CINXE.COM

<!DOCTYPE html><html data-wf-domain="www.chilipiper.com" data-wf-page="62e2f2af201fb761e61d37b5" data-wf-site="61c9fe00acd90d7271f7014e" lang="en" data-wf-collection="62e2f2af201fb719ef1d36f9" data-wf-item-slug="b2b-buying-journey-report"><head><meta charset="utf-8"/><title>B2B Buyer Journey Report | Chili Piper</title><meta content="The B2B Buying Journey Report analyzes 100 B2B SaaS companies and if they are providing the best inbound buying experience based on pricing, demo scheduling and product demo tours." name="description"/><meta content="B2B Buyer Journey Report | Chili Piper" property="og:title"/><meta content="The B2B Buying Journey Report analyzes 100 B2B SaaS companies and if they are providing the best inbound buying experience based on pricing, demo scheduling and product demo tours." property="og:description"/><meta content="https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/646f564ab230e07962b7eb49_nandcp%20thumbnail.jpg" property="og:image"/><meta content="B2B Buyer Journey Report | Chili Piper" property="twitter:title"/><meta content="The B2B Buying Journey Report analyzes 100 B2B SaaS companies and if they are providing the best inbound buying experience based on pricing, demo scheduling and product demo tours." property="twitter:description"/><meta content="https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/646f564ab230e07962b7eb49_nandcp%20thumbnail.jpg" property="twitter:image"/><meta property="og:type" content="website"/><meta content="summary_large_image" name="twitter:card"/><meta content="width=device-width, initial-scale=1" name="viewport"/><meta content="rN_nR8tuU-Xdp7E5mU5hUn-RBvdL_ypsSxMmccvb8LE" name="google-site-verification"/><link href="https://cdn.prod.website-files.com/61c9fe00acd90d7271f7014e/css/chilipiper.3a7681b8e.css" rel="stylesheet" type="text/css"/><style>@media (min-width:992px) {html.w-mod-js:not(.w-mod-ix) [data-w-id="1021a3b9-cbed-47d6-00d0-ffb97e6b0642"] {opacity:0;}}@media (max-width:991px) and (min-width:768px) {html.w-mod-js:not(.w-mod-ix) [data-w-id="1021a3b9-cbed-47d6-00d0-ffb97e6b0642"] {opacity:0;}}@media (max-width:767px) and (min-width:480px) {html.w-mod-js:not(.w-mod-ix) [data-w-id="1021a3b9-cbed-47d6-00d0-ffb97e6b0642"] {opacity:0;}}@media (max-width:479px) {html.w-mod-js:not(.w-mod-ix) [data-w-id="a42ad143-e823-0916-532f-5fcb390c3a7a"] {-webkit-transform:translate3d(0, 100px, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) skew(0, 0);-moz-transform:translate3d(0, 100px, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) skew(0, 0);-ms-transform:translate3d(0, 100px, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) skew(0, 0);transform:translate3d(0, 100px, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) skew(0, 0);}}</style><link href="https://fonts.googleapis.com" rel="preconnect"/><link href="https://fonts.gstatic.com" rel="preconnect" crossorigin="anonymous"/><script src="https://ajax.googleapis.com/ajax/libs/webfont/1.6.26/webfont.js" type="text/javascript"></script><script type="text/javascript">WebFont.load({ google: { families: ["Montserrat:100,100italic,200,200italic,300,300italic,400,400italic,500,500italic,600,600italic,700,700italic,800,800italic,900,900italic","Open Sans:300,300italic,400,400italic,600,600italic,700,700italic,800,800italic","Bebas Neue:regular","Bayon:regular"] }});</script><script type="text/javascript">!function(o,c){var n=c.documentElement,t=" w-mod-";n.className+=t+"js",("ontouchstart"in o||o.DocumentTouch&&c instanceof DocumentTouch)&&(n.className+=t+"touch")}(window,document);</script><link href="https://cdn.prod.website-files.com/61c9fe00acd90d7271f7014e/63d787acdbdc86179f01ed1a_Favicon%20(1).png" rel="shortcut icon" type="image/x-icon"/><link href="https://cdn.prod.website-files.com/61c9fe00acd90d7271f7014e/63d786892fb10995dd9b5fc6_webclip.png" rel="apple-touch-icon"/><link href="https://www.chilipiper.com/post/b2b-buying-journey-report" rel="canonical"/><script src="https://cdn.jsdelivr.net/npm/algoliasearch@4.24.0/dist/algoliasearch-lite.umd.js" integrity="sha256-b2n6oSgG4C1stMT/yc/ChGszs9EY/Mhs6oltEjQbFCQ=" crossorigin="anonymous"></script> <script src="https://cdn.jsdelivr.net/npm/instantsearch.js@4.73.0/dist/instantsearch.production.min.js" integrity="sha256-gBDtQ3AJfoB4Sd7Yb5UWcgH5l1E3m38O4iXDuGjORMQ=" crossorigin="anonymous"></script>  <meta property="og:url" content="https://chilipiper.com"> <meta property="og:image:width" content="1200"> <meta property="og:image:height" content="630"> <meta property="og:image" content="https://cdn.prod.website-files.com/61c9fe00acd90d7271f7014e/63d3ced9ad95e57120cd4d8b_Website-Default-Thumnail.jpg"> <meta property="og:logo" content="https://cdn.prod.website-files.com/61c9fe00acd90d7271f7014e/63d231eb5c50943bb3237b89_chili-piper-logo-only.png"> <meta name="twitter:site" content="@chilipiper"> <meta name="ahrefs-site-verification" content="54b3ef496a48f1b5283b218c5947dbb0fac6e803d1acf1da7fcf17c5415f0623">  <script> (function(){var a=window.mutiny=window.mutiny||{};if(!window.mutiny.client){a.client={_queue:{}};var b=["identify","trackConversion"];var c=[].concat(b,["defaultOptOut","optOut","optIn"]);var d=function factory(c){return function(){for(var d=arguments.length,e=new Array(d),f=0;f<d;f++){e[f]=arguments[f]}a.client._queue[c]=a.client._queue[c]||[];if(b.includes(c)){return new Promise(function(b,d){a.client._queue[c].push({args:e,resolve:b,reject:d});setTimeout(d,500)})}else{a.client._queue[c].push({args:e})}}};c.forEach(function(b){a.client[b]=d(b)})}})(); </script> <script data-cfasync="false" src="https://client-registry.mutinycdn.com/personalize/client/10f1567c0e04fe32.js"></script>  <script src="https://code.jquery.com/jquery-3.6.0.js" integrity="sha256-H+K7U5CnXl1h5ywQfKtSj8PCmoN9aaq30gDh27Xc0jk=" crossorigin="anonymous"></script>  <script> var pricing = { "concierge_users_monthly_new": "45", "concierge_users_annual_new": "30", "distro_users_monthly_new": "30", "distro_users_annual_new": "20", "concierge_distro_users_monthly_new": "60", "concierge_distro_users_annual_new": "40", "spicy_users_monthly_new": "22.5", "spicy_users_annual_new": "15", "hot_users_monthly_new": "37.5", "hot_users_annual_new": "25", "events_users_annual_new": "20", "events_annual": "250", "platform_annual": "150", "platform_monthly": "225", "platform_annual_hot": "400", "platform_monthly_hot": "600", "platform_annual_inferno": "1000", "platform_monthly_inferno": "1500" }; var ajax_url = { "url": window.location.hostname, "portalId": "6869583", "sitetitle": document.title, "urlsite": location.protocol + '//' + location.host + location.pathname } let chili = { "portalId": "6869583", "sitetitle": document.title, "url": location.protocol + '//' + location.host + location.pathname } </script>  <link rel="stylesheet" href="https://divhunt.b-cdn.net/clients/chilipiper/code/production/main1726830833.css"> <script src="https://divhunt.b-cdn.net/clients/chilipiper/code/production/main1728578669.js"></script>  <script async="" src="https://www.googletagmanager.com/gtag/js?id=AW-797343174"></script> <script> window.dataLayer = window.dataLayer || []; function gtag(){dataLayer.push(arguments);} gtag('js', new Date()); gtag('config', 'AW-797343174'); </script> <script>(function(w,d,s,l,i){w[l]=w[l]||[];w[l].push({'gtm.start': new Date().getTime(),event:'gtm.js'});var f=d.getElementsByTagName(s)[0], j=d.createElement(s),dl=l!='dataLayer'?'&l='+l:'';j.async=true;j.src= 'https://www.googletagmanager.com/gtm.js?id='+i+dl;f.parentNode.insertBefore(j,f); })(window,document,'script','dataLayer','GTM-5N9CWB6');</script>  <noscript><iframe src="https://www.googletagmanager.com/ns.html?id=GTM-5N9CWB6" height="0" width="0" style="display:none;visibility:hidden"></iframe></noscript>  <link rel="stylesheet" href="https://cdn.jsdelivr.net/npm/swiper@8/swiper-bundle.min.css" /> <script src="https://cdn.jsdelivr.net/npm/swiper@9/swiper-bundle.min.js"></script>  <script src="//fast.wistia.net/assets/external/iframe-api-v1.js"></script> <link rel="chrome-webstore-item" href="https://chrome.google.com/webstore/detail/digckgagekofoajjlaeceojmdokllfmf">  <script charset="utf-8" type="text/javascript" src="//js.hsforms.net/forms/shell.js"></script> <style> .initial-hide{display:none;} img[src="https://segment.prod.bidr.io/associate-segment?buzz_key=metadata&segment_key=metadata-60&value="] {display: none;} </style><meta name="twitter:label1" value="Written by"/> <meta name="twitter:data1" value=""/> <meta name="twitter:label2" value="Published on"/> <meta name="twitter:data2" value="Nov 06, 2024"/> </head><body class="text-block-25"><div class="global_css_styles w-embed"></div><div class="global_scripts w-embed"></div><div class="section header padding0"><div class="container is-100 w-container"><div class="header-flex"><div class="header-left"><a href="/" class="link-block logo-header w-inline-block"><img src="https://files.tryflowdrive.com/org-43506c5e-4dec-4c30-bb29-f21a60a6ad91/file-de237d97-e29c-41cc-99f9-179bbb929dbd_piper.svg" class="image header-logo"/></a></div><div class="header-right is-100"><div class="main-links"><ul role="list" class="header-links-wrapper"><li class="header-link-wrap"><a href="/demand-conversion" class="header-link">Demand Conversion</a></li><li class="header-link-wrap has-dropdown"><a href="#" class="header-link">Solutions</a><div class="header-dropdown solutions"><div class="nav-solutions-left"><div class="nav-solutions-left-top"><div class="solutions-dropdown-title">Convert Platform</div><div class="div-block-122"><a href="/products/chilical" class="solutions-link w-inline-block"><div class="solutions-link-left"><img loading="lazy" src="https://cdn.prod.website-files.com/61c9fe00acd90d7271f7014e/644999f022d8cb17619c98a9_Products%20Icons%20(3).svg" alt=""/></div><div class="solutions-link-right"><div class="solution-link-title">ChiliCal</div><p class="solutions-link-desc">Book the right meetings faster with one-click scheduling</p><img loading="lazy" src="https://cdn.prod.website-files.com/61c9fe00acd90d7271f7014e/644999ef6cac46f61001d9b9_Arrows%20(Outline).svg" alt="" class="solution-link-arrow"/></div></a><a href="/products/chat" class="solutions-link w-inline-block"><div class="solutions-link-left"><img loading="lazy" src="https://cdn.prod.website-files.com/61c9fe00acd90d7271f7014e/665ec50c63cf7f6acba5c595_chat_icon.svg" alt=""/></div><div class="solutions-link-right"><div class="solution-link-title">Chat</div><p class="solutions-link-desc">Engage website visitors with automated Journeys and live chat</p><img loading="lazy" src="https://cdn.prod.website-files.com/61c9fe00acd90d7271f7014e/644999ef6cac46f61001d9b9_Arrows%20(Outline).svg" alt="" class="solution-link-arrow"/></div></a><a href="/products/form-concierge" class="solutions-link w-inline-block"><div class="solutions-link-left"><img loading="lazy" src="https://cdn.prod.website-files.com/61c9fe00acd90d7271f7014e/644685ae64e214608b42280f_Products%20Icons%20(2).svg" alt=""/></div><div class="solutions-link-right"><div class="solution-link-title">Form Concierge</div><p class="solutions-link-desc">Qualify, route, and schedule prospects directly from your web form</p><img loading="lazy" src="https://cdn.prod.website-files.com/61c9fe00acd90d7271f7014e/644999ef6cac46f61001d9b9_Arrows%20(Outline).svg" alt="" class="solution-link-arrow"/></div></a><a href="/products/concierge-live" class="solutions-link hide w-inline-block"><div class="solutions-link-left opacity0"><img loading="lazy" src="https://cdn.prod.website-files.com/61c9fe00acd90d7271f7014e/644685ae64e214608b42280f_Products%20Icons%20(2).svg" alt=""/></div><div class="solutions-link-right"><div class="div-block-123"><div class="solution-link-title">Concierge Live</div><div class="nav-tag">ADD-ON</div></div><p class="solutions-link-desc">Connect your prospects through live calls</p><img loading="lazy" src="https://cdn.prod.website-files.com/61c9fe00acd90d7271f7014e/644999ef6cac46f61001d9b9_Arrows%20(Outline).svg" alt="" class="solution-link-arrow"/></div></a><a href="/products/distro" class="solutions-link w-inline-block"><div class="solutions-link-left"><img loading="lazy" src="https://cdn.prod.website-files.com/61c9fe00acd90d7271f7014e/644999ef7e3251467eee2e9c_Products%20Icons%20(1).svg" alt=""/></div><div class="solutions-link-right"><div class="solution-link-title">Distro</div><p class="solutions-link-desc">Route records in Salesforce based on a Trigger</p><img loading="lazy" src="https://cdn.prod.website-files.com/61c9fe00acd90d7271f7014e/644999ef6cac46f61001d9b9_Arrows%20(Outline).svg" alt="" class="solution-link-arrow"/></div></a><a href="/products/handoff" class="solutions-link w-inline-block"><div class="solutions-link-left"><img loading="lazy" src="https://cdn.prod.website-files.com/61c9fe00acd90d7271f7014e/644999efc294eab777de66cd_Products%20Icons%20(2).svg" alt=""/></div><div class="solutions-link-right"><div class="solution-link-title">Handoff</div><p class="solutions-link-desc">Route and schedule prospects from bizdev to sales to implementation</p><img loading="lazy" src="https://cdn.prod.website-files.com/61c9fe00acd90d7271f7014e/644999ef6cac46f61001d9b9_Arrows%20(Outline).svg" alt="" class="solution-link-arrow"/></div></a></div></div><div class="nav-solutions-left-bottom"><div><a href="/integrations" class="solutions-link w-inline-block"><div class="solutions-link-left"><img loading="lazy" src="https://cdn.prod.website-files.com/61c9fe00acd90d7271f7014e/644999ef0965216f7d986024_Products%20Icons%20(4).svg" alt=""/></div><div class="solutions-link-right"><div class="solution-link-title">Integrations</div><p class="solutions-link-desc">We work seamlessly with all your favorite tools</p><img loading="lazy" src="https://cdn.prod.website-files.com/61c9fe00acd90d7271f7014e/644999ef6cac46f61001d9b9_Arrows%20(Outline).svg" alt="" class="solution-link-arrow"/></div></a></div></div></div></div></li><li class="header-link-wrap"><a href="/pricing" class="header-link">Pricing</a></li><li class="header-link-wrap has-dropdown"><a href="#" class="header-link">Customers</a><div class="header-dropdown mini"><div class="div-block-4 full"><ul role="list" class="list-3"><li class="header-dropdown-link-wrap nomargin"><a href="/wall-of-love" class="header-dropdown-link">Wall of Love</a></li><li class="header-dropdown-link-wrap"><a href="/chili-champion" class="header-dropdown-link">Advocacy Program</a></li><li class="header-dropdown-link-wrap"><a href="https://www.chilipiper.com/resources/customer-stories" class="header-dropdown-link">Customer Stories</a></li><li class="header-dropdown-link-wrap"><a href="/support-metrics" class="header-dropdown-link">Support Metrics</a></li></ul></div></div></li><li class="header-link-wrap has-dropdown"><a href="#" class="header-link">Resources</a><div class="header-dropdown mini"><div class="div-block-4 full"><ul role="list" class="list-3"><li class="header-dropdown-link-wrap nomargin"><a href="/resources" class="header-dropdown-link">All Resources</a></li><li class="header-dropdown-link-wrap"><a href="/resources/blog" class="header-dropdown-link">Blog</a></li><li class="header-dropdown-link-wrap"><a href="/resources/guides" class="header-dropdown-link">Guides</a></li><li class="header-dropdown-link-wrap"><a href="/resources/spicyops" class="header-dropdown-link">SpicyOps Use Cases</a></li><li class="header-dropdown-link-wrap"><a href="/resources/podcast" class="header-dropdown-link">Podcast</a></li><li class="header-dropdown-link-wrap"><a href="/resources/mastersaas" class="header-dropdown-link">MasterSaaS</a></li><li class="header-dropdown-link-wrap"><a href="/resources/customer-stories" class="header-dropdown-link">Customer Stories</a></li><li class="header-dropdown-link-wrap"><a href="https://help.chilipiper.com/hc/en-us/" target="_blank" class="header-dropdown-link">Help & Support</a></li><li class="header-dropdown-link-wrap"><a href="https://university.chilipiper.com/" class="header-dropdown-link">University</a></li><li class="header-dropdown-link-wrap"><a href="/partnership" class="header-dropdown-link">Partners</a></li></ul></div></div></li><li class="header-link-wrap has-dropdown"><a href="#" class="header-link">Company</a><div class="header-dropdown mini mini2"><div class="div-block-4 full"><ul role="list" class="list-3"><li class="header-dropdown-link-wrap nomargin"><a href="/about" class="header-dropdown-link">About</a></li><li class="header-dropdown-link-wrap"><a href="https://www.chilipiper.com/post/company-of-the-future" class="header-dropdown-link">Manifesto</a></li><li class="header-dropdown-link-wrap"><a href="https://www.chilipiper.com/post/demand-conversion-guide" class="header-dropdown-link">Demand Conversion and the future of GTM</a></li><li class="header-dropdown-link-wrap"><a href="/careers" class="header-dropdown-link">Careers</a></li></ul></div></div></li></ul></div><div class="button-links-header"><a href="https://apps.chilipiper.com/login.html?__hstc=17958374.625c0875ef43b6a0dee8d8581ce34a0a.1643607991924.1644581442020.1645133052955.19&__hssc=17958374.4.1645133052955&__hsfp=875705754" target="_blank" class="button-tertiary small radius-4">Log in</a><a href="/request-demo" class="button is-primary is-navbar w-inline-block"><div>Get a demo</div></a></div></div><div class="menu-wrapper"><div class="hamburger-menu"></div></div></div></div><div class="header-js w-embed w-script"><script> $(window).scroll(function() { if ($(this).scrollTop() > 1){ $(".section.header").addClass("sticky-header"); } else{ $(".section.header").removeClass("sticky-header"); } }); </script> <script> $(document).on('click','.menu-wrapper',function(){ if ( !$(this).hasClass("fixed") ) { $(this).addClass("fixed"); $(".hamburger-menu").addClass("animate"); $(".header-right").css("display", "flex").hide().fadeIn(); } else { $(this).removeClass("fixed"); $(".hamburger-menu").removeClass("animate"); $(".header-right").fadeOut(); } }); $(document).on('click','.header-link-wrap.has-dropdown', function(event){ if ($(window).width() < 992) { if ( !$(event.target).hasClass("header-dropdown") && $(event.target).closest(".header-dropdown").length < 1 ){ $(this).find(".header-dropdown").toggle(); $(this).toggleClass("opened"); } } }); </script></div><div class="header-css w-embed"><style> .solutions-link:hover .solution-link-arrow { opacity:1; right:0; } @media (min-width: 991.98px) { .header-link-wrap { position:relative; } .header-link-wrap::after { background:#ff5722; width:0; height:2px; content:""; position:absolute; bottom:-8px; left:0; transition:0.2s; } .header-link-wrap:hover::after { width:50%; } .header-link-wrap:hover > a { color:#ff5722; } .header-link-wrap.has-dropdown:hover > a::after{ filter:invert(73%) sepia(281%) saturate(500%) hue-rotate( 321deg) brightness(100%) contrast(88%)!important; opacity:1!important; } .header-dropdown-link-wrap a { display:block; } .header-dropdown-link-wrap { position: relative; width: calc(100% + 40px); left: -20px; } .header-dropdown-link-wrap:hover::before { content:""; background:#f5f5f7; left:-10px; top:-10px; height:calc(100% + 20px); width:calc(100% + 20px); border-radius:8px; position:absolute; transition:0.2s; opacity:1; pointer-events:none; } .header-dropdown-link-wrap:hover::before { opacity:1; } .header-dropdown-link-wrap a { position:relative; z-index:10; display: flex; align-items: center; } .header-dropdown-link-wrap a::before { content: ""; background:url(https://s1.divhunt.com/u/1/33/032022/4k4m7krh.svg) no-repeat; min-width:16px; height:16px; margin-right:8px; transform: rotate(-90deg); opacity:0; transition:0.2s; } .header-dropdown-link-wrap a:hover::before {opacity:1} .header-dropdown-link:hover {color:#4e5073} .silver .header-dropdown-link-wrap:hover::before { background: #fff; } } @media (min-width: 1200px) { .header-link-wrap { padding-left: 26px; } } @media (min-width: 1090px) { .header-link-wrap { padding-left: 12px; } } .section.header {transition:0.2s; } .sticky-header { background:white!important; box-shadow: 0 3px 45px 0 rgb(80 80 80 / 10%); padding-top:15px!important; padding-bottom:15px!important; } .header-transparent .sticky-header { background:#131624!important; } .logo-tooltip { opacity:0; transition:0.2s; } .logo-header:hover .logo-tooltip {opacity:1} .logo-tooltip::before { content: ""; border-left: 9px solid transparent; border-right: 9px solid transparent; border-bottom: 9px solid #fff; position: absolute; top: -9px; left: 21px; z-index: 2; } .logo-tooltip::after { content: ""; border-left: 10px solid transparent; border-right: 10px solid transparent; border-bottom: 10px solid #ff5722; position: absolute; top: -10px; left: 20px; } .header-transparent .button-tertiary { color: white!important; } </style> <style> .header-link-wrap.has-dropdown > a::after { content: ""; background: url(https://cdn.prod.website-files.com/61781790ffd5917625db9e77/61797e2dabcf8de8d193de69_arrow-right.svg) no-repeat; background-size: 100%; height: 11px; width: 5px; display: inline-block; -webkit-transform: rotate( 90deg); -ms-transform: rotate(90deg); transform: rotate( 90deg); margin: 0 0 0 9px; position: relative; top: 0; opacity:0.4; } .header-link-wrap .header-dropdown::before { content:''; width:100%; height:30px; background:transparent; top:-30px; left:0; position:absolute; } .header-link-wrap .header-dropdown {visibility:hidden; transition:0.2s ease-in-out;} .header-link-wrap:hover .header-dropdown { visibility:visible; opacity:1; transform:scale(1); top:55px; } /* HAMBURGER */ .menu-wrapper { position: absolute; top: 6px; right: 15px; margin: auto; width: 30px; height: 100%; cursor: pointer; z-index: 10000; height: 50px; } .menu-wrapper.fixed {position: fixed;} .hamburger-menu, .hamburger-menu:after, .hamburger-menu:before { width: 30px; height: 3px; } .hamburger-menu { position: relative; transform: translateY(25px); background: #3E4066; transition: all 0ms 300ms; } .hamburger-menu.animate { background: rgba(255, 255, 255, 0)!important; } .hamburger-menu:before { content: ""; position: absolute; left: 0; bottom: 7px; background: #3E4066; transition: bottom 300ms 300ms cubic-bezier(0.23, 1, 0.32, 1), transform 300ms cubic-bezier(0.23, 1, 0.32, 1); } .hamburger-menu:after { content: ""; position: absolute; left: 0; top: 7px; background: #3E4066; transition: top 300ms 300ms cubic-bezier(0.23, 1, 0.32, 1), transform 300ms cubic-bezier(0.23, 1, 0.32, 1); } .hamburger-menu.animate:after { top: 0; transform: rotate(45deg); transition: top 300ms cubic-bezier(0.23, 1, 0.32, 1), transform 300ms 300ms cubic-bezier(0.23, 1, 0.32, 1); } .hamburger-menu.animate:before { bottom: 0; transform: rotate(-45deg); transition: bottom 300ms cubic-bezier(0.23, 1, 0.32, 1), transform 300ms 300ms cubic-bezier(0.23, 1, 0.32, 1); } @media (max-width: 991.98px) { .header-dropdown, .header-dropdown.solutions { visibility: visible!important; opacity: 1!important; transform: scale(1)!important; position:initial!important; display:none; width: 100%!important; margin-top: 20px; padding:15px!important; } .header-right { max-height:calc(100vh - 90px); overflow:auto; } .header-link-wrap.has-dropdown.opened { background:#F8F9FA; } .login-button {color:#3e4066!important} .header-link-wrap .header-dropdown { transition:0ms!important; } .header-link { color: #3e4066!important; } .header-transparent .header-link-wrap.has-dropdown > a::after {filter:none!Important} .header-transparent .button-tertiary { color: #363866!important; } } </style></div><div class="w-embed"><style> .header-transparent .section.header { background:transparent; } .header-transparent .header-link { color:white; } .header-transparent {z-index:1000!important} .header-transparent .text-block {color:white} .header-transparent .button-orange-border { color:white; border:1px solid white; } .header-transparent .button-orange-border:hover { background: #fff; color: #ff5722; } .bg-image-header-curved {position:relative} .bg-image-header-curved::after { content: ""; width: 100%; height: 100%; position: absolute; top: 0; left: 0; background-color: #404151; opacity: .9; z-index: 1; } .header-transparent .hamburger-menu:before, .header-transparent .hamburger-menu:after, .header-transparent .hamburger-menu { background:white; } .header-transparent .login-button {color:white} .header-transparent .header-link-wrap.has-dropdown > a::after { opacity: 0.7; filter: brightness(500); } </style></div></div><div><div class="bp-progress-wrapper"><div class="bp-enjoy-post"><img src="https://files.tryflowdrive.com/org-43506c5e-4dec-4c30-bb29-f21a60a6ad91/file-52375a72-b09e-400c-b31d-8458318c2632_follow_banner.svg" class="image-43"/><div class="div-block-59"><div class="text-block-9"><span class="text-block-9">Enjoyed the post?</span></div><a href="https://www.linkedin.com/company/chilipiper" target="_blank" class="bp-follow-button-li w-button">Follow us on LinkedIn</a><a href="https://www.instagram.com/chili.piper" target="_blank" class="bp-follow-button-ig w-condition-invisible w-button">Follow us on Instagram</a></div></div><div class="bp-progress-track"><div class="bp-progress-bar"></div></div></div><div style="background-image:url("https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/646f564ab230e07962b7eb49_nandcp%20thumbnail.jpg")" class="mobile-header-image w-condition-invisible"></div><div class="rs-he-breadcrumb center hidden"><a href="/resources" class="rsh-item">Resource hub</a><img src="https://cdn.prod.website-files.com/61c9fe00acd90d7271f7014e/6352cc829a7c815b877d5692_Vector.svg" loading="lazy" alt="" class="rsh-arrow"/><a href="/resources/articles" class="rsh-item active">BLOG</a></div><div class="bp-top-section"><div class="bp-top-layout-custom-1 w-condition-invisible"><div class="div-block-65"><h1 class="bp-top-title-custom-1">B2B Buyer Best Practices Report</h1><div class="div-block-47"><img src="" loading="lazy" alt="" class="image-40 w-dyn-bind-empty"/><div><div class="bp-author-name w-dyn-bind-empty"></div><div class="div-block-53"><div class="text-block-6">May 23, 2023</div><div class="bp-reading-time"> •</div><div id="bp-time" class="bp-reading-time"> min to read</div></div></div></div><div class="bp-top-rte-summary-custom-1 w-condition-invisible w-richtext"><p>The sales process for B2B companies is at odds with what buyers expect today. </p><p>‍</p><p>Thanks to Amazon, our expectation of instant gratification is constant. Buyers are opting for more self-serve options. </p><p>‍</p><p>They are wanting to do as much of the sales process on their own, and as such, B2B companies need to adapt.</p><p>‍</p><p>This report highlights what the b2b buying experience is like today, through 4 key areas:</p><ul role="list"><li>Do companies show their pricing model before a buyer has to engage with sales?</li><li>Do companies show their product before a buyer has to engage with sales?</li><li>How long does it take to get in touch with a high intent inbound lead?</li><li>What does the inbound follow up process look like?</li></ul><p>‍</p><p>Co-authored by <a href="https://www.linkedin.com/in/natalie-marcotullio/">Natalie Marcotullio</a> and <a href="https://www.linkedin.com/in/arthur-castillo/">Arthur Castillo. </a></p></div></div><div data-w-id="28ffa494-98d5-d995-9937-d918e2a806fb" style="background-image:url("https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/646f564ab230e07962b7eb49_nandcp%20thumbnail.jpg");opacity:0" class="div-block-64"></div></div><div class="bp-top-layout-regular"><h2 class="bp-top-title-regular h1">B2B Buyer Best Practices Report</h2><div class="w-embed"><style> .author-item:nth-child(2) .div-block-53{display:none;} </style></div><div class="flex _w-100 a-center flex-gap-24 j-center bp-author-block is--none relative"><div class="w-dyn-list"><div role="list" class="flex flex-gap-24 j-center is--land w-dyn-items"><div role="listitem" class="author-item w-dyn-item"><div class="div-block-47 is--none"><img src="https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/630fdc18b67dec17d3b64d73_Arthur-Castillo-Headshot.jpg" loading="lazy" alt="" sizes="60px" srcset="https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/630fdc18b67dec17d3b64d73_Arthur-Castillo-Headshot-p-500.jpg 500w, https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/630fdc18b67dec17d3b64d73_Arthur-Castillo-Headshot-p-800.jpg 800w, https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/630fdc18b67dec17d3b64d73_Arthur-Castillo-Headshot.jpg 1000w" class="image-40"/><div><div class="bp-author-name">Arthur Castillo</div></div></div></div></div></div><div class="div-block-53"><div class="text-block-6">May 25, 2023</div><div class="bp-reading-time"> •</div><div id="bp-time-regular" class="bp-reading-time"> min to read</div></div></div><img src="https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/646f564ab230e07962b7eb49_nandcp%20thumbnail.jpg" loading="lazy" alt="" sizes="(max-width: 479px) 90vw, (max-width: 767px) 92vw, 94vw" srcset="https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/646f564ab230e07962b7eb49_nandcp%20thumbnail-p-500.jpg 500w, https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/646f564ab230e07962b7eb49_nandcp%20thumbnail-p-800.jpg 800w, https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/646f564ab230e07962b7eb49_nandcp%20thumbnail.jpg 1000w" class="image-42"/></div><div class="blogpost-background w-condition-invisible"></div></div><div class="bp-mid-section is--stretch is-grid"><div class="bp-left-side"><div class="bp-toc"><div id="toc" class="toc"></div><div class="hide"><a href="#" class="tocitem">This is also a heading<br/></a><a href="#" class="tocitem active">This is a heading<br/></a></div></div></div><div id="bp-content" content-alignment="" class="bp-content-area w-node-_66674f0f-539b-8471-4ba5-068595441293-e61d37b5"><div class="bp-rte-summary w-richtext"><p>The sales process for B2B companies is at odds with what buyers expect today. </p><p>‍</p><p>Thanks to Amazon, our expectation of instant gratification is constant. Buyers are opting for more self-serve options. </p><p>‍</p><p>They are wanting to do as much of the sales process on their own, and as such, B2B companies need to adapt.</p><p>‍</p><p>This report highlights what the b2b buying experience is like today, through 4 key areas:</p><ul role="list"><li>Do companies show their pricing model before a buyer has to engage with sales?</li><li>Do companies show their product before a buyer has to engage with sales?</li><li>How long does it take to get in touch with a high intent inbound lead?</li><li>What does the inbound follow up process look like?</li></ul><p>‍</p><p>Co-authored by <a href="https://www.linkedin.com/in/natalie-marcotullio/">Natalie Marcotullio</a> and <a href="https://www.linkedin.com/in/arthur-castillo/">Arthur Castillo. </a></p></div><div id="bp-content-custom-layout" class="bp-rte-content-custom-1 w-condition-invisible w-richtext"><h2><strong>About this Report </strong></h2><h4><strong>Report background:</strong></h4><p>‍</p><p>The buyer best practices from this report come from roughly 30 interviews we conducted with B2B SaaS professionals about the B2B buying experience. We asked these buyers about ways B2B SaaS companies can create a frictionless buying experience for them. The three most common themes that came up from these interviews were: </p><ul role="list"><li>Making it easy to schedule a demo </li><li>Getting access to the product from the website </li><li>Showing pricing on the website </li></ul><p>After conducting these interviews, we wanted to see how many of the largest SaaS companies were following these buyer best practices. See below for the results. </p><p>‍<strong>Data note</strong>:<em> See </em><a href="https://www.navattic.com/blog/buyer-experience-tips"><em>Buyer Experience Tips</em></a><em> and Improving </em><a href="https://www.navattic.com/blog/b2b-buying-process"><em>B2B Buying Process</em></a><em> for interview responses</em></p><p>‍</p><h4><strong>Research method overview: </strong></h4><p>We reviewed the Top 100 SaaS companies (the top being defined by company size) provided by <a href="https://app.peersignal.org/datasets/b2b">Peer Signal</a>.</p><p>To see if they followed the buyer best practices we looked for:</p><ul role="list"><li>Direct calendar scheduling links</li><li><a href="https://www.navattic.com/blog/interactive-demos">Interactive demos</a> or click-through demos</li><li>Public pricing pages on the website</li><li>How long it took for them to respond to a demo requests</li></ul><p>When requesting the demo on their website, we used a Chili Piper alias to make sure they did not disqualify it as a Gmail or fake email. </p><p>Below is an overview of the researched companies sub industries and size:</p><p>Top sub-industries represented include security, data & analytics, work management, operations, fintech, and martech.</p><figure style="max-width:1288pxpx" class="w-richtext-align-fullwidth w-richtext-figure-type-image"><div><img src="https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/646f64d74f8f6b7e64b7364d_1.png" loading="lazy" alt="Top sub industries represented in the report, with Security, Data & Analytics and work management being top industries"/></div></figure><p>The largest employee group represented is 2000 - 5000. The average number of employees is approximately 13,000 and the mean is 5,000. </p><figure style="max-width:1288pxpx" class="w-richtext-align-fullwidth w-richtext-figure-type-image"><div><img src="https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/646f65031635fa0b072d7508_2.png" loading="lazy" alt="Employee count breakdown for b2b buyer journey report"/></div></figure><p> </p><h2><strong>Do top SaaS companies follow buyer best practices? </strong>‍</h2><p>Below is a high-level overview showing how these companies stacked up to the buyer best practices mentioned above.</p><figure style="max-width:1288pxpx" class="w-richtext-align-fullwidth w-richtext-figure-type-image"><div><img src="https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/646f6514e34bb3ff3ab5b7cb_3.png" loading="lazy" alt="A table that shows 57% of companies have pricing pages, 17% of companies use interactive demos, 11% of companies use a calendar scheduler, and average demo response time was 2 days"/></div></figure><h3>Throughout this report we’ll dive into each of these stats and answer:</h3><p>‍</p><ul role="list"><li>Are certain industries more likely to adopt these best practices? </li><li>How do companies implement these best practices? </li><li>What does this mean for the whole SaaS industry?</li></ul><p>‍</p><h3><strong>Do companies make it easy to book a demo? </strong></h3><p>Throughout our interviews, buyers referenced how difficult it can be to set up that first meeting with a company's sales team. Even though the buyers expressed interest, they mentioned long response times and answering countless BDR questions until getting to talk to an AE and seeing the product. </p><p>‍<strong><em>Interviewee quote:</em></strong> <em>“The fewer human beings in the process, the better. Do not hand me off to three different people to help make a buying decision.” </em></p><p><em>- </em><a href="https://www.linkedin.com/in/kylelacy/"><em>Kyle Lacy</em></a><em>, CMO at </em><a href="https://jellyfish.co/"><em>Jellyfish</em></a></p><h3><strong>Section #1: How long does it take a company to respond? </strong></h3><p>For this section, we looked at how long it took a sales rep from each company to get in touch with us after requesting a demo. We counted “Getting in touch” as an email response back to book a call. We did not count phone calls as prospects often miss phone calls or may not accept calls from a random number. <br/><br/>We also looked at how many emails reps sent to try to get us to schedule the first call and if it was an SDR or an AE who first reached out. </p><p>Most of the companies fell into two buckets - either responded to us the same or next day or they never got in touch with us. On average companies took 2 days to respond. </p><figure style="max-width:1288px" class="w-richtext-align-fullwidth w-richtext-figure-type-image"><div><img src="https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/646f6a04276d1b1c9386ed0d_4%20(1).png" loading="lazy" alt="Average response time for demo requests with 44% being within 0-1 days and 35% resulting in no response"/></div></figure><p>‍</p><p>The most popular email cadence was three emails and the average number of emails sent was 2.3 emails. </p><figure style="max-width:1288pxpx" class="w-richtext-align-fullwidth w-richtext-figure-type-image"><div><img src="https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/646f6536aa53ff94daabdfbf_5.png" loading="lazy" alt="average number of email followups, with 3 emails being the most common at 31%"/></div></figure><p>‍</p><p>A majority of the time the follow up email to schedule a demo came from an SDR. </p><figure style="max-width:1288pxpx" class="w-richtext-align-fullwidth w-richtext-figure-type-image"><div><img src="https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/646f6547d0273e4efcf66c78_6.png" loading="lazy" alt="67% of demo requests are routed to SDRs, 25% to AEs, 8% to other"/></div></figure><p>‍<strong>Takeaways:</strong> </p><p>With averages of 2-day response time and 2.3 emails sent per inbound request, the state of inbound is dire in B2B SaaS. Sales are only able to work the leads once they’ve been properly handed off and routed from marketing. If this isn’t happening in real-time, it makes it extremely hard for any sales rep to reach out in record time.</p><p>Companies are still gating high intent demand with SDRs and not putting prospects in front of a rep that can: share pricing, show product, and answer buyer questions. </p><p>Reward your buyer for doing their research — don't penalize them and have SDR qualification be the first sales touch. </p><h2>‍<strong>Section #2: What % of companies use calendar schedulers?</strong></h2><p><br/>For this section, we looked at whether or not websites had a direct way to book time with their sales team, using a direct calendar scheduler like<a href="https://www.chilipiper.com/"> Chili Piper.</a> </p><p>We also wanted to see if companies with a direct calendar scheduler were more likely to get in touch with us than those without one. </p><p>11% of companies use direct calendar schedulers on their demo page. </p><figure style="max-width:1288pxpx" class="w-richtext-align-fullwidth w-richtext-figure-type-image"><div><img src="https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/646f6555d0273e4efcf68032_7.png" loading="lazy" alt="11% of companies use calendar schedulers"/></div></figure><p>‍</p><p>Of the 35% of companies that never got in touch with us, 97% did not use a calendar scheduler. </p><figure style="max-width:1288pxpx" class="w-richtext-align-fullwidth w-richtext-figure-type-image"><div><img src="https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/646f6565d40983ad9f14070c_8.png" loading="lazy" alt="of all the no responses, only 3% of companies used calendar schedulers"/></div></figure><p>‍<strong>Takeaway:</strong> </p><p>B2B sales processes require a meeting to move the deal forward. AKA the sales process doesn’t start until they meet with the AE. </p><p>Many B2B companies are elongating the sales process and the buyer's journey by not allowing buyers to bypass the back and forth of getting a meeting scheduled. </p><h4>‍<a href="https://chili-piper.navattic.com/9k430ce3"><strong>Try out an interactive demo of Chili Piper for yourself </strong></a></h4><p>‍</p><h2><strong>Do companies show their product? </strong></h2><p>Another common response in our interviews was that buyers wanted a way to get hands on with the product from the websites and on their own time, without needing to always talk to sales. </p><p>‍<strong><em>Interviewee quote:</em></strong> <em>“I love seeing a demo right on a company’s website. To me, it shows how much they believe in their product. They don’t need to trap you on a call or hold your inbox hostage with an infinite drip” - </em><a href="https://www.linkedin.com/in/eviecarpenter/"><em>Evie Carpenter</em></a><em>, Director of Marketing at </em><a href="https://chassi.com/"><em>Chassi</em></a></p><h3>‍<strong>Section #1: What % of companies use interactive demos?</strong></h3><p>For this section, we looked at which websites included a way to get hands-on with their product. </p><p>Hands-on product access was measured by either a click through demo with screenshots or a fully interactive HTML/ CSS clone of the product, using an interactive demo tool like <a href="https://www.navattic.com/">Navattic.</a> </p><p>Videos were not considered interactive demos. </p><p>17% of the companies use a click through or interactive demos on their website. </p><figure style="max-width:1288pxpx" class="w-richtext-align-fullwidth w-richtext-figure-type-image"><div><img src="https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/646f65777dd66fc265ebea27_9.png" loading="lazy" alt="17% of companies use interactive demos, 83% of companies do not."/></div></figure><p>‍</p><p>The top industries that adopt interactive demos are security software, data analytics, and customer engagement. </p><figure style="max-width:1288pxpx" class="w-richtext-align-fullwidth w-richtext-figure-type-image"><div><img src="https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/646f658b41eb82df6f44d7ec_10.png" loading="lazy" alt="top industries that use interactive demos, security 41%, customer engagement at 17.6%"/></div></figure><p>‍<strong>Takeaways: </strong></p><p>It’s not surprising that companies that tend to be more complex and have multiple product lines (like security and data analytics companies) are the ones with the highest adoption of interactive demos. </p><p>These companies often have a long time to value in a traditional free trial or PLG motion. Both security and data require hefty setup through integrations or uploading data. </p><p>Admins at the prospect’s company may also not give individual users permission to set up an unvetted tool. These companies are starting to opt instead for a way to show potential prospects a fully loaded demo environment that can guide prospects through their software.</p><p>‍</p><h2><strong>Section #2: Where on the website are interactive demos placed? </strong></h2><p>Of the companies that use an interactive demo on their website, we looked at what pages they were included on and whether they embedded or linked out to the interactive demo.</p><p>We also analyzed the breakdown of companies gating (including a form at the beginning) vs ungating (no form at the beginning) their interactive demo.</p><p>The majority of companies include a CTA to a specific product demo on the corresponding product page. The most common copy for CTAs is “Take a Tour”, “Start Demo”, and “Try it Out”</p><figure style="max-width:1288pxpx" class="w-richtext-align-fullwidth w-richtext-figure-type-image"><div><img src="https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/646f659cd0273e4efcf6d413_11.png" loading="lazy" alt="Common areas to place interactive demos with 65% on product page call to action"/></div></figure><p>‍</p><p>The majority of demos are ungated and accessible directly from an interactive demo CTA on the landing page. </p><figure style="max-width:1288pxpx" class="w-richtext-align-fullwidth w-richtext-figure-type-image"><div><img src="https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/646f65b66f6b54204e10215a_12.png" loading="lazy" alt="30% of interactive demos are gated, 70% are ungated."/></div></figure><p>‍<strong>Takeaways:</strong></p><p>Given that the main way enterprise companies use interactive demos is on a specific product page, it is not surprising that they are mostly ungated. </p><p>We view demos on specific feature or product pages as a similar experience to showing a gif or screenshot of that feature. If your main goal is to educate website visitors on that specific feature functionality, then it doesn’t make sense to gate that short demo.</p><p>Also given that product pages are more product focused, they are a natural starting point for companies to add in interactive demos. </p><h4><a href="https://navattic-website.navattic.com/853802hb"><strong> Try out an interactive demo of Navattic for yourself </strong></a></h4><h2><strong>Do companies show their pricing? </strong></h2><p>The last repeated request we heard from our B2B buyer interviews was to include pricing on the website. Whether it was full pricing or just a minimum, buyers preferred to have some type of range to understand if this software is within their budget. </p><p>‍</p><p><strong><em>Interviewee quote:</em></strong><em> “Share your pricing on your website. At bare minimum, tell your site visitors "pricing starts at $x per month." That way people can get a general sense of whether or not to proceed. They don't waste time sitting on a discovery call and getting grilled only to discover your product is out of budget.” - </em><a href="https://www.linkedin.com/in/erinbalsa/"><em>Erin Balsa</em></a><em>, Founder of </em><a href="https://hausofbold.com/"><em>Haus of Bold</em></a><em> </em></p><p>‍</p><h3><strong>Section #1: What % of companies share their pricing? </strong></h3><p>For this section, we looked at which websites had a pricing page on their website. We included pages that did not show the actual cost but outlined the different packages and plans. </p><p>The majority of companies have a publicly available pricing page on their website.</p><figure style="max-width:1288pxpx" class="w-richtext-align-fullwidth w-richtext-figure-type-image"><div><img src="https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/646f65c8e5d6d733564545d9_13.png" loading="lazy" alt="57% of companies have a pricing page on their website."/></div></figure><p>The top industries that have pricing pages are data & analytics, work management, and security software.</p><figure style="max-width:1288pxpx" class="w-richtext-align-fullwidth w-richtext-figure-type-image"><div><img src="https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/646f65da6f6b54204e104a65_14.png" loading="lazy" alt="top industries to include pricing pages include Security, Data & Analytics, Work Management"/></div></figure><p>‍<strong>Takeaways:</strong>‍</p><p>While it shows some progress that a majority of these enterprise companies have a pricing page, many of these companies have multiple product lines aimed at different market segments. </p><p>Often the pricing page was shown for specific product lines or plans aimed at the lower end of the market. </p><h3><strong>Section #2: How are companies presenting their pricing plans? </strong></h3><p>Of the companies that have a pricing page, we looked at how many included the pricing amounts and how accessible the pricing pages were. </p><p>The majority of pricing pages include the price amounts or at least a pricing minimum </p><figure style="max-width:1288pxpx" class="w-richtext-align-fullwidth w-richtext-figure-type-image"><div><img src="https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/646f65ef6f6b54204e105b92_15.png" loading="lazy" alt="78.6% of companies show actual pricing on their pricing page, while 21% do not show pricing."/></div></figure><p>‍</p><p>The majority of websites include a link to a pricing on the main navigation bar on the website.</p><p>‍</p><figure style="max-width:1288pxpx" class="w-richtext-align-fullwidth w-richtext-figure-type-image"><div><img src="https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/646f6604b230e07962c0a730_16.png" loading="lazy" alt="The most common areas where pricing pages live. 61% are on the main nav bar, 22% are on the product page."/></div></figure><p>‍</p><p>‍<strong>Takeaways:</strong></p><p>Given that most of these companies featured their pricing page on the main navbar, they must be seeing good conversion numbers on these pages. </p><p>Navbar real-estate is a big deal to enterprise companies with advanced website teams, so our assumption is the pricing page performs better than most of the other pages on the website. <br/><br/>We were pleasantly surprised to see most of the companies are actually showing their prices. </p><p>These enterprise companies though may have the luxury of not needing to serve every inbound lead since they have such a high volume of leads, and may be ok with qualifying out more prospects by showing their pricing. </p><h2><strong>Final key takeaways: </strong></h2><p>When we look at the buying experience in B2B, it still has a ton of room for improvement. </p><p>Buyers want to know pricing before engaging with sales. We were surprised to see over 50% of companies include a pricing page, with only 21.4% choosing to hide pricing and to speak with sales. 78.6% did include price amounts or at minimum a pricing range of "starting at $$." </p><p>This is an incredible step in the right direction to buyer transparency and removing friction in the B2B buyers journey. </p><p>As for showcasing the product before engaging with sales, that trend seems to be increasing amongst this subset of SaaS companies. 17% of companies have invested in an interactive demo to showcase their tool earlier in the funnel. Most companies are ungating their product demos as well, with over 70% allowing you to click through their product without entering in an email. </p><p>On the flip side, buyers are still waiting when they want to purchase a product. Two days' average response rate is still too long for an engaged buyer to hear from a human, let alone book a call to keep the sales process moving forward. And that was the average when we factored in those companies that did respond. </p><p>35% of companies never even reached out to understand the intent of our request and how they could help! Interestingly enough, 97% of those companies don’t use a calendar scheduler. </p><p>Companies that rely on manual routing are way more likely to have their prospects get lost in the shuffle. Not reaching out to prospects who have raised their hand for a demo has a direct impact on Closed Won revenue. </p><p>If a buyer is raising their hand to speak with your sales team, B2B companies would do better to roll out the red carpet and build on the momentum and intent of the buyer. </p><p>Only 11% of companies surveyed are taking advantage of direct calendar booking and bypassing the back and forth to get a call scheduled. </p><p>We hope to see this trend continue over time so that more buyers are able to get in touch with the tools they are interested in evaluating.</p></div><div id="bp-content-regular-layout" class="bp-rte-content w-richtext"><h2><strong>About this Report </strong></h2><h4><strong>Report background:</strong></h4><p>‍</p><p>The buyer best practices from this report come from roughly 30 interviews we conducted with B2B SaaS professionals about the B2B buying experience. We asked these buyers about ways B2B SaaS companies can create a frictionless buying experience for them. The three most common themes that came up from these interviews were: </p><ul role="list"><li>Making it easy to schedule a demo </li><li>Getting access to the product from the website </li><li>Showing pricing on the website </li></ul><p>After conducting these interviews, we wanted to see how many of the largest SaaS companies were following these buyer best practices. See below for the results. </p><p>‍<strong>Data note</strong>:<em> See </em><a href="https://www.navattic.com/blog/buyer-experience-tips"><em>Buyer Experience Tips</em></a><em> and Improving </em><a href="https://www.navattic.com/blog/b2b-buying-process"><em>B2B Buying Process</em></a><em> for interview responses</em></p><p>‍</p><h4><strong>Research method overview: </strong></h4><p>We reviewed the Top 100 SaaS companies (the top being defined by company size) provided by <a href="https://app.peersignal.org/datasets/b2b">Peer Signal</a>.</p><p>To see if they followed the buyer best practices we looked for:</p><ul role="list"><li>Direct calendar scheduling links</li><li><a href="https://www.navattic.com/blog/interactive-demos">Interactive demos</a> or click-through demos</li><li>Public pricing pages on the website</li><li>How long it took for them to respond to a demo requests</li></ul><p>When requesting the demo on their website, we used a Chili Piper alias to make sure they did not disqualify it as a Gmail or fake email. </p><p>Below is an overview of the researched companies sub industries and size:</p><p>Top sub-industries represented include security, data & analytics, work management, operations, fintech, and martech.</p><figure style="max-width:1288pxpx" class="w-richtext-align-fullwidth w-richtext-figure-type-image"><div><img src="https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/646f64d74f8f6b7e64b7364d_1.png" loading="lazy" alt="Top sub industries represented in the report, with Security, Data & Analytics and work management being top industries"/></div></figure><p>The largest employee group represented is 2000 - 5000. The average number of employees is approximately 13,000 and the mean is 5,000. </p><figure style="max-width:1288pxpx" class="w-richtext-align-fullwidth w-richtext-figure-type-image"><div><img src="https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/646f65031635fa0b072d7508_2.png" loading="lazy" alt="Employee count breakdown for b2b buyer journey report"/></div></figure><p> </p><h2><strong>Do top SaaS companies follow buyer best practices? </strong>‍</h2><p>Below is a high-level overview showing how these companies stacked up to the buyer best practices mentioned above.</p><figure style="max-width:1288pxpx" class="w-richtext-align-fullwidth w-richtext-figure-type-image"><div><img src="https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/646f6514e34bb3ff3ab5b7cb_3.png" loading="lazy" alt="A table that shows 57% of companies have pricing pages, 17% of companies use interactive demos, 11% of companies use a calendar scheduler, and average demo response time was 2 days"/></div></figure><h3>Throughout this report we’ll dive into each of these stats and answer:</h3><p>‍</p><ul role="list"><li>Are certain industries more likely to adopt these best practices? </li><li>How do companies implement these best practices? </li><li>What does this mean for the whole SaaS industry?</li></ul><p>‍</p><h3><strong>Do companies make it easy to book a demo? </strong></h3><p>Throughout our interviews, buyers referenced how difficult it can be to set up that first meeting with a company's sales team. Even though the buyers expressed interest, they mentioned long response times and answering countless BDR questions until getting to talk to an AE and seeing the product. </p><p>‍<strong><em>Interviewee quote:</em></strong> <em>“The fewer human beings in the process, the better. Do not hand me off to three different people to help make a buying decision.” </em></p><p><em>- </em><a href="https://www.linkedin.com/in/kylelacy/"><em>Kyle Lacy</em></a><em>, CMO at </em><a href="https://jellyfish.co/"><em>Jellyfish</em></a></p><h3><strong>Section #1: How long does it take a company to respond? </strong></h3><p>For this section, we looked at how long it took a sales rep from each company to get in touch with us after requesting a demo. We counted “Getting in touch” as an email response back to book a call. We did not count phone calls as prospects often miss phone calls or may not accept calls from a random number. <br/><br/>We also looked at how many emails reps sent to try to get us to schedule the first call and if it was an SDR or an AE who first reached out. </p><p>Most of the companies fell into two buckets - either responded to us the same or next day or they never got in touch with us. On average companies took 2 days to respond. </p><figure style="max-width:1288px" class="w-richtext-align-fullwidth w-richtext-figure-type-image"><div><img src="https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/646f6a04276d1b1c9386ed0d_4%20(1).png" loading="lazy" alt="Average response time for demo requests with 44% being within 0-1 days and 35% resulting in no response"/></div></figure><p>‍</p><p>The most popular email cadence was three emails and the average number of emails sent was 2.3 emails. </p><figure style="max-width:1288pxpx" class="w-richtext-align-fullwidth w-richtext-figure-type-image"><div><img src="https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/646f6536aa53ff94daabdfbf_5.png" loading="lazy" alt="average number of email followups, with 3 emails being the most common at 31%"/></div></figure><p>‍</p><p>A majority of the time the follow up email to schedule a demo came from an SDR. </p><figure style="max-width:1288pxpx" class="w-richtext-align-fullwidth w-richtext-figure-type-image"><div><img src="https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/646f6547d0273e4efcf66c78_6.png" loading="lazy" alt="67% of demo requests are routed to SDRs, 25% to AEs, 8% to other"/></div></figure><p>‍<strong>Takeaways:</strong> </p><p>With averages of 2-day response time and 2.3 emails sent per inbound request, the state of inbound is dire in B2B SaaS. Sales are only able to work the leads once they’ve been properly handed off and routed from marketing. If this isn’t happening in real-time, it makes it extremely hard for any sales rep to reach out in record time.</p><p>Companies are still gating high intent demand with SDRs and not putting prospects in front of a rep that can: share pricing, show product, and answer buyer questions. </p><p>Reward your buyer for doing their research — don't penalize them and have SDR qualification be the first sales touch. </p><h2>‍<strong>Section #2: What % of companies use calendar schedulers?</strong></h2><p><br/>For this section, we looked at whether or not websites had a direct way to book time with their sales team, using a direct calendar scheduler like<a href="https://www.chilipiper.com/"> Chili Piper.</a> </p><p>We also wanted to see if companies with a direct calendar scheduler were more likely to get in touch with us than those without one. </p><p>11% of companies use direct calendar schedulers on their demo page. </p><figure style="max-width:1288pxpx" class="w-richtext-align-fullwidth w-richtext-figure-type-image"><div><img src="https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/646f6555d0273e4efcf68032_7.png" loading="lazy" alt="11% of companies use calendar schedulers"/></div></figure><p>‍</p><p>Of the 35% of companies that never got in touch with us, 97% did not use a calendar scheduler. </p><figure style="max-width:1288pxpx" class="w-richtext-align-fullwidth w-richtext-figure-type-image"><div><img src="https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/646f6565d40983ad9f14070c_8.png" loading="lazy" alt="of all the no responses, only 3% of companies used calendar schedulers"/></div></figure><p>‍<strong>Takeaway:</strong> </p><p>B2B sales processes require a meeting to move the deal forward. AKA the sales process doesn’t start until they meet with the AE. </p><p>Many B2B companies are elongating the sales process and the buyer's journey by not allowing buyers to bypass the back and forth of getting a meeting scheduled. </p><h4>‍<a href="https://chili-piper.navattic.com/9k430ce3"><strong>Try out an interactive demo of Chili Piper for yourself </strong></a></h4><p>‍</p><h2><strong>Do companies show their product? </strong></h2><p>Another common response in our interviews was that buyers wanted a way to get hands on with the product from the websites and on their own time, without needing to always talk to sales. </p><p>‍<strong><em>Interviewee quote:</em></strong> <em>“I love seeing a demo right on a company’s website. To me, it shows how much they believe in their product. They don’t need to trap you on a call or hold your inbox hostage with an infinite drip” - </em><a href="https://www.linkedin.com/in/eviecarpenter/"><em>Evie Carpenter</em></a><em>, Director of Marketing at </em><a href="https://chassi.com/"><em>Chassi</em></a></p><h3>‍<strong>Section #1: What % of companies use interactive demos?</strong></h3><p>For this section, we looked at which websites included a way to get hands-on with their product. </p><p>Hands-on product access was measured by either a click through demo with screenshots or a fully interactive HTML/ CSS clone of the product, using an interactive demo tool like <a href="https://www.navattic.com/">Navattic.</a> </p><p>Videos were not considered interactive demos. </p><p>17% of the companies use a click through or interactive demos on their website. </p><figure style="max-width:1288pxpx" class="w-richtext-align-fullwidth w-richtext-figure-type-image"><div><img src="https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/646f65777dd66fc265ebea27_9.png" loading="lazy" alt="17% of companies use interactive demos, 83% of companies do not."/></div></figure><p>‍</p><p>The top industries that adopt interactive demos are security software, data analytics, and customer engagement. </p><figure style="max-width:1288pxpx" class="w-richtext-align-fullwidth w-richtext-figure-type-image"><div><img src="https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/646f658b41eb82df6f44d7ec_10.png" loading="lazy" alt="top industries that use interactive demos, security 41%, customer engagement at 17.6%"/></div></figure><p>‍<strong>Takeaways: </strong></p><p>It’s not surprising that companies that tend to be more complex and have multiple product lines (like security and data analytics companies) are the ones with the highest adoption of interactive demos. </p><p>These companies often have a long time to value in a traditional free trial or PLG motion. Both security and data require hefty setup through integrations or uploading data. </p><p>Admins at the prospect’s company may also not give individual users permission to set up an unvetted tool. These companies are starting to opt instead for a way to show potential prospects a fully loaded demo environment that can guide prospects through their software.</p><p>‍</p><h2><strong>Section #2: Where on the website are interactive demos placed? </strong></h2><p>Of the companies that use an interactive demo on their website, we looked at what pages they were included on and whether they embedded or linked out to the interactive demo.</p><p>We also analyzed the breakdown of companies gating (including a form at the beginning) vs ungating (no form at the beginning) their interactive demo.</p><p>The majority of companies include a CTA to a specific product demo on the corresponding product page. The most common copy for CTAs is “Take a Tour”, “Start Demo”, and “Try it Out”</p><figure style="max-width:1288pxpx" class="w-richtext-align-fullwidth w-richtext-figure-type-image"><div><img src="https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/646f659cd0273e4efcf6d413_11.png" loading="lazy" alt="Common areas to place interactive demos with 65% on product page call to action"/></div></figure><p>‍</p><p>The majority of demos are ungated and accessible directly from an interactive demo CTA on the landing page. </p><figure style="max-width:1288pxpx" class="w-richtext-align-fullwidth w-richtext-figure-type-image"><div><img src="https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/646f65b66f6b54204e10215a_12.png" loading="lazy" alt="30% of interactive demos are gated, 70% are ungated."/></div></figure><p>‍<strong>Takeaways:</strong></p><p>Given that the main way enterprise companies use interactive demos is on a specific product page, it is not surprising that they are mostly ungated. </p><p>We view demos on specific feature or product pages as a similar experience to showing a gif or screenshot of that feature. If your main goal is to educate website visitors on that specific feature functionality, then it doesn’t make sense to gate that short demo.</p><p>Also given that product pages are more product focused, they are a natural starting point for companies to add in interactive demos. </p><h4><a href="https://navattic-website.navattic.com/853802hb"><strong> Try out an interactive demo of Navattic for yourself </strong></a></h4><h2><strong>Do companies show their pricing? </strong></h2><p>The last repeated request we heard from our B2B buyer interviews was to include pricing on the website. Whether it was full pricing or just a minimum, buyers preferred to have some type of range to understand if this software is within their budget. </p><p>‍</p><p><strong><em>Interviewee quote:</em></strong><em> “Share your pricing on your website. At bare minimum, tell your site visitors "pricing starts at $x per month." That way people can get a general sense of whether or not to proceed. They don't waste time sitting on a discovery call and getting grilled only to discover your product is out of budget.” - </em><a href="https://www.linkedin.com/in/erinbalsa/"><em>Erin Balsa</em></a><em>, Founder of </em><a href="https://hausofbold.com/"><em>Haus of Bold</em></a><em> </em></p><p>‍</p><h3><strong>Section #1: What % of companies share their pricing? </strong></h3><p>For this section, we looked at which websites had a pricing page on their website. We included pages that did not show the actual cost but outlined the different packages and plans. </p><p>The majority of companies have a publicly available pricing page on their website.</p><figure style="max-width:1288pxpx" class="w-richtext-align-fullwidth w-richtext-figure-type-image"><div><img src="https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/646f65c8e5d6d733564545d9_13.png" loading="lazy" alt="57% of companies have a pricing page on their website."/></div></figure><p>The top industries that have pricing pages are data & analytics, work management, and security software.</p><figure style="max-width:1288pxpx" class="w-richtext-align-fullwidth w-richtext-figure-type-image"><div><img src="https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/646f65da6f6b54204e104a65_14.png" loading="lazy" alt="top industries to include pricing pages include Security, Data & Analytics, Work Management"/></div></figure><p>‍<strong>Takeaways:</strong>‍</p><p>While it shows some progress that a majority of these enterprise companies have a pricing page, many of these companies have multiple product lines aimed at different market segments. </p><p>Often the pricing page was shown for specific product lines or plans aimed at the lower end of the market. </p><h3><strong>Section #2: How are companies presenting their pricing plans? </strong></h3><p>Of the companies that have a pricing page, we looked at how many included the pricing amounts and how accessible the pricing pages were. </p><p>The majority of pricing pages include the price amounts or at least a pricing minimum </p><figure style="max-width:1288pxpx" class="w-richtext-align-fullwidth w-richtext-figure-type-image"><div><img src="https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/646f65ef6f6b54204e105b92_15.png" loading="lazy" alt="78.6% of companies show actual pricing on their pricing page, while 21% do not show pricing."/></div></figure><p>‍</p><p>The majority of websites include a link to a pricing on the main navigation bar on the website.</p><p>‍</p><figure style="max-width:1288pxpx" class="w-richtext-align-fullwidth w-richtext-figure-type-image"><div><img src="https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/646f6604b230e07962c0a730_16.png" loading="lazy" alt="The most common areas where pricing pages live. 61% are on the main nav bar, 22% are on the product page."/></div></figure><p>‍</p><p>‍<strong>Takeaways:</strong></p><p>Given that most of these companies featured their pricing page on the main navbar, they must be seeing good conversion numbers on these pages. </p><p>Navbar real-estate is a big deal to enterprise companies with advanced website teams, so our assumption is the pricing page performs better than most of the other pages on the website. <br/><br/>We were pleasantly surprised to see most of the companies are actually showing their prices. </p><p>These enterprise companies though may have the luxury of not needing to serve every inbound lead since they have such a high volume of leads, and may be ok with qualifying out more prospects by showing their pricing. </p><h2><strong>Final key takeaways: </strong></h2><p>When we look at the buying experience in B2B, it still has a ton of room for improvement. </p><p>Buyers want to know pricing before engaging with sales. We were surprised to see over 50% of companies include a pricing page, with only 21.4% choosing to hide pricing and to speak with sales. 78.6% did include price amounts or at minimum a pricing range of "starting at $$." </p><p>This is an incredible step in the right direction to buyer transparency and removing friction in the B2B buyers journey. </p><p>As for showcasing the product before engaging with sales, that trend seems to be increasing amongst this subset of SaaS companies. 17% of companies have invested in an interactive demo to showcase their tool earlier in the funnel. Most companies are ungating their product demos as well, with over 70% allowing you to click through their product without entering in an email. </p><p>On the flip side, buyers are still waiting when they want to purchase a product. Two days' average response rate is still too long for an engaged buyer to hear from a human, let alone book a call to keep the sales process moving forward. And that was the average when we factored in those companies that did respond. </p><p>35% of companies never even reached out to understand the intent of our request and how they could help! Interestingly enough, 97% of those companies don’t use a calendar scheduler. </p><p>Companies that rely on manual routing are way more likely to have their prospects get lost in the shuffle. Not reaching out to prospects who have raised their hand for a demo has a direct impact on Closed Won revenue. </p><p>If a buyer is raising their hand to speak with your sales team, B2B companies would do better to roll out the red carpet and build on the momentum and intent of the buyer. </p><p>Only 11% of companies surveyed are taking advantage of direct calendar booking and bypassing the back and forth to get a call scheduled. </p><p>We hope to see this trend continue over time so that more buyers are able to get in touch with the tools they are interested in evaluating.</p></div><div class="w-embed"><style> [content-alignment="Center"]{margin-left:auto!important;margin-right:auto!important;} </style></div><div id="bp-author" data-w-id="1021a3b9-cbed-47d6-00d0-ffb97e6b0642" class="bp-author-block"><img src="" loading="lazy" alt="" class="image-41 w-dyn-bind-empty"/><div class="div-block-55"><div class="text-block-7 w-dyn-bind-empty"></div><div class="rich-text-block-8 w-dyn-bind-empty w-richtext"></div><div class="div-block-57"><a href="#" class="button-4 w-condition-invisible w-button">Let's chat & See Chili Piper in Action</a></div></div></div></div><div cta-content-alignment="" class="sticky-cta no-margin mw-300"><div class="bp-block-right-sauce w-condition-invisible"><aside class="rs-nl-description is--chilical"><div class="div-block-88 flex-gap-4 j-center"><img src="https://cdn.prod.website-files.com/61c9fe00acd90d7271f7014e/6492019b29a351b71bb7cb57_chilical.ai.svg" loading="eager" alt="" class="arrow-24"/><div class="bp-sauce-label color-white">ChiliCal.AI</div></div><div class="bp-right-sauce-default is--8"><div class="text-block-25 fw700"><strong>Less time scheduling,</strong> <strong>more time selling</strong><br/></div></div><div class="rs-nl-description mb24">The only smart scheduling software for revenue reps.</div><a href="/products/chilical" target="_blank" class="bp-follow-button-li font-inter btn-56 w-button">Try For Free</a></aside></div><div class="bp-block-right-sauce with-text"><aside class="rs-nl-description"><div class="bp-right-sauce-default"><div class="rsh-item is--white text-align-left">monthly newsletter</div></div><div class="spacer-160"></div><div id="bp-sauce-signup" class="form-block w-form"><form id="wf-form-Sauce-Form" name="wf-form-Sauce-Form" data-name="Sauce Form" action="https://api.hsforms.com/submissions/v3/integration/submit/6869583/dd3ecb5a-3227-46dc-896d-ce133ef2db40" method="post" class="form-3" data-wf-page-id="62e2f2af201fb761e61d37b5" data-wf-element-id="b6e4aa3f-2bce-387f-296a-2e502b670b9c"><input class="bp-sauce-input is-small w-input" maxlength="256" name="email" data-name="email" placeholder="Your email" type="email" id="email" required=""/><div class="spacer-9"></div><div class="hidden-data-fields"><input class="chili-input-2 w-input" maxlength="256" name="utm_source" data-name="utm_source" placeholder="" type="text" id="utm_source"/><input class="chili-input-2 w-input" maxlength="256" name="utm_medium" data-name="utm_medium" placeholder="" type="text" id="utm_medium"/><input class="chili-input-2 w-input" maxlength="256" name="utm_content" data-name="utm_content" placeholder="" type="text" id="utm_content"/><input class="chili-input-2 w-input" maxlength="256" name="utm_campaign" data-name="utm_campaign" placeholder="" type="text" id="utm_campaign"/><input class="chili-input-2 w-input" maxlength="256" name="utm_term" data-name="utm_term" placeholder="" type="text" id="utm_term"/><input class="chili-input-2 w-input" maxlength="256" name="fbclid" data-name="fbclid" placeholder="" type="text" id="fbclid"/><input class="chili-input-2 w-input" maxlength="256" name="gclid" data-name="gclid" placeholder="" type="text" id="gclid"/><div class="form-hidden-fields w-embed w-script"><script> var url_string = window.location.href; var url = new URL(url_string); var utm_source = url.searchParams.get("utm_source"); var utm_medium = url.searchParams.get("utm_medium"); var utm_content = url.searchParams.get("utm_content"); var utm_campaign = url.searchParams.get("utm_campaign"); var utm_term = url.searchParams.get("utm_term"); var fbclid = url.searchParams.get("fbclid"); var gclid = url.searchParams.get("gclid"); $("#utm_source").val(utm_source); $("#utm_medium").val(utm_medium); $("#utm_content").val(utm_content); $("#utm_campaign").val(utm_campaign); $("#utm_term").val(utm_term); $("#fbclid").val(fbclid); $("#gclid").val(gclid); </script></div></div><div class="bp-sauce-btn _100"><input type="submit" data-wait="Please wait..." class="button w100 is-small w-button" value="Subscribe"/></div><div class="spacer-9"></div><div class="rs-nl-description">No spam. Just spice.</div></form><div class="success-message-bp-sauce w-form-done"><div class="text-block-24">You're all signed up! 💌</div></div><div class="w-form-fail"><div>Oops! Something went wrong while submitting the form.</div></div></div></aside></div><div class="bp-block-right-demo w-condition-invisible"><div class="bp-rte-cta-bottom w-dyn-bind-empty w-richtext"></div><div class="spacer-16"></div><a href="#bottom-form" class="button small w100 w-dyn-bind-empty w-button"></a></div><div style="background-image:none" class="bp-block-right-custom hs-form w-condition-invisible"><div class="rich-text-block-9 product-cta w-dyn-bind-empty w-richtext"></div><div class="spacer-16"></div><a href="#" class="button small w100 w-dyn-bind-empty w-button"></a></div><div class="bp-floating-socials w-condition-invisible"><div class="div-block-24"><a href="#" target="_blank" class="social-link-icon ld w-inline-block"><img src="https://cdn.prod.website-files.com/61c9fe00acd90d7271f7014e/627db0499cbb7c477649a536_gray-linkedin.svg" loading="lazy" alt=""/></a><a href="#" target="_blank" class="social-link-icon tw w-inline-block"><img src="https://cdn.prod.website-files.com/61c9fe00acd90d7271f7014e/627db060a0a028779bd53e3e_gray-twitter.svg" loading="lazy" alt=""/></a><a href="#" target="_blank" class="social-link-icon fb w-inline-block"><img src="https://cdn.prod.website-files.com/61c9fe00acd90d7271f7014e/627db06fe01b89c3872fd2ad_gray-facebook.svg" loading="lazy" alt=""/></a><div class="html-embed w-embed w-script"><script> $( document ).ready(function() { let linkedin = "http://www.linkedin.com/shareArticle?mini=true&url="+window.location.href ; $(".social-link-icon.ld").attr("href", linkedin); let twitter = `https://twitter.com/share?url=${window.location.href}&text=B2B Buyer Journey Report `; $(".social-link-icon.tw").attr("href", twitter); let fb = `https://www.facebook.com/sharer/sharer.php?u=${window.location.href}`; $(".social-link-icon.fb").attr("href", fb); }); </script></div></div></div><div class="div-block-66 w-condition-invisible"><div class="div-block-68"><div class="text-block-10 w-dyn-bind-empty"></div><a href="https://www.linkedin.com/company/chilipiper" target="_blank" class="link-block-3 w-inline-block"><div class="div-block-67"><img src="https://cdn.prod.website-files.com/61c9fe00acd90d7271f7014e/62989d10ef7162ed7d9a3261_new_linkedin_logo.avif" loading="lazy" alt="Linked in logo" class="image-45"/><div class="text-block-11">Follow Us</div></div></a></div></div></div></div><div id="bp-m-follow-li" data-w-id="a42ad143-e823-0916-532f-5fcb390c3a7a" class="bp-m-follow-li"><div class="div-block-89 w-condition-invisible"><div class="text-block-10-m w-dyn-bind-empty"></div><a href="https://www.linkedin.com/company/chilipiper" target="_blank" class="link-block-3-m w-inline-block"><div class="div-block-67-m"><img src="https://cdn.prod.website-files.com/61c9fe00acd90d7271f7014e/62989d10ef7162ed7d9a3261_new_linkedin_logo.avif" loading="lazy" alt="Linked in logo" class="image-45-m"/><div class="text-block-11">Follow Us</div></div></a></div></div><div class="baner-padding"><div class="bp-m-sauce with-text"><div class="div-block-88 hide"><img src="https://cdn.prod.website-files.com/61c9fe00acd90d7271f7014e/650c09ddac9d210bf9996b34_close-round-svgrepo-com.svg" loading="lazy" id="close-icon" alt="" class="close-icon"/></div><aside class="rs-nl-description"><div class="bp-right-sauce-default no-margin"><div class="rsh-item is--white text-align-left">monthly newsletter</div></div><div class="spacer-160 is--160"></div><div id="bp-sauce-signup" class="form-block w-form"><form id="wf-form-Sauce-Form" name="wf-form-Sauce-Form" data-name="Sauce Form" action="https://api.hsforms.com/submissions/v3/integration/submit/6869583/dd3ecb5a-3227-46dc-896d-ce133ef2db40" method="post" data-wf-page-id="62e2f2af201fb761e61d37b5" data-wf-element-id="628457ee-00f6-cd46-b62d-1c72b7516af1"><input class="bp-sauce-input mob-100 is-small w-input" maxlength="256" name="email" data-name="email" placeholder="Your email" type="email" id="email" required=""/><div class="spacer-9"></div><div class="hidden-data-fields"><input class="chili-input-2 w-input" maxlength="256" name="utm_source" data-name="utm_source" placeholder="" type="text" id="utm_source"/><input class="chili-input-2 w-input" maxlength="256" name="utm_medium" data-name="utm_medium" placeholder="" type="text" id="utm_medium"/><input class="chili-input-2 w-input" maxlength="256" name="utm_content" data-name="utm_content" placeholder="" type="text" id="utm_content"/><input class="chili-input-2 w-input" maxlength="256" name="utm_campaign" data-name="utm_campaign" placeholder="" type="text" id="utm_campaign"/><input class="chili-input-2 w-input" maxlength="256" name="utm_term" data-name="utm_term" placeholder="" type="text" id="utm_term"/><input class="chili-input-2 w-input" maxlength="256" name="fbclid" data-name="fbclid" placeholder="" type="text" id="fbclid"/><input class="chili-input-2 w-input" maxlength="256" name="gclid" data-name="gclid" placeholder="" type="text" id="gclid"/><div class="form-hidden-fields w-embed w-script"><script> var url_string = window.location.href; var url = new URL(url_string); var utm_source = url.searchParams.get("utm_source"); var utm_medium = url.searchParams.get("utm_medium"); var utm_content = url.searchParams.get("utm_content"); var utm_campaign = url.searchParams.get("utm_campaign"); var utm_term = url.searchParams.get("utm_term"); var fbclid = url.searchParams.get("fbclid"); var gclid = url.searchParams.get("gclid"); $("#utm_source").val(utm_source); $("#utm_medium").val(utm_medium); $("#utm_content").val(utm_content); $("#utm_campaign").val(utm_campaign); $("#utm_term").val(utm_term); $("#fbclid").val(fbclid); $("#gclid").val(gclid); </script></div></div><div class="bp-sauce-btn _100"><input type="submit" data-wait="Please wait..." class="button w100 is-small w-button" value="Subscribe"/></div><div class="spacer-9"></div><div class="rs-nl-description">No spam. Just spice.</div></form><div class="success-message-bp-sauce w-form-done"><div class="text-block-24">You're all signed up! 💌</div></div><div class="w-form-fail"><div>Oops! Something went wrong while submitting the form.</div></div></div></aside></div></div><div class="bp-recent-posts"><h2 class="tcenter mw480">Most Recent Articles</h2><div class="collection-list-wrapper-2 w-dyn-list"><div role="list" class="collection-list-2 w-dyn-items w-row"><div role="listitem" class="collection-item w-dyn-item w-col w-col-4"><a href="/post/why-we-built-chat" class="bp-recent-item w-inline-block"><div><img loading="lazy" alt="" src="https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/673acd26e41b79dce5a8b929_Blog%20Thumbnail%20-%20Building%20Chat_3.webp" sizes="(max-width: 479px) 75vw, (max-width: 767px) 236px, (max-width: 991px) 28vw, 236px" srcset="https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/673acd26e41b79dce5a8b929_Blog%20Thumbnail%20-%20Building%20Chat_3-p-500.webp 500w, https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/673acd26e41b79dce5a8b929_Blog%20Thumbnail%20-%20Building%20Chat_3-p-800.webp 800w, https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/673acd26e41b79dce5a8b929_Blog%20Thumbnail%20-%20Building%20Chat_3-p-1080.webp 1080w, https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/673acd26e41b79dce5a8b929_Blog%20Thumbnail%20-%20Building%20Chat_3-p-1600.webp 1600w, https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/673acd26e41b79dce5a8b929_Blog%20Thumbnail%20-%20Building%20Chat_3-p-2000.webp 2000w, https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/673acd26e41b79dce5a8b929_Blog%20Thumbnail%20-%20Building%20Chat_3-p-2600.webp 2600w, https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/673acd26e41b79dce5a8b929_Blog%20Thumbnail%20-%20Building%20Chat_3-p-3200.webp 3200w, https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/673acd26e41b79dce5a8b929_Blog%20Thumbnail%20-%20Building%20Chat_3.webp 3840w" class="bp-recent-item-image"/><h3 class="bp-recent-item-title">Why Most Chatbots Can't Convert Demand Like Chili Piper</h3></div><div class="div-block-34"><p class="paragraph-8 grey">read article</p><img src="https://cdn.prod.website-files.com/61c9fe00acd90d7271f7014e/62251410eddd384fb5578407_red%20arrow.svg" loading="lazy" alt="" class="smal-arrow"/></div></a></div><div role="listitem" class="collection-item w-dyn-item w-col w-col-4"><a href="/post/introducing-chat" class="bp-recent-item w-inline-block"><div><img loading="lazy" alt="" src="https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/67352ca9b1dee05ed5c71b27_Chat%20product%20tour%20Thumbnail.webp" sizes="(max-width: 479px) 75vw, (max-width: 767px) 236px, (max-width: 991px) 28vw, 236px" srcset="https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/67352ca9b1dee05ed5c71b27_Chat%20product%20tour%20Thumbnail-p-500.webp 500w, https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/67352ca9b1dee05ed5c71b27_Chat%20product%20tour%20Thumbnail-p-800.webp 800w, https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/67352ca9b1dee05ed5c71b27_Chat%20product%20tour%20Thumbnail-p-1080.webp 1080w, https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/67352ca9b1dee05ed5c71b27_Chat%20product%20tour%20Thumbnail-p-1600.webp 1600w, https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/67352ca9b1dee05ed5c71b27_Chat%20product%20tour%20Thumbnail-p-2000.webp 2000w, https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/67352ca9b1dee05ed5c71b27_Chat%20product%20tour%20Thumbnail-p-2600.webp 2600w, https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/67352ca9b1dee05ed5c71b27_Chat%20product%20tour%20Thumbnail-p-3200.webp 3200w, https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/67352ca9b1dee05ed5c71b27_Chat%20product%20tour%20Thumbnail.webp 3840w" class="bp-recent-item-image"/><h3 class="bp-recent-item-title">Chili Piper Has Chat? Heck Yes We Do.</h3></div><div class="div-block-34"><p class="paragraph-8 grey">read article</p><img src="https://cdn.prod.website-files.com/61c9fe00acd90d7271f7014e/62251410eddd384fb5578407_red%20arrow.svg" loading="lazy" alt="" class="smal-arrow"/></div></a></div><div role="listitem" class="collection-item w-dyn-item w-col w-col-4"><a href="/post/choosing-the-right-chatbot" class="bp-recent-item w-inline-block"><div><img loading="lazy" alt="" src="https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/672ceaa50da856c4e7caf9fa_Blog%20Thumbnail%20Design%20-%20Chat%20bot.webp" sizes="(max-width: 479px) 75vw, (max-width: 767px) 236px, (max-width: 991px) 28vw, 236px" srcset="https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/672ceaa50da856c4e7caf9fa_Blog%20Thumbnail%20Design%20-%20Chat%20bot-p-500.webp 500w, https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/672ceaa50da856c4e7caf9fa_Blog%20Thumbnail%20Design%20-%20Chat%20bot-p-800.webp 800w, https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/672ceaa50da856c4e7caf9fa_Blog%20Thumbnail%20Design%20-%20Chat%20bot-p-1080.webp 1080w, https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/672ceaa50da856c4e7caf9fa_Blog%20Thumbnail%20Design%20-%20Chat%20bot-p-1600.webp 1600w, https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/672ceaa50da856c4e7caf9fa_Blog%20Thumbnail%20Design%20-%20Chat%20bot-p-2000.webp 2000w, https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/672ceaa50da856c4e7caf9fa_Blog%20Thumbnail%20Design%20-%20Chat%20bot-p-2600.webp 2600w, https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/672ceaa50da856c4e7caf9fa_Blog%20Thumbnail%20Design%20-%20Chat%20bot-p-3200.webp 3200w, https://cdn.prod.website-files.com/61c9fe00acd90d5e82f7014d/672ceaa50da856c4e7caf9fa_Blog%20Thumbnail%20Design%20-%20Chat%20bot.webp 3840w" class="bp-recent-item-image"/><h3 class="bp-recent-item-title">Choosing the Right Chatbot for Your Website in 2025</h3></div><div class="div-block-34"><p class="paragraph-8 grey">read article</p><img src="https://cdn.prod.website-files.com/61c9fe00acd90d7271f7014e/62251410eddd384fb5578407_red%20arrow.svg" loading="lazy" alt="" class="smal-arrow"/></div></a></div></div></div></div><div id="bottom-form" class="bp-bottom-section"><div class="container relative w-container"><div class="demo-request-flex"><div class="mw550 start-connect"><div class="bp-bottom-form w-richtext"><p>Interested in improving your B2B buying experience? Schedule a demo of Chili Piper now! </p></div></div><div animation="follow-scroll-reverse" class="chilli-form-box"><div hs-remove-fields="phone,company_size_1" hs-portal-id="6869583" hs-form-id="084b2116-0563-4fca-827c-79086a65b839" hs-id="wf-form-Chili-Demo-Form" hs-hidden-fields="firstname,lastname,company,phone,total_sales_team_size" class="hubspot-form-js-populated"><div class="hubspot-form-loader w-embed"><div class="loader"> <div class="dot dot1"></div> <div class="dot dot2"></div> <div class="dot dot3"></div> <div class="dot dot4"></div> </div></div></div><div class="w-embed w-script"><style> .hs-success-message { color:#252c47 } </style> <script> $(document).on("submit", "#wf-form-Chili-Demo-Form", function (e) { let data = {}; data.Email = $(this).find("#email").val(); data.FirstName = $(this).find("#firstname").val(); data.LastName = $(this).find("#lastname").val(); data.Country = $(this).find("#country").val(); data.Company = $(this).find("#company").val(); data.Company_Size__c = $(this).find("#company_size_1").val(); data.total_sales_team_size = $(this).find("#total_sales_team_size").val(); data.CRM_Lead__c = $(this).find("#crm").val(); var url_string = window.location.href; var url = new URL(url_string); data.utm_source = url.searchParams.get("utm_source"); data.utm_medium = url.searchParams.get("utm_medium"); data.utm_content = url.searchParams.get("utm_content"); data.utm_campaign = url.searchParams.get("utm_campaign"); data.utm_term = url.searchParams.get("utm_term"); data.fbclid = url.searchParams.get("fbclid"); data.gclid = url.searchParams.get("gclid"); data.sflid = url.searchParams.get("sfl_id"); data.sfcid = url.searchParams.get("sfc_id"); ChiliPiper.submit("calendar", "new-2025-chili-piper-prod", { map: true, lead: { FirstName: data.FirstName, LastName: data.LastName, Email: data.Email, Country: data.Country, Company: data.Company, Company_Size__c: data.Company_Size__c, total_sales_team_size: data.total_sales_team_size, CRM_Lead__c: data.CRM_Lead__c, source__c: data.utm_source, medium__c: data.utm_medium, campaign__c: data.utm_campaign, content__c: data.utm_content, term__c: data.utm_term, FBCLID__c: data.fbclid, GCLID__c: data.gclid, } }); }); </script></div></div></div></div><img src="https://cdn.prod.website-files.com/61c9fe00acd90d7271f7014e/620ef95ce2d1f29333a8b057_Spicy%20Shape.svg" loading="lazy" alt="" class="demo-form-bg"/><div class="w-embed"><style> .demo-form-bg {pointer-events:none} </style></div></div><div class="bp-toc-code w-embed w-script"> <script> const observer = new IntersectionObserver(entries => { entries.forEach(entry => { const id = entry.target.getAttribute("id"); if (entry.isIntersecting) { document.querySelectorAll(".active").forEach((z) => { z.classList.remove("active") }); document.querySelector(`a[href="#${id}"]`).classList.add("active"); } }); }, { rootMargin: '0px 0px -75% 0px' }); </script> <script> document.getElementById("bp-content-regular-layout").querySelectorAll("h2").forEach(function(heading, i) { // runs a function for all h2 elements inside your rich text element heading.setAttribute("id", "toc-" + i); // gives each h2 a unique id observer.observe(heading); let str = heading.innerHTML; // adds section titles to slugs str = str.replace(/\s+/g, '-').replace(/[°&\/\\#,+()$~%.'":;*?<>{}]/g, "").toLowerCase(); // replaces spaces with hyphens, removes special characters and extra spaces from the headings, and applies lowercase in slugs heading.setAttribute("id", str); // gives each heading a unique id const item = document.createElement("a"); // creates an anchor element called "item" for each h2 item.innerHTML = heading.innerHTML // gives each item the text of the corresponding heading item.setAttribute("class", "tocitem"); // gives each item the correct class item.setAttribute("href", "#" + str); // gives each item the correct anchor link document.querySelector("#toc").appendChild(item); // places each item inside the Table of Contents div }); //hide pop up when click close icon $("#close-icon").on('click', function() { const msauce = document.querySelector(".m-sauce"); msauce.style.display = "none"; }); </script> <style> .tocitem strong { margin-right: 4px; } </style></div></div><footer id="footer" class="footer is--none no-bg"><div class="container relative w-container"><div class="go-to-top"><img src="https://cdn.prod.website-files.com/61c9fe00acd90d7271f7014e/620edef2fe04582c9531c67c_Frame.svg" loading="lazy" alt="" class="image-22"/><div class="go-to-topjs w-embed w-script"><script> $(document).on('click','.go-to-top', function(event){ window.scrollTo({top: 0, behavior: 'smooth'}); }); </script></div></div><div class="footer-flex"><div class="footer-menu _4-column"><div class="footer-menu-column"><h2 class="footer-menu-label">Company</h2><a href="/about" class="footer-menu-link">About</a><a href="/careers" class="footer-menu-link">Careers</a></div><div class="footer-menu-column"><h2 class="footer-menu-label">Resources</h2><a href="/resources/articles" class="footer-menu-link">Blog</a><a href="/resources/customer-stories" class="footer-menu-link">Customer Stories</a><a href="/email-signup" class="footer-menu-link">Newsletter</a><a href="/roi-calculator-demo" class="footer-menu-link">ROI Calculator</a><a href="/request-demo" class="footer-menu-link">Book a Demo</a></div><div class="footer-menu-column"><h2 class="footer-menu-label">Help</h2><a href="https://help.chilipiper.com/hc/en-us/?_ga=2.156194811.1950593460.1638411257-1843971681.1635366645" target="_blank" class="footer-menu-link">Support</a><a href="https://status.chilipiper.com/" target="_blank" class="footer-menu-link">Status</a><a href="/partnership" class="footer-menu-link">Partner Program</a><a href="/chili-champion" class="footer-menu-link">Submit a Referral</a></div><div class="footer-menu-column"><h2 class="footer-menu-label">Legal</h2><a href="/terms-and-conditions" class="footer-menu-link">Terms and Conditions</a><a href="/privacy-policy" class="footer-menu-link">Privacy Policy</a><a href="/security" class="footer-menu-link">Security</a></div><div class="w-embed"><style> /* .footer-menu-link::before { content: ""; width: 15px; height: 10px; position: absolute; top: 50%; left: -25px; -webkit-transform: translateY(-50%); -ms-transform: translateY(-50%); transform: translateY(-50%); background-image: url('https://cdn.prod.website-files.com/61781790ffd5917625db9e77/617b261052e2b7cbb4867f56_footer-arrow.svg'); background-repeat: no-repeat; opacity: .1; -webkit-transition: .2s; -o-transition: .2s; transition: .2s; } .footer-menu-link:hover::before {opacity:1;} @media (max-width: 991.98px) { .footer-menu-link::before {display:none} } */ </style></div></div><div class="div-block-11"><div class="socials socials-footer"><a href="https://www.linkedin.com/company/chilipiper/" target="_blank" class="social-icon w-inline-block"><img src="https://cdn.prod.website-files.com/61c9fe00acd90d7271f7014e/620edd79ae65f5f4b19623fa_linkedin.svg" loading="lazy" alt="" class="social-image"/></a><a href="https://www.youtube.com/channel/UCbhTLIANNXtc8IxsHt1eV6Q" target="_blank" class="social-icon w-inline-block"><img src="https://cdn.prod.website-files.com/61c9fe00acd90d7271f7014e/65f1fde79bb0997d691ba13f_youtube-circle-logo.svg" loading="lazy" alt="" class="social-image"/></a><a href="https://www.instagram.com/chili.piper/" target="_blank" class="social-icon last w-inline-block"><img src="https://cdn.prod.website-files.com/61c9fe00acd90d7271f7014e/6285c8faa513c116c36625cc_1164349_circle_instagram_logo_media_network_icon.svg" loading="lazy" alt="" class="social-image"/></a></div><a href="https://www.g2.com/products/chili-piper/reviews?utm_source=rewards-badge" target="_blank" class="leader-footer mt30 hide w-inline-block"><img src="https://cdn.prod.website-files.com/61c9fe00acd90d7271f7014e/65f2c950d2a942ddb7e057ec_image1.avif" loading="lazy" alt="" class="image-10"/></a></div></div><div class="footer-logo-wrap"><a href="/" class="w-inline-block"><img src="https://cdn.prod.website-files.com/61c9fe00acd90d7271f7014e/63d13bbcafbf5468fecc55ec_CP-Symbol-Color.svg" loading="lazy" alt="" class="image-7"/></a><a href="https://www.g2.com/products/chili-piper/reviews?utm_source=rewards-badge" target="_blank" class="leader-footer mt30 hide mobile w-inline-block"><img src="https://cdn.prod.website-files.com/61c9fe00acd90d7271f7014e/620edd7a601fb78501677639_image%2021.svg" loading="lazy" alt="" class="image-10"/></a></div><div class="div-block-10"><p class="copyright silvertext">© 2024 Chili Piper, Inc. All right reserved</p></div></div><div class="footerresponisve-css w-embed"><style> @media screen and (max-width: 767px) { .footer-menu-label {cursor:pointer} .footer-menu-label::after { content: ""; background: url("https://cdn.prod.website-files.com/61c9fe00acd90d7271f7014e/620ee177c79e73ce87118511_Frame%20(1).svg") no-repeat; background-size: 100%; height: 24px; width: 26px; display: inline-block margin: 0 0 0 9px; position: relative; top: 0; } .footer-menu-label.opened::after { transform:rotate(180deg); } .footer-menu-link.block {display:block;} } </style></div><div class="html-embed-6 w-embed w-script"><script> $(document).on('click','.footer-menu-label', function(event){ if ($(window).width() <= 767) { $(this).parent().find(".footer-menu-link").toggleClass("block"); $(this).toggleClass("opened"); } }); </script></div></footer><script src="https://d3e54v103j8qbb.cloudfront.net/js/jquery-3.5.1.min.dc5e7f18c8.js?site=61c9fe00acd90d7271f7014e" type="text/javascript" integrity="sha256-9/aliU8dGd2tb6OSsuzixeV4y/faTqgFtohetphbbj0=" crossorigin="anonymous"></script><script src="https://cdn.prod.website-files.com/61c9fe00acd90d7271f7014e/js/chilipiper.e09fa01ca.js" type="text/javascript"></script> <script data-fd-id="2b2bef54822af62d0bf9" src="https://files.tryflowdrive.com/index.min.js"></script>  <script data-src="https://min30327.github.io/luxy.js/dist/js/luxy.js"></script> <script> /* if ( $(".page-wrapper").length ) { var isMobile = /iPhone|iPad|Android/i.test(navigator.userAgent); if (!isMobile) { luxy.init({ wrapper: '.page-wrapper', wrapperSpeed: 0.065, }); } } */ </script>  <script type="text/javascript"> var path = window.location.pathname; var exactExcludedPaths = [ '/forms/request-demo-test', '/clp/1-click-booking-from-marketing-campaigns', '/thank-you/test-thank-you-typeform', '/forms/dcp-test-scheduling-only-hubspot' ]; var wildcardExcludedPaths = [ /^\/forms\/test.*/ ]; function matchesWildcardPatterns(path, patterns) { return patterns.some(pattern => pattern.test(path)); } if (path === '/forms/dcp-test-scheduling-only') { var script = document.createElement('script'); script.src = 'https://chilipiper-com.chilipiper.com/concierge-js/cjs/concierge.js'; script.type = 'text/javascript'; script.crossOrigin = 'anonymous'; document.body.appendChild(script); } else if (!exactExcludedPaths.includes(path) && !matchesWildcardPatterns(path, wildcardExcludedPaths)) { var script = document.createElement('script'); script.src = 'https://calendar.chilipiper.com/concierge-js/cjs/concierge.js'; script.type = 'text/javascript'; script.crossOrigin = 'anonymous'; document.body.appendChild(script); } </script> <script> function hubspotOptions(portalId, formId, fields = []){ return;} </script>  <div id="fb-root"></div> <script> (function(d, s, id) { var js, fjs = d.getElementsByTagName(s)[0]; if (d.getElementById(id)) return; js = d.createElement(s); js.id = id; js.src = "https://connect.facebook.net/en_US/sdk.js#xfbml=1&version=v3.0"; fjs.parentNode.insertBefore(js, fjs); }(document, 'script', 'facebook-jssdk')); </script> <script type="text/javascript"> function share_fb(url) { window.open('https://www.facebook.com/sharer/sharer.php?u='+url,'facebook-share-dialog',"width=626, height=436") } </script> <script> window.onload = function () { myReadTime(); }; function myReadTime() { var str = document.getElementById("bp-content-regular-layout").innerHTML; var n = str.match(/(\w+)/g).length; var x = n / 265; var y = x.toFixed(0); document.getElementById("bp-time").innerHTML = y + " min to read"; document.getElementById("bp-time-regular").innerHTML = y + " min to read"; } $(".rs-he-breadcrumb").css('display', 'flex'); </script></body></html>