B2B eCommerce

Business-to-business (B2B) eCommerce involves interactions and transactions between a company and its trading partners: suppliers, collaborators, subsidiaries, and large institutional customers. These exchanges can take place via a value-added network or proprietary connection. More often, they are conducted online or via a mobile device, with applications that are highly automated and require very little human involvement.

Latest Research

  • For eBusiness & Channel Strategy Professionals

    REPORT: Financial Services Firms Should Weave Online Video Into Every Customer Journey

    On-Demand Online Video Helps Digital Business Teams Engage, Win, And Serve Customers Efficiently

    April 4, 2019 Nick Barber

    Global video will make up a huge portion of online traffic in just a few years, but most financial services firms are missing an opportunity to engage customers and prospects with the format. In fact, only a sliver are using video strategically. Leading financial services firms use video because it makes products and services easy to understand, simplifies complex concepts, and drives brand affinity. This report for digital business leaders details how leading firms are using online video and what results they get across the customer life cycle.

  • For B2B Marketing Professionals

    REPORT: Direct Mail Captures The Attention Of Buyers Overwhelmed By Digital Tactics

    Use Direct Mail To Complement And Amplify Digital And Human Touchpoints Throughout Your Buyer Journeys

    March 12, 2019 Steven Casey

    Today's attention economy is making it harder than ever for B2B marketers to connect with their prospects and customers. Many go-to engagement channels, such as email and cold calling, are becoming tired and ineffective. B2B marketers can use direct mail — old, analog, and novel again — to cut through the content clutter and spark more conversations with their digital-first buyers.

  • For eBusiness & Channel Strategy Professionals

    REPORT: The Forrester Retail Wave™: US Mobile Apps, Q1 2019

    Today's Retail Apps Meet mCommerce Objectives But Fail To Inspire Omnichannel Shopping

    February 25, 2019Brendan Miller, Jennifer Wise

    Mobile has become the dominant digital touchpoint, so retailers and digital business professionals must elevate their mobile experiences to win, serve, and retain their loyal customers. In 2017, we evaluated retail mobile websites, so this year we focused on retail mobile apps. To see how helpful apps are to customers, we evaluated the apps of nine US enterprise retailers. This report lays out where the companies excel — and where they lag — and what digital business strategy and customer experience executives can learn from them.

  • For eBusiness & Channel Strategy Professionals

    REPORT: Digital Ups The Stakes For B2B Sales Pros

    Vision: The B2B eCommerce Playbook

    February 13, 2019 Allen Bonde

    Nearly four years after forecasting that 1 million B2B salespeople would be displaced by 2020, Forrester sees B2B buyers both accelerating their shift to self-service and demanding higher-quality interactions with sales pros. This report explores how and why leading digital business pros are automating the order-taking process and digitally enabling sales reps for unified, full-spectrum B2B commerce.

  • For eBusiness & Channel Strategy Professionals

    REPORT: It Takes A Village To Deliver World-Class B2B Commerce

    Tools And Technology: The B2B eCommerce Playbook

    January 29, 2019 Allen Bonde

    Producing an effective B2B eCommerce technology strategy is like planning for a successful journey: You need a good map, a proper guide, and the right tools. In the age of the customer, B2B digital business pros must: 1) create a compelling strategic plan; 2) select world-class partners; and 3) choose a robust and scalable B2B eCommerce solution suite. This report distills Forrester's best thinking on how B2B digital business pros can create the right customer use cases, select key partners, and choose the best technology solutions. This document is an update of the report published on May 1, 2017, and includes new insights, data, and examples.

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