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: Now Tech: B2B Commerce Suites, Q2 2018

    Forrester's Overview Of 18 B2B Commerce Suites Providers

    June 1, 2018 John Bruno, Bruce Eppinger

    You can use B2B commerce suites to digitize buying and selling processes, provide convenient engagement for customers, personalize the buying experience, and uncover valuable customer insights. But to access these benefits, you'll first have to select from a diverse set of vendors — vendors that vary by size, functionality, geography, and vertical market focus. Digital business professionals should use Forrester's Now Tech report to understand the value they can expect from a B2B commerce suites provider and then select vendors based on functionality.

  • For CIO Professionals

    REPORT: Mapping The $9 Trillion US B2B Online Commerce Market

    Expect Shifting Channels For Goods And Lagging Use For Services

    April 13, 2018 Andrew Bartels, John Bruno

    eBusiness and channel strategy professionals tend to focus on sales coming through the enterprise B2B website. But this is just one channel for B2B online commerce. CIOs need to support all the channels through which their firms' sales and purchases flow. In this report, we show the value of US B2B purchases flowing through different online channels. This report can help eBusiness and channel strategy professionals and CIOs understand these complex spaces and deliver the right business outcomes to users and customers.

  • For eBusiness & Channel Strategy Professionals

    REPORT: Use ACTIVE Strategies To Improve B2B eCommerce Execution

    Continuous Improvement: The B2B eCommerce Playbook

    March 23, 2018 John Bruno

    B2B eCommerce leaders know that having a vision alone doesn't guarantee success. The devil is in the detail and the hard work associated with executing solid, actionable strategies. This report, a part of the B2B eCommerce playbook, outlines how B2B digital business and channel strategy professionals can transform generic strategies into "ACTIVE" strategies capable of more successfully achieving company goals in the age of the customer. This document is an update to a report published in July 2017; it includes new insights, data, and examples.

  • For eBusiness & Channel Strategy Professionals

    REPORT: Disrupting Finance: Digital Small Business Lenders

    Digital Business Lenders Will Continue To Disintermediate Traditional Lenders

    March 14, 2018 Alyson Clarke, August Du Pont

    Startups globally have sought to disrupt business lending. By using alternative sources of data, continuously honing their underwriting algorithms, and using digital technologies to keep overheads low, firms like Amazon, Lufax, and OnDeck can offer easier access to credit for small businesses than traditional lenders. They have extended loans to businesses rejected by banks, wagering that they can find creditworthy borrowers that banks have overlooked. Learn who the main players in digital business lending are, how to assess their disruptive potential, and how to outsmart them.

  • For eBusiness & Channel Strategy Professionals

    REPORT: Measuring Up: Benchmarking Your B2B eCommerce Performance

    Benchmarks: The B2B eCommerce Playbook

    January 12, 2018 John Bruno

    In the age of the customer, B2B companies must know where they're performing and underperforming with their clients. Once again, Forrester partnered with Internet Retailer 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.

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