The COVID-19 pandemic’s swift arrival has injected unprecedented chaos and uncertainty into the global economy, forcing companies to nimbly adjust to their customers’ rapidly changing needs and expectations. Where digital transformation may once have been a luxury, it is now a business necessity.

While no one has been untouched by the pandemic’s effects, past recessions teach us that those companies that master a few key principles can expect to emerge from economic hardship even stronger than they entered it. In this Whitepaper, ARPEDIO CEO and Founder Ulrik Monberg looks at new research on the shifting behaviors and expectations of buyers during the coronavirus crisis. Using this research, he offers three key pieces of advice for B2B companies to master the downturn through digitizing their sales process.