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: 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.

  • For eBusiness & Channel Strategy Professionals

    REPORT: US B2B eCommerce Will Hit $1.8 Trillion By 2023

    Landscape: The B2B eCommerce Playbook

    January 28, 2019 Allen Bonde, John Bruno

    Forrester forecasts that US B2B eCommerce will reach $1.8 trillion and account for 17% of all B2B sales in the US by 2023. At the end of 2018, Forrester expects eCommerce to have reached $1.1 trillion and represent 12% of total B2B sales in the US. We forecast a compound annual growth rate (CAGR) of 10% for B2B eCommerce over the next five years. This report defines the potential of the US B2B eCommerce space and what B2B digital business professionals must do to take advantage of the opportunity.

  • For eBusiness & Channel Strategy Professionals

    REPORT: Create A B2B eCommerce Plan That Wins Over Customers, Partners, And Colleagues

    Strategic Plan: The B2B eCommerce Playbook

    January 23, 2019 Allen Bonde

    Building a world-class B2B eCommerce business requires that digital business professionals define and prioritize key issues, allocate scarce resources, and avoid costly missteps. This report explores how B2B companies create industry-leading experiences by addressing five strategic issues: performing effective customer segmentation, adopting proper differentiation, defining clear goals, allocating sufficient resources, and cultivating a culture of excellence. This is an update of a previously published report. We revised this edition with new data and customer examples for continued relevance and accuracy.

  • For eBusiness & Channel Strategy Professionals

    REPORT: B2C Sets The Standard For B2B

    Road Map: The B2B eCommerce Playbook

    January 9, 2019 Allen Bonde

    Science-fiction writer William Gibson once said, "The future has already arrived; it's just not evenly distributed yet." Some B2B enterprises have been selling online for years, but most are new to online selling and have much to learn. Fortunately their more experienced B2C brethren have much to teach them about standards for customer experience and eCommerce best practices. This report provides a road map for digital business professionals developing and executing their B2B eCommerce strategies. This is an update of a previously published report. We revised this edition with new data and customer examples for continued relevance and accuracy.

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