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: Forrester Analytics: B2B eCommerce Forecast, 2018 To 2023 (US)

    ForecastView Document

    December 14, 2018 Susan Wu

    Forrester estimates that 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 reach $1 trillion, representing 12% of total B2B sales in the US. We're forecasting a compound annual growth rate (CAGR) of 10% in B2B eCommerce over the next five years. This report outlines the potential of the US B2B eCommerce space across 11 durable and non-durable product categories, with historical data going back to 2008.

  • For eBusiness & Channel Strategy Professionals

    REPORT: Organize And Staff For B2B Digital Transformation

    Organization: The B2B eCommerce Playbook

    December 7, 2018 John Bruno

    Today's B2B eCommerce organizations must balance executing on a digital strategy with transforming a business. Individually, each priority represents a difficult challenge. Combined, they represent a once-in-a-generation test of the people called upon to lead an organization in the age of the customer. This report explores how leading eCommerce entities are structuring, hiring, and staffing for such an important and pervasive business transformation. It also provides a useful RASCI chart for digital business professionals. This is an update of a previously published report; Forrester reviews and updates it periodically for continued relevance and accuracy.

  • For eBusiness & Channel Strategy Professionals

    REPORT: Measuring Up: Benchmarking Your B2B eCommerce Performance

    Benchmarks: The B2B eCommerce Playbook

    December 7, 2018 John Bruno

    In the age of the customer, B2B companies must know where they're performing and underperforming with their clients. Forrester partnered with B2BecNews to survey B2B digital business professionals to understand B2B budget and spending plans; feature, function, and site component priorities; and site measurement and metrics. This is an update of a previously published report; Forrester reviews and updates it periodically for continued relevance and accuracy.

  • For Customer Experience Professionals

    REPORT: Case Study: JD.com Delivers Superior CX With Digital Supply Chain And In-House Logistics

    How China's Largest Retailer Wins By Infusing Operations With Emerging Tech

    November 12, 2018 Riccardo Pasto, Danny Mu

    JD.com, the largest retailer in China, sees investments in logistics and supply chain as key enablers of sustainable customer experience (CX) differentiation in a highly competitive market. This report details how retailers and consumer goods companies can improve operational efficiencies and deliver superior CX by applying emerging technologies to both front-end and back-end operations.

  • For eBusiness & Channel Strategy Professionals

    REPORT: How US Online Consumers Research And Buy Credit Cards, 2018

    Online Capabilities Are Crucial To The Purchase Journey

    November 1, 2018 Alyson Clarke

    Credit cards remain the top-selling financial product in the US. Digital touchpoints play a key role for prospects during the purchase journey, making the actions of digital teams crucial to driving firms' overall credit card sales. To help digital teams increase those sales, we surveyed US online adults to find out how they research and buy credit cards. Digital execs need to deepen their understanding of credit card buyers, tailor digital content and functionality to different types of buyers, and integrate human and digital touchpoints throughout the purchase journey.

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