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How To Expand Your B2B Business Into E-Commerce [Infographic]

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Guest post by Marty Acks.

Over the last 20 years, virtually every retailer (or at least, every surviving retailer) has realized it has to offer an e-commerce component to have any hope of success. The reason is simple: convenience is king.

How to expand your B2B business into ecommerceBeing able to browse through an entire inventory and place an order any time and from practically anywhere has become an entrenched expectation for consumers.

Most B2B vendors initially thought their world was different. Though it’s quickly becoming obvious that’s not the case—business buyers are, after all, just regular consumers who happen to be at work, buying stuff for their companies—many companies in this space are still not taking full advantage of the potential of selling online.

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Five B2B Marketing Trends That Will Drive Ecommerce

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Guest post by Brian Mechem.

Recent years have seen an explosion of direct online sales in the global B2B sector. The shift from brick-and-mortar to ecommerce that’s been playing out over the past two decades in the B2C world is increasingly impacting B2b vendors. Giants like Amazon have also launched Amazon Business to reach small and medium enterprises.

B2B ecommerce trends 2018According to Statista, in the USA alone, B2B sales are estimated to reach $1.2 trillion in 2021—an increase of more than a third from $889 billion in 2017. More than half of B2B buyers say they expect the same user-friendly online buying experience from B2B vendors they get from consumer websites.

Though B2B ecommerce trends are a little different from B2C, both reflect a growing customer preference for self-service. Broad availability of simple self-service interfaces has boosted the market for B2B ecommerce.

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Price Matching Pros and Cons for Online Retailers

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Guest post by Alex Walker.

Every business or product needs a unique value proposition, something that sets their brand or product apart from the rest and attracts a particular segment of the market. Very often though, businesses rely almost entirely on “lowest prices” as their unique proposition (though it can be argued that at that point it is no longer exclusive at all) rather than trying to differentiate themselves in a truly effective way.

Price matching considerations for etailers and B2BThat’s not to say that price matching and racing to the bottom doesn’t provide some advantages, and there are certainly companies (Walmart, Aldi, any of the dollar stores) that have turned it into a winning strategy. But you need to evaluate your brand and market position carefully before deciding this is the marketing strategy for you.

This isn’t only a consideration for etailers. As a growing portion of B2B purchases move online, business marketers will confront more of the same issues (such as price matching) of their B2C counterparts.

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