Unlocking B2B Marketing Potential with Digital Wallets
- Haley Doel
- Oct 10
- 4 min read
Digital wallets are fast becoming a powerful new channel for B2B marketing, unlocking opportunities across events, loyalty programs, partner engagement, memberships, eCommerce, and even product-critical communications. In the latest episode of the B2Bold podcast, we explore the potential of digital wallets with Brian Pham, Founder and CEO of Litecard, who shares how businesses can reimagine engagement, loyalty, and communication in ways that go beyond consumer use cases.
The Rise of Digital Wallets in B2B Marketing
While digital wallets are often associated with B2C loyalty cards or payment systems, their potential in B2B marketing is far greater. Digital wallets give B2B marketers a direct, real-time channel to reach decision-makers and partners without relying solely on crowded inboxes or low-engagement apps. Litecard helps organisations automate wallet campaigns, integrate with platforms like Salesforce, and access deeper insights that shape smarter marketing strategies.
With four out of five people worldwide using mobile wallets daily, B2B brands now have an underutilised opportunity to build trust, reduce friction, and strengthen relationships at scale.
Read on to explore use cases, and watch the full podcast episode here (or on popular podcast channels).
Engaging Decision Makers Directly
One of the biggest challenges in B2B marketing is cutting through layers of gatekeepers to reach the right decision-makers, whether that’s an IT manager evaluating new software, a procurement officer managing vendor contracts, or a channel manager overseeing partnerships.
Digital wallets provide a unique opportunity to deliver relevant, timely information directly into the hands of these stakeholders. Instead of relying on forwarded emails, shared PDFs, or links that get lost, wallet passes remain accessible on their mobile devices.
Procurement Officers can store supplier membership cards, discount incentives, or renewal reminders, streamlining vendor management.
Channel/Partner Managers can be issued wallet passes that keep program resources, deal registration perks, and performance updates always at hand.
IT Managers can receive instant alerts about system updates, outages, or critical security patches, ensuring they act quickly.
For buying committees, which often include multiple roles influencing a purchase, digital wallets ensure each stakeholder gets tailored, persistent touchpoints that support the buying process, without adding friction or clutter to their workflow.
Practical B2B Use Cases for Digital Wallets
From events and loyalty to eCommerce and critical updates, digital wallets open up a range of practical applications that help B2B marketers engage decision-makers more effectively.
Loyalty and Incentives
In B2B, loyalty programs aren’t so much about discounts at checkout, they’re about incentivising repeat business and recognising high-value clients or channel partners. Digital wallets allow businesses like distributors, consultancies, or SaaS providers to deliver personalised rewards, rebates, or incentive milestones directly into the wallet, keeping programs front-of-mind and accessible.
Partnership Programs
Technology and channel partnerships thrive on trust and communication. Wallet passes can be issued to partners to provide deal registration updates, exclusive content, or program benefits. Instead of sending static PDFs or relying on portals, digital wallets keep partnership perks live, dynamic, and always accessible on mobile devices.
Events Ticketing and Alerts Whether it’s a large-scale industry conference or a niche executive roundtable, digital wallets can manage event ticketing and real-time alerts. Attendees receive tickets, agenda changes, or session reminders directly in their mobile wallet, no apps or paper required. For event organisers, this eliminates logistical complexity while ensuring critical updates (like last-minute room or venue changes) are instantly delivered.
Membership Sign-Ups
Networking groups, professional associations, or newsletter subscriptions often struggle with retention. By issuing wallet passes as a membership ID or digital newsletter subscription card, organisations create an ongoing touchpoint with members. Push notifications can highlight new publications, upcoming networking events, or renewal reminders, bridging the gap between email engagement and live interactions.
Product Critical Updates
In B2B, product uptime and communication are critical. Wallet alerts are a highly effective way to notify clients of system downtime, compliance updates, or critical product updates. Unlike emails that can be buried, push notifications via wallets ensure that time-sensitive messages are seen immediately.
B2B eCommerce Transactions
For many tech companies, not every sale is a complex, high-touch deal. Increasingly, businesses are offering self-serve eCommerce portals for lower-cost, low-touch products such as software plug-ins, licenses, or subscription renewals. Digital wallets can streamline this process by storing purchase confirmations, renewal reminders, or upgrade offers directly in the buyer’s wallet.
For example, companies like Atlassian (with tools like Trello and Jira add-ons) or Adobe (with lower-tier Creative Cloud licenses) allow customers to purchase and renew online without heavy sales involvement. A wallet notification can remind users of upcoming license expirations, provide discount codes for add-ons, or even deliver digital proof-of-purchase that doubles as an access pass for customer support.
Why This Matters for B2B Marketers
For B2B marketers, digital wallets represent a trusted and high-engagement channel at a time when inboxes and social feeds are overloaded. Benefits include:
Immediate communication without the need for new apps
Data-rich insights into engagement behaviour
Increased loyalty from customers, partners, or members
Seamless integration into existing MarTech stacks (e.g., Salesforce, HubSpot)
By filling the gaps left by email and social channels, wallets provide a direct route to influence buyers and partners when it matters most.
Looking Ahead for Digital Wallets
Brian predicts that digital wallets will become even more powerful when integrated with demand-generation channels like LinkedIn, Google Ads, and Meta. Imagine a prospect downloading a resource, then receiving a wallet pass that allows ongoing, permission-based updates. This creates a persistent and respectful way to stay connected with high-intent accounts, without overwhelming them.
His advice to B2B marketers? Start testing. The barrier to entry is lower than many expect, and the payoff in improved engagement and retention is substantial.
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Digital wallets aren’t just for consumer loyalty cards. They’re fast becoming a critical tool in B2B marketing, helping organisations deliver events, loyalty programs, partnership updates, memberships, eCommerce transactions, and product-critical communications in ways that are direct, measurable, and trusted.
Subscribe to the B2Bold podcast on Spotify (or your preferred podcast channel) for more insights into how innovative tools like Litecard are shaping the future of B2B marketing.
About Stratcora
Stratcora partners with B2B companies to develop practical, results-focused marketing strategies that support complex sales cycles, ambitious growth plans, and the realities of today’s resource-constrained teams. We help our clients by leveraging the right mix of human expertise and digital tools to execute bold marketing programs that produce real results.