GOb2b Blogs

Spending on b2b ecommerce software is accelerating at twice the speed of b2c, with manufacturing and wholesale businesses leading the way in deploying b2b platforms as an integral part of their omnichannel sales strategy. It’s a trend driven by the changing expectations of today’s b2b buyers who increasingly demand an Amazon-style online customer experience. Here are some of the key factors that are impacting the adoption of ecommerce solutions in the b2b arena.

Selling in the b2b ecommerce market is very different to retail b2c selling, so we’ve drawn on our b2b experience to put together a few tips to help you boost sales.

Successful b2b ecommerce is not just about the great design or smart technology that goes into your website. It’s also down to how well you market your site and ensuring that your customers actually use it. In b2b, businesses can often be resistant to changes in the way they work, so given the advantages of ecommerce for both sellers and buyers, it’s important to work closely with your customers to encourage adoption and use of your online store. Here are a few thoughts on some approaches you can use…

Building strong, long-lasting relationships with customers and trading partners is high on the strategic agenda for most companies selling in b2b markets. It’s a priority that’s embedded into practices across the business, and especially in ecommerce processes where capabilities have now moved beyond automated ordering systems to encompass the management of more complex, higher value transactions. So how are b2b companies optimising this approach to deliver increased revenues?

What are bounce rates?

A few years ago when we were considering a major house extension, we were faced with a couple of options.  1) project manage the extension ourselves, co-ordinating a group of builders, plasterers, painters, electricians, roofers and plumbers.   Or 2) pay extra and get one company to do the whole job for us.

Whatever your job, whoever you are, first impressions matter – so put aside any ideas that elevator speeches are just for sales people – because from the accounts professionals to IT, web-design to marketing, everyone who works in a company can benefit from having a quick and easy way to introduce themselves when asked.

Making the move to b2b ecommerce can be challenging, especially if you need to adapt organisational structures, processes and staff attitudes to new ways of working. Get it right though, and the rewards can be substantial – from increased sales, higher margins and lower costs, to greater customer satisfaction and higher levels of repeat business. Transitioning to the world of b2b ecommerce needn’t be that complex – here are a few tips to help you smooth out your journey.

 A recent Harvard Business Review article (https://hbr.org/2016/11/right-tech-wrong-time)  discusses the importance of the timing of technological shifts.  Technological shifts, when mis-timed can have their own Richter scale – from world-changing to downright disastrous.

It’s no secret that human beings are herd-animals.  We much prefer to follow and stay safe, than to go rogue and risk making a poor decision.