B2B Channel Evolutions

E-commerce has been a growing trend in B2C for many years. But also B2B e-commerce customers have significantly evolved over the past years, with 70% of companies launching or planning to launch a B2B e-commerce platform in the future.

This trend has been accelerated by COVID-19, which enforced social distancing. It is expected that customers will want to have less face-to-face interactions with sales reps. This results in an increase in the number of deals that will be closed virtually. In the future, B2B customers will expect to have the possibility to continue their sales process online and order products through an e- commerce platform.In this article you will find some concrete recommendations on how to set up an e-commerce channel for your organization by selecting products & customers, determining price levels, setting up the right technology and adapting your operating model.