Blue: Seamless Omnichannel Transitions Drive Modern B2B Buying Investments
David Blue · Why B2B Companies Moving Reps Off Repeat Orders Are Winning · Sep 23, 2025 · at 1:26
David Blue, founder of Saltbox, explains how modern B2B purchasing expectations have shifted toward frictionless movement between digital channels and live sales reps.
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“What we're seeing is the B to B buying experience changing and erring towards personalization and the ability to traverse the channel that you're purchasing on in a way that is seamless from channel to channel whether you're starting online or starting with a sales rep Regardless of where you start and finish in order, that process being seamless and, ah, and frictionless, and that's the biggest thing that has changed over the last few years, last decade in, in B to B, ah, that's really driving, I think, a lot of the, ah, a lot of the investment and a lot of the change when it comes to, ah, where B to B organizations are making investments in, in their buying experience.”
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Blue: AI Will Eventually Build AI Capabilities, But It Remains Far Off
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Blue: Saltbox Requires Six Months of Full Billable Utilization to Hire
“Our philosophy is we want to see line of sight to at least six plus months of full utilization, meaning, you know, 40 hours a week billable time in the future to feel confident that we are going to pull the trigger on, on a full-time hire for that role.”