Skip to main content

Save or Share this Report

For eBusiness & Channel Strategy Professionals

B2C Sets The Standard For B2B

Road Map: The B2B eCommerce Playbook

January 9, 2019

Primary author headshot


Playbook icon

This is the Roadmap report in The B2B eCommerce Playbook For 2020.

Why Read This Report

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.

Get Access

Already a Client?

Log in to read this document.

Become a Forrester Client

Customers are the new market-makers, reshaping industries and changing how businesses compete and win. Success depends on how well and how fast you respond. Forrester Research gives you insights and frameworks aligned to your role to shorten the time between a great idea and a great outcome, helping your teams win in the age of the customer. Contact us to learn more.

Purchase Report

This report is available for individual purchase ($745 USD).


Table of Contents

  • eCommerce Is Now A Driving Force In Many B2B Companies
  • Consumerization Continues To Define The B2B eCommerce Experience
  • To Reach Breakthrough, B2B Must Adopt Proven B2C Principles
  • What It Means

  • B2B Buyers Expect A Rounded Omnichannel Commerce Experience
  • Supplemental Material
  • Related Research Documents

Recommended Research