By now, most B2B brands recognize that the Internet has upended the world of corporate purchasing. Customers who once relied on printed catalogs and placed orders through sales reps are increasingly ordering online using self-service tools, using mobile devices for research, and sharing feedback on suppliers via social media. As a result, B2B online sales are forecast to top $1.1 trillion by 2020, comprising 12% of all B2B sales. To put those numbers in perspective, the forecasted revenues for B2B eCommerce this year total $780 billion, more than double the $334 billion projected for all of direct-to-consumer retail sales online.
In response to this burgeoning growth, business-to-business providers are stepping up investment in online initiatives. Half of B2B executives in 2013 said they would upgrade their core eCommerce platform by this year, compared with just 12% of eBusiness executives overall.
Initial reports from those who’ve begun focusing on digital initiatives are positive. B2B executives report that customers who’ve migrated online are more likely to try new offerings, make repeat purchases, and spend more than offline-only customers. Simultaneously, the costs are lower to support purchasers taking advantage of self-service online tools; in fact, 56% of vendors report they now service customers who would otherwise have been too expensive to support via traditional offline models.
With such clear signals from the marketplace and the industry, many B2B merchants can rationalize investment in their online offerings. But when it comes to mapping exactly how to invest, the devil is in the details. Best practices abound from the world of B2C eCommerce, which has a decades-long track record compared with many online B2B providers, 45% of whom have been selling products or services online for five years or fewer.
But as B2B vendors strive to follow along, they encounter the same problems many B2C merchants face – a huge array of potential priorities and a seemingly-overwhelming rate of change within the marketplace. Just a few of the challenges B2B providers must contend with:
A merging B2B/B2C marketplace. Some of the largest names in B2C commerce, such as Amazon and Google, are playing a growing role in B2B purchasing. As in direct-to-consumer eCommerce, Amazon is emerging as a force to be reckoned with, having just relaunched and renamed its B2B site, Amazon Business. Fully 45% of B2B purchasers say they’ve purchased on the Amazon site, and a quarter of those report using it frequently. Among younger corporate buyers, Amazon is even more popular: fully 82% of those age 35 or younger say they’re aware of Amazon Business, 63% say they’ve purchased there at least once, and 40% do so frequently.
The exponential growth of mobile. While less than half of B2B executives currently report that even 10% of their online revenues come from mobile devices, workers are increasingly using multiple devices on the job. That means B2B vendors can expect to see the same “mobile-first” shift already underway in B2C eCommerce, where the majority of brand interactions occur via mobile touchpoints. B2B vendors are cognizant of the need to adapt, with 58% reporting that mobile functionality is a top investment priority.
Growing expectations for seamless, unified experiences across touchpoints. While shoppers appreciate the convenience of being able to shop via a variety of touchpoints, research shows they also crave consistency when it comes to products, pricing and promotions. When asked which aspects of the shopping experience should be consistent, participants in the 2014 MarketLive Consumer Shopping Survey ranked product pricing, free shipping policies, and other promotions as the three key areas where they sought a standardized approach. For B2B brands, that means connecting call center and catalog operations with the eCommerce site, as well as giving sales reps on the road insights into customers’ online activities.
To learn how B2B sellers are grappling with these changes — and what they must do to succeed — register for MarketLive’s webinar next Wednesday, May 20, at 10 a.m. PDT. The session will cover Amazon Business and other non-traditional competitors, examine trends affecting the B2B industry, and recommend three core strategies to shape priorities for 2015-2016. And download the companion whitepaper, which includes detailed research and makes a persuasive case for why B2B brands should “go B2C”.
What B2C principles have proven successful for your B2B business?