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,...

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...