Beyond the PDF: Engaging Today’s B2B Buyer with Intelligent Video in Your Digital Sales Room

Executive Summary

In the digital-first era of B2B sales, traditional content formats like PDFs are increasingly misaligned with buyer expectations. Modern buyers, especially Millennials and Gen Z, demand intuitive, authentic, and efficient experiences throughout their purchasing journey. This white paper explores why intelligent video is emerging as a critical content format within Digital Sales Rooms (DSRs) and how platforms like Omedym enable scalable, impactful video strategies.

1. Introduction: Acknowledging the Familiar, Embracing the Future

PDFs have long been the go-to format in B2B sales—easy to produce, distribute, and consume. But today’s buyers are changing, and so must our tools. Gartner forecasts that by 2025, 80% of B2B interactions will happen digitally. Static PDFs, while familiar, often underdeliver in this dynamic context. As buyer journeys shift toward self-service and digital exploration, sales teams must reassess how content is delivered.

2. Modern Buyer Behavior and the Rise of Video

Millennials and Gen Z now make up the majority of B2B decision-makers. Forrester found that in 2023, 71% of B2B buyers were born after 1980. These buyers are:

- Digitally savvy and self-reliant: Conducting extensive research independently.

- Speed- and efficiency-oriented: Favoring quick, scannable, intuitive content.

- Authenticity-seeking: Valuing real human voices over corporate polish.

Research confirms video’s rise:

- 95% of buyers say video is essential to their decisions.

- 70% engage with video throughout the buying journey.

- Intelligent video enables fast answers, trust-building, and meaningful interaction.

3. Why Video Builds Trust, Clarity, and Confidence

Video builds human connection through tone, body language, and transparency. It clarifies complex topics through visuals and supports knowledge retention through multi-sensory engagement. Intelligent, searchable video enables buyers to gain confidence through exploration, reducing ambiguity and driving higher conversion.

4. Scaling with Omedym: Making Video Work for You

Omedym makes it easy to scale video content by transforming long-form recordings into searchable, navigable, and insight-rich assets. Features like keyword search, auto-tagging, clip sharing, and deep engagement analytics enable teams to support modern buyers effectively—without increasing production burden.

5. Advisory Close: Your Next Step Toward Buyer-Centric Content

Modern B2B buyers expect speed, relevance, and authenticity—traits static content lacks. Omedym empowers teams to bridge that gap with intelligent video. Start small by replacing a frequently-used PDF with a dynamic video experience and measure the results. Our team is ready to support your next steps toward more impactful DSR experiences.

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