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Factors that will define B2B e-commerce

The future of B2B e-commerce should be of interest to every single serious businessman out there. Just look at the top businessmen you should follow and you will see that they often talk about B2B and e-commerce innovations. No matter how we look at things, the biggest impact will appear because of the evolution of cloud technology, which allows so many interesting features to be added to e-commerce software. At the same time, businesses manage to receive, store and analyse so much data in order to offer better services in the future.
High-quality customer experience expectations

Customers now want to receive high-quality services and they want to be sure their experience is always enjoyable. Alibaba and Amazon are innovators in this field since they always offer a great customer experience, thus increasing the number of repeat sales generated. Modern e-commerce platforms always offer extras that can be used to increase customer satisfaction. However, when referring to open source e-commerce software, this is not always something that is included, thus bringing in a need to modify and add new features to guarantee that perfect customer experience.

TCO (total cost of ownership) is increasing

Companies now seriously think about unifying cloud platforms since there is a need to keep adding improved catalogue management, partner portals, payment gateways, storefronts and much more. B2B is all about quality and innovation. Those companies that offer something new will stand out but this automatically increases TCO.

Flexibility needed for all selling channels

B2C vendors normally cannot move towards B2B selling because of the need to have high price optimisation and CPQ (configure price quote) flexibility. Every smart businessman understands that the selling decisions that are made when the quarter starts will most likely be different than what is seen when the quarter ends. Selling teams do a lot of manual work to keep improving what is offered and having B2B e-commerce options that offers this naturally is great and required. Those B2B e-commerce providers that will offer more flexibility will stand out and will be preferred.

The need to have access to synchronised data

In many cases the e-commerce systems will be connected with a system that exists and a legacy order management system. There is a disconnection that appears between systems used. This is highly damaging and should be avoided as much as possible. The future of B2B is clearly focusing on being sure that data is as synchronised as possible. If a sale is made, everyone should know about it. This is just an example but it clearly highlights what is needed.

Offering unique buying experiences in multi-tier channels for distribution

B2B selling moves across so many different gadgets at the moment and everything is even more complicated when dealing with partnerships and selling through other retailers, resellers, partners or distributors. It is really important that you always think about creating a B2B commerce platform that can easily bring in diversity in terms of selling channel customisation. This is in fact why cloud-based options are preferred since they allow such a technological development.

25 Nov 2016 10:41


About Boris Dzhingarov

Boris Dzhingarov graduated UNWE with a major in marketing. He is the CEO of ESBO ltd brand mentioning agency. He writes for several online sites such as,,, Boris is the founder of and