The phrase “B2B eCommerce” implies a transaction. eCommerce IS about customer acquisition, conversion, and average order value. But it also serves a bigger, long-term purpose.Customers are in more control than ever before. Customers want more online services and tools. As a result, we are witnessing...
In a recent post, we learned that e-commerce within B2B is often not about customer acquisition and conversions but about building customer loyalty. The traditional approach of B2B e-commerce is product or cart centric. However, I would suggest that we should go beyond product centricity,...
I often get asked "What makes up a B2B e-commerce Site?". Typically they are really asking what are the components (the pieces) of a solution - or even better how did that customer build that site? If it is a larger group, I typically have...
In recent B2B e-commerce trends, Forrester today released a new report titled "Key Trends in B2B e-commerce for 2013". On their blog, they noted that growth in B2B e-commerce has been significant, and that by 2013 customer-facing front-end B2B e-commerce will reach $559 billion. And -...
In the B2B customer experience race, the finish line is loyalty, not conversion. In the retail world, web sites and e-commerce are driven by customer acquisition and conversion. In B2C, e-commerce is at the top of the marketing funnel. A retail customer may purchase multiple products...
As we've continued to study - and frankly develop - B2B eCommerce best practices, a recent customer brought up a compelling business case of why they want to use eCommerce. They are the largest company in a large commodity market, and they have an interesting...