The digital sector accounts for around 4% of global greenhouse gas emissions. In this context, every player - including in customer relations - has a role to play in accelerating the transition.
At ANSAM, we have chosen to assume this responsibility through our 2024 sustainability report and our commitment to B Corp certification. But we also wanted to go further by giving our experts a say, through a series of testimonials in the form of 3 key questions to shed concrete light on the challenges of digital transition.
Laura Purro, Sales Director, talks about changing customer expectations and the importance of credibility in B2B relationships.
Sustainability has become an essential element in calls for tender and customer relations. How can we meet these high expectations and provide concrete, credible proof?
1. How are customer expectations evolving with regard to sustainability in the B2B sector?
Today, sustainability has become an essential criterion in B2B commercial relations. More and more customers are including CSR in their evaluation grids, alongside price and service quality. In calls for tender, very specific requirements are appearing: carbon footprint, diversity policy, transparency on supplier practices... It's no longer perceived as a "bonus". In some sectors, it's a condition of entry. Expectations are high, and rising.
2. What are the challenges for companies wishing to meet these expectations?
The first challenge is to be able to provide reliable, verifiable data on their environmental and social impact. Customers no longer want vague promises - they expect transparency and concrete proof. Then there's the question of credibility: it's not enough to post commitments on a website, these commitments have to be implemented on a daily basis, in purchasing choices, processes and relations with stakeholders. Finally, it's crucial to raise the awareness of sales teams: they need to be able to talk about sustainability in a relevant way, to understand what's at stake for their customers, and to know how to promote the company's good practices.
3. What commercial levers can be used to accelerate the sustainable transition in our sector?
We have a real role to play in accelerating the transition. Firstly, by proposing concrete solutions that enable our customers themselves to reduce their impact - whether in terms of energy consumption or materials management. Secondly, by building long-term partnerships based on shared values, and not just on price. It's by aligning our objectives with those of our customers that we create lasting relationships - in every sense of the word.