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: Use Forrester's Digital Maturity Model To Evaluate Your B2B Digital Progress

    Assessment: The B2B eCommerce Playbook

    September 26, 2017Andy Hoar

    With the B2B C-suite increasingly demanding that companies make more informed digital investment decisions, B2B digital professionals are now closely measuring their progress and benchmarking their maturity. Forrester offers a new framework, the Digital Maturity Model 5.0, to help you compare your investments in human capital, business processes, and technology infrastructure to your peers. This is an update of a previously published report; we revised this edition to factor in our new Digital Maturity Model 5.0.

  • For CMO Professionals

    REPORT: Forrester Data: Commerce Platform Technology Forecast, 2016 To 2021 (Global)

    ForecastView Document

    September 25, 2017 Jennifer Adams, Andy Hoar

    eCommerce is critical for companies, both to acquire new customers and to grow existing customer relationships. Enterprise commerce suites support basic capabilities like running an online catalog, shopping carts, and promotions. Vendors continue to evolve their product offering to support order fulfillment and enable a seamless online customer experience. In the last few years, we've seen the emergence of low-cost easy-to-use platforms focusing on the SMB market. In this data-driven report, we examine the outlook for commerce platforms over the next five years.

  • For eBusiness & Channel Strategy Professionals

    REPORT: B2C Sets The Standard For B2B

    Road Map: The B2B eCommerce Playbook

    September 8, 2017Andy Hoar

    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.

  • For eBusiness & Channel Strategy Professionals

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

    Strategic Plan: The B2B eCommerce Playbook

    September 8, 2017Andy Hoar

    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: Make Your B2B Business A Digital Business

    Executive Overview: The B2B eCommerce Playbook

    September 1, 2017Andy Hoar

    New forms of digital customer engagement are transforming B2B businesses, forcing B2B digital business strategy professionals to fundamentally rethink how they go to market — from the customers they target to the channels they sell through. In the B2B eCommerce playbook, we examine today's broader B2B eCommerce landscape and outline how organizations can use digital to optimize their B2B eCommerce teams and processes for success. This report is an update to a report published on April 8, 2016.

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