Digital Work for Manufacturing, Agribusiness and Industry

Manufacturers usually treat their website as a brochure. The buyer, however, treats it as a due diligence document. Research shows 83 percent of the B2B buying journey happens before a sales representative is contacted, and 68 percent of buyers research supplier websites directly.

For an exporter that gap is expensive. If a procurement team in Japan or a strategic acquirer in Singapore cannot verify your capacity, certifications and product range without emailing you, they move to the supplier who published it. Visibility in this sector is not marketing spend, it is qualification for the shortlist.

BTCOCOA is the clearest illustration. Six years of digital work generated leads from more than 50 countries, and according to the company's own IT Manager on camera, Olam International first found BTCOCOA through Google search before the acquisition that closed in February 2019. Digital presence rarely influences B2B mergers at that scale, which is exactly why the case is worth documenting.