The Manufacturing CEO's 3AM Anxiety
B2B Commerce is no longer optional, but for mid-market leaders, it's a minefield. Explore the data behind the digital transformation paradox.
The Worry Radar
We surveyed 500+ Mid-Market CEOs (Revenue $50M - $1B). Their concerns are structural. Interact with the chart to see the breakdown.
Integration Complexity Top Concern
"How do I connect this new shiny commerce engine to my 20-year-old ERP without breaking the business?" This is the primary paralyzing fear.
CEO Quote:
"I feel like I'm performing open-heart surgery on the company while running a marathon."
The "Spaghetti Bowl" Problem
Why is integration the #1 fear? Because manufacturing tech stacks are organic, messy, and critical. Click the layers below to understand the friction.
Legacy ERP
🏭System of Record (SAP, Oracle)
Middleware / APIs
🔌The Translator (MuleSoft, Code)
Commerce Frontend
🛒The Customer Experience
The ERP Anchor
The Fear
"If the ERP goes down or data doesn't sync real-time, we sell inventory we don't have. Production stops. Clients leave."
The Reality
Most legacy ERPs were never designed for the speed of web commerce. Real-time pricing logic often lives in the ERP, causing massive latency.
Impact on Sleep
Critical Stressor
Cost vs. Value Gap
CEOs wary of "Digital Transformation" money pits. The data shows a discrepancy between expectation vs market reality.
💡 Key Insight: Most CEOs overestimate initial license costs but vastly underestimate implementation services.
The Human Firewall
The best technology fails if no one uses it. Toggle below to analyze the two fronts of resistance.
Sales Rep Resistance
"They'll Replace Me"
68% of field sales reps view B2B commerce portals as a direct threat to their commissions.
Loss of Control
Reps fear losing the ability to upsell or manage nuanced pricing negotiations manually.
Strategic Imperatives
1. Composable Integration
Treat ERP as a database, not a logic engine. Use API middleware.
2. Hybrid Adoption
Incentivize reps for online orders. Make the portal *their* tool.
3. Value-First Phasing
Launch a "Reorder Portal" first (MVP) to prove ROI fast.