B2B companies transform successfully, from small manufacturers to large distributors.

Whenever you're ready, here's how we can help you:

Harris Web Works is a digital transformation agency that helps supply chain partners (manufacturers, wholesalers & distributors) meet new generational buyer demands & expectations by installing streamlined e-commerce systems.

To learn more about how we can help you future-proof your business, click here.