Corporate buyers, much like individual consumers, now expect quicker decision-making and tailored solutions that address their immediate needs. With more stakeholders and complex requirements involved, the B2B sales process has become longer and more intricate, making it essential for businesses to adapt to these shifting expectations.

In the security technology industry, AI-powered surveillance systems are gaining significant traction. In 2023, the demand for these systems saw a spike, with businesses increasingly adopting them to enhance both their operational and security needs.

Companies like i-PRO, a provider of advanced AI-powered surveillance solutions, have witnessed this shift firsthand. To meet this growing demand for more efficient, data-driven security, they are leveraging edge AI processing in CCTV cameras to enable real-time data analysis.

This approach reduces reliance on cloud-based systems and addresses businesses’ needs for quicker, more accurate security measures. It also highlights the growing pressure on suppliers to adapt to evolving demands, such as clients seeking more tailored solutions.

However, this shift has also led to a growing involvement of multiple decision-makers in the procurement process, resulting in longer closing cycles. Aligning the interests and balancing the requirements of various stakeholders often delays decision-making.

Companies are now challenged with securing deals in an environment where each stakeholder has differing views on a technology’s capabilities and requirements. As a result, companies are finding it increasingly difficult to navigate these complexities while staying competitive.

The need for new strategies

Technological advancements have changed the way sales strategies work: you can now reach a wider audience at a faster rate. The adoption of AI technology in retail, such as sales automation, has streamlined processes, benefitting both customers and companies alike. Companies must therefore continuously innovate to remain competitive, learning to balance advancing technology with the practical, often immediate, needs of buyers.

Given the challenges in the B2B sales environment, staying adaptable is crucial in response to shifting buyer behaviour, technological advancements, and longer decision cycles. Therefore, it is important to align business strategies with these evolving market demands and technological trends.

Also Read: The long and winding road to e-commerce profitability

This is where education and upskilling comes in.

For students at PSB Academy, access to information on emerging trends like AI, digital marketing, and data analytics is vast. Courses such as Global Business (Top-up) are designed for professionals aiming to start a career in management, covering areas like strategy, marketing, project management, and entrepreneurship.

More importantly, for established professionals in the industry looking to enhance their skills, the course prepares them to address the complexities of modern B2B sales. By learning from real-life case studies and industry experts around the world, PSB Academy helps adapt their approach to meet the needs of diverse stakeholders and ever-changing demands.

Staying adaptable in a rapidly evolving market means providing learners with growth and security in their careers.

As the demands for personalised, efficient, and data-driven solutions continue to grow, companies that fail to innovate risk falling behind. The key to success lies in continuous adaptation and a commitment to understanding and addressing the complexities of today’s B2B buying environment.

Businesses must embrace adaptability, invest in digital sales and marketing tools, and prioritise ongoing employee training to keep up with these changes. This means staying ahead of technological advancements, aligning with diverse stakeholder interests, and maintaining a customer-first approach to sales.

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We are navigating through a period marked by multiple challenges. The pandemic, followed by ongoing geopolitical tensions worldwide and the growing impact of climate change, is changing how we live. 

While these issues have impacted the lives of many people, crisis preparedness has also strengthened. With each crisis, consumers are responding quicker and are more efficient in securing essential goods to tide them through with as little impact on their daily lives as possible.   

Barriers to accessing food and groceries 

As consumers prepare for a crisis, some are facing increased difficulties in accessing items like food and groceries due to physical barriers and psychological stress.

Long lines at supermarkets, limited product availability in stores, and transportation issues can make shopping a hassle. At times, consumers may find it hard to get everything they need and end up purchasing unnecessary items or stockpiling more than necessary.

Supermarkets may face temporary disruptions in their supply chains while adjusting to the spike in demand. We saw similar behaviour during the early days of the pandemic, with consumers buying large quantities of toilet paper, which briefly created shortages in stores worldwide.

Additionally, consumers may feel added pressure to prepare quickly, especially when faced with the uncertainty of crises. Recent events like fast-approaching natural disasters have shown that this behaviour tends to intensify during such times.

These challenges signal a growing need for a more efficient system — one that offers convenience, safety, and most importantly a peace of mind. 

Also Read: The long and winding road to e-commerce profitability

Preparing for crisis in comfort

In Southeast Asia, mobile and internet connectivity has grown rapidly, making access to quick commerce platforms like foodpanda easier. With tech-enabled quick commerce, consumers can prepare for crises without having to leave their homes.

Quick commerce offers convenience, safety and speed. With just a few clicks, consumers can have food and groceries delivered to their doorsteps, avoiding the chaos of crowded stores and ensuring access to the products they need. Another key advantage is the speed of delivery — essential goods can be ordered and delivered within the hour, ensuring that consumers are well-prepared even when time is limited. 

For example, during the recent pre-typhoon season in Taiwan, foodpanda shops saw a significant surge in order volumes — an increase of 45 per cent in daily orders — particularly for essential items as consumers prepared for the storm. Popular items ordered include: vegetables, dairy products, frozen food, canned products and instant meals.

As customers prepare to stay indoors for extended periods during the typhoon, convenient meals rose to one of the top items ordered on shops, indicating a shift towards items with longer shelf life and easy to prepare foods. 

A similar trend was also observed in Bangladesh. During the riots in July, Bangladesh saw continued demand in quick commerce orders amidst curfews and internet shutdowns. However, contrary to Taiwan, Bangladesh actually saw an increased demand for fruits. In this case, consumers prioritised ordering perishable but essential items, which could be difficult to procure as people could not leave their houses. 

Also Read: Why e-commerce startups will revolutionise the supply chain in Southeast Asia

Shaping the future of crisis preparedness in Asia

The Sustainable Development Goal (SDG) 2 by the United Nations Development Programme (UNDP) aims to end hunger, achieve food security, improve nutrition, and promote sustainable agriculture. In the context of emergency food aid, this translates to ensuring access to sufficient, safe, and nutritious food for all people, particularly during times of crisis such as natural disasters, conflicts, and other emergencies.

With Asia considered the world’s most disaster-affected region in 2023 and climate change exacerbating the frequency and severity of these events, consumers need to be well-prepared with a robust emergency preparedness plan. Quick commerce, which involves the instant delivery of essential goods and services, will be more important than ever as crises hit the region with shorter lead times. 

In addition to improving rapid response in crisis situations, quick commerce will also help drive efficiency throughout the supply chain, from inventory management and order processing to last-mile delivery. It allows businesses to reach more customers in a shorter amount of time. In a crisis situation, where every minute matters, that is critical.

—

Editor’s note: e27 aims to foster thought leadership by publishing views from the community. Share your opinion by submitting an article, video, podcast, or infographic.

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Dear reader,

Bukalapak’s strategic pivot away from physical product sales to focus on virtual offerings marks a bold evolution in its business model. As competition intensifies in Indonesia’s e-commerce landscape, this decision underscores the platform’s commitment to long-term sustainability and adaptability.

By discontinuing physical goods, which contribute less than 3 per cent to its revenue, Bukalapak is redirecting efforts towards virtual products, gaming, retail, and investment services – sectors it identifies as high-growth opportunities.

This transition is further bolstered by the company’s robust financial health, with IDR 19 trillion in cash reserves, signalling ample capacity to invest in innovation and scale its digital ecosystem.

However, the specifics of Bukalapak’s virtual product offerings remain unclear, leaving questions about how it plans to differentiate itself amidst established digital players. The emphasis on virtualisation aligns with industry trends but necessitates a precise execution strategy to retain relevance and user trust.

Bukalapak’s assurances to support sellers and uphold customer rights are prudent, yet the success of this transition hinges on maintaining seamless user experiences.

As it advances into uncharted territory, Bukalapak’s ability to innovate and deliver value will determine whether this strategic gamble secures its position as a leader in Indonesia’s evolving digital economy.

Sainul,
Editor.

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NEWS & VIEWS

Bukalapak to shift focus from physical goods to virtual products in strategic overhaul
Bukalapak, which has been evolving since 2021 into a broader e-commerce platform, will gradually discontinue physical product sales starting in February 2025 | This pivot is essential to ensure long-term sustainability and competitiveness.

O’Leary, McCourt team up to acquire TikTok
This initiative aims to secure ownership and has reportedly secured verbal commitments up to US$20B | This comes as TikTok faces a potential US ban on January 19, 2025, unless its Chinese parent company, ByteDance, sells the app.

Ex-Terraform Labs CEO Do Kwon to face fraud trial in 2026
The charges against Kwon relate to the collapse of Terraform Labs’ algorithmic stablecoin, TerraUSD, which resulted in estimated losses of US$40B and a wider crisis in the cryptocurrency industry in 2022.

SEA startup funding sees mixed results in December 2024
Startups in the region raised a total of US$210M across 15 rounds | While this represents a 44.59% increase compared to November 2024, it also marks a 142.21% decrease compared to December 2023.

Employment Hero expands to Canada with US$69.6M acquisition of Humi
Thousands of Humi’s SME customers will gain access to Employment Hero’s all-in-one platform for payroll, HR, and benefits | Employment Hero’s eOS integrates HR, payroll, recruitment, and employee engagement tools.

Endowus secures US$17.5M for AI investments, market expansion
The investors include Prosus Ventures, UBS, and MUFG | The digital wealth advisory firm said that client assets under its management recently surpassed US$7B across its operations in Singapore and Hong Kong.

Integra, USAID partner to invest in women-led early-stage startups
The programme will target companies that are “offering inclusive digital finance and other essential services supporting traditionally underserved consumers and small businesses”.

bukaPO secures seed funding to empower Indonesia’s home chefs
Bali Investment Club and elea Foundation for Ethics in Globalisation co-led round | BukaPO is an online platform that connects home-based culinary businesses with individual and corporate clients in Indonesia.

Vietnamese edtech platform Kyna English secures Series B
The investors are Asia Business Builders and DTP Education Group | The investment will enable Kyna English to expand its operations to countries such as Thailand, Indonesia, and Laos.

Former Toplyne CEO Rishen Kapoor rejoins Peak XV Partners
Kapoor co-founded Toplyne in 2021 | The AI-powered platform helped product-led businesses convert free users into paying customers, with clients like Canva, Grafana, and BrowserStack.

Dubai crypto platform Backpack Exchange acquires FTX EU for US$32.7M
The acquisition includes managing US$55M in approved FTX bankruptcy claims for affected FTX EU customers | This deal follows FTX EU’s resale to its original co-founders, Patrick Gruhn and Robin Matzke, during bankruptcy settlements.

HiFeed aims to revolutionise cattle farming with pre-seed funding
Wavemaker Impact is the investor | HiFeed aims to significantly reduce methane emissions from cattle, improve feed efficiency and promote sustainable farming practices.

Woori Venture invests in Singapore wireless charging firm Xnergy
Xnergy is a provider of high-power wireless charging solutions for all autonomous, electrified mobility | The firm’s products are sold in nearly 40 countries across Europe, America and Asia.

FEATURES & INTERVIEWS

East Ventures: SEA can expect a “significant surge” in AI-first startups in 2025
According to East Ventures, this figure is expected to double by 2027, reflecting the rapid pace of AI integration across industries | Approximately 25 per cent of businesses are projected to adopt Generative AI (GenAI) and AI agents by 2025.

Why fintech companies should learn about customer retention from e-commerce companies
For fintech companies, strategies for promoting products and services must be creative, responsive, and relevant in order to attract customers who aren’t actively looking for new offerings.

Komerce claims 25% revenue growth in 2024 amidst challenges, eyes AI future
The company plans to introduce AI-powered tools to automate repetitive sales and operational tasks, especially for SMEs that rely on WhatsApp for customer communication | Komerce is currently in talks to raise US$1-1.5M in a pre-Series A round.

FROM THE ARCHIVES

Indonesia’s antivirus reliance: A cybersecurity blindspot
It’s crucial for individuals to understand that relying solely on antivirus software leaves them vulnerable to other types of cyber threats.

APAC businesses promoting a culture of sustainability
As the market is looking for more green businesses, incorporating sustainability into a startup’s mission statement can help people notice it.

How e-commerce brands can tap into US$600B social commerce market potential
As the modern-day consumer becomes more reliant on their mobile devices, promptness is valued above all else when it comes to social commerce.

Empathetic software development: Creating accessibility-first apps for greater inclusivity
Building accessibility-first apps spur diversity, equity and inclusion initiatives and empower users by levelling the usability playing field.

Should people be more wary of AI or is AI more threatened by human misuse?
This article explores whether people should fear AI or if AI is at greater risk from human misuse, discussing the potential threats posed by both.

PR’s unchanging essence: Human connections amidst AI and automation
While technological advancements streamline PR, it can’t replace human PR professionals’ emotional intelligence and nuanced understanding.

Ethical implications of using AI in hiring
AI is being used to determine who fits into a certain job description and several companies are trying to make this process unbiased.

Bridging the financial inclusion gap in Asia: The role of fintech
The future of fintech in Asia is bright, driven by innovation and financial inclusion, as tech companies play a crucial role in the shift away from cash.

Fintechs targeting the next billion users are living a pipe dream. Here’s why
The future belongs to those who keep their feet firmly planted on the ground | This also applies to fintech companies.

How AI and automation can shape the future of farms
Developing an AI platform in the farming system reduces the time needed to conduct experiments and get results quicker.

Digital transformation and AI revolution: Shaping Singapore’s F&B industry with Korean restaurant tech
It’s time for Singapore’s F&B industry to embrace this transformation and serve up a future that’s as exciting as it is delicious.

Multimodal AI: Reshaping search and discovery in retail and travel
Multimodal AI lets consumers use natural language, images, and videos to search and buy clothes, accessories, and beauty products, transforming shopping.

THOUGHT LEADERSHIP

How can we truly tap into the blue ocean of altcoins as we step into 2025?
Investing in altcoins is like panning for gold; it requires a deep understanding of emerging technologies and crypto applications.

Bitcoin’s US$100K Rally: Southeast Asia’s growing crypto revolution
By responsibly embracing the potential of crypto, Southeast Asia can become more prosperous, economically flexible, and accessible to all residents.

Weathering the storm with quick commerce
Quick commerce, which involves the instant delivery of essential goods and services will grow crucial as crises hit the region with shorter lead times.

Adapting to the new B2B sales landscape: AI and beyond
B2B buyers are increasingly adopting consumer-like behaviours, demanding instant information and personalised experiences.

Building an anti-scam ecosystem is the key to a safer digital future
By investing in strategic partnerships and innovative technologies, we can outpace scammers and create a safer digital environment for all.

August Widmer of Paxful on how P2P crypto trading empowers the underbanked
Widmer shared insights into how this model reshapes financial accessibility, particularly for those traditionally left out of mainstream banking systems.

Can AI serve as your business mentor?
Using AI alongside traditional mentorship blends technology with personalised guidance, offering the best results for growing your company.

Flexible work arrangements: Are companies missing the mark on the future of work?
When the power shifts back to employees, companies that adapt early to flexible work arrangements will have a competitive advantage.

The post Ecosystem Roundup: Bukalapak to shift focus to virtual products | O’Leary, McCourt team up to acquire TikTok | Ex-Terraform Labs CEO to face fraud trial in 2026 appeared first on e27.

Kyna English, a Vietnamese online education platform based in Ho Chi Minh City, has concluded an undisclosed Series B funding round.

The funding was spearheaded by Asia Business Builders, with additional investment from DTP Education Group and Ho Hong Bao Tram, the co-founder and CEO of Kyna English.

Also Read: Are large Vietnamese tech enterprises ‘indifferent’ when competing with ChatGPT?

This financial injection will allow Kyna English to extend its reach beyond Vietnam, into markets such as Thailand, Indonesia and Laos.

The company also aims to strengthen its position within the Vietnamese market. Kyna English plans to enhance its AI-powered platform, which offers personalised learning experiences to students.

Kyna English provides access to high-quality language training to the younger generation using innovative learning methods. The platform allows parents to choose the curriculum and teacher that fits their kids’ learning styles. The company then assigns the courses and teachers best suited to their kids’ needs.

This platform has facilitated over 10 million one-on-one classes, catering to over 150,000 learners since its launch in 2020, with over 15,000 classes taking place each day.

Also Read: From fintech to blockchain: Meet Vietnam’s leading startups powering the next wave of growth

The company boasts a network of over 8,000 tutors. Kyna English’s ambition is to transform English language education in Southeast Asia through technology and flexible, personalised learning.

Edutech is one of the fastest-growing verticals in Vietnam. The segment recorded a 280 per cent rise in funding from US$2.5 million in H1 2023 to US$9.52 million in H1 2024. The market size is projected to exhibit a growth rate (CAGR) of 13.50 per cent during 2024-2032. The increasing demand for adaptive learning platforms, AI-powered tutors, and data analytics is driving the market.

The post Vietnam’s Kyna English closes Series B round to enhance its AI-powered edutech platform appeared first on e27.