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: Online Marketplaces Tracker, 2015 To 2018 (Global)

    ForecastView Document

    July 25, 2018 Michael O'Grady

    Marketplaces take an increasing share of online retail sales: 56% of B2C online retail spend came from marketplaces in 2017. This report uses the Forrester Analytics Online Marketplace Tracker methodology to examine 11 marketplaces across 16 countries to understand their share of the B2C eCommerce market and their growth trajectories from 2015 to 2018. This report also looks at marketplace expansion and brick-and-mortar stores' increasing investment in and sales through marketplaces.

  • For eBusiness & Channel Strategy Professionals

    REPORT: Make Omnichannel Real In B2B Commerce

    Business Case: The B2B eCommerce Playbook

    July 20, 2018 John Bruno

    Disruption is turning B2B buying and selling on its head. Quick and efficient B2C buying journeys have reshaped B2B buyers' expectations. We've known for years that buyers prefer to self-serve, but the nuances and complexities of B2B often get in the way. That's why digital business leaders need to focus on delivering a consistently high-quality buying experience to their customers, regardless of their preferred interaction channel. Read this report to understand the business benefits of embracing an omnichannel approach and learn the seven ways to get you there. This is a major update of a previously published report.

  • For eBusiness & Channel Strategy Professionals

    REPORT: The State Of The US Retail Shopper In 2018

    July 18, 2018 Brendan Miller

    US retail spending overall continues to grow, but retailers face urgent pressure to evolve — or they will lose market share. Stagnant income and growing debt mean that households are trimming their budgets and moving their spending to the retailers that offer them superior value, convenience, and customer experience, whether online or in-store. To win the loyalty of today's empowered shoppers, digital business professionals need to ensure their firms' strategic plan aligns with their customers' needs.

  • For eBusiness & Channel Strategy Professionals

    REPORT: The Retail eCommerce Metrics That Matter

    Performance Management: The Retail eCommerce Playbook

    July 12, 2018 Sucharita Kodali

    To achieve key business goals such as increasing retail sales, digital business retail executives need to ensure that they have the right metrics in place. These metrics should track customers' use of various touchpoints and devices, identify opportunities for enhancements or new features, and help quantify the bottom-line performance of the website. This report lays out these metrics, recommends how to align them with business objectives, and offers a step-by-step process for collecting and using these metrics. 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: Get Your B2B eCommerce Metrics Right

    Performance Management: The B2B eCommerce Playbook

    July 6, 2018 John Bruno

    B2B companies face a daunting yet critical task: accurately measuring and reporting the impact that digital channels have on sales, service, loyalty, and operations. This report outlines how successful digital business strategy professionals identify and prioritize key performance indicators (KPIs) and analyze omnichannel customer interactions to produce value-added insights and drive sustained growth. This is an update of a previously published report. It includes new data.

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