It's undeniable - more and more B2B buyers are conducting research online before they come anywhere near to narrowing down their final vendors.
In fact, in an organisational purchase decision, online research was rated as more important than word of mouth from employees, others and executives - topped only by vendor word of mouth. This is according to Mediative's report, The Buyersphere Project (if you haven't read it then I strongly suggest you get your hands on it now).
With that in mind, here's an infographic we've created with the basic functional elements that are no longer "nice-to-have", but essential to ensure your site has what it needs to generate leads.
