Skip to main content

Save or Share this Report

For eBusiness & Channel Strategy Professionals

B2C (Still) Sets The Standard For B2B

Roadmap: The B2B E-Commerce Playbook

February 1, 2021

Primary author headshot


Playbook icon

This is the Roadmap report in The B2B E-Commerce Playbook For 2021.

Why Read This Report

If you want to see the future of B2B e-commerce, look at the top-rated consumer sites. Sure, business buyers have some unique needs, but when it comes to design, interactive features, and community engagement, most B2B enterprises have much to learn. Fortunately, their more experienced B2C brethren have much to teach them about standards for customer experience and e-commerce best practices. This report provides a roadmap for digital business professionals developing and executing their B2B e-commerce 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

  • E-Commerce Is Now A Driving Force For Most B2B Sellers
  • Consumerization Continues To Define The B2B E-Commerce Experience
  • To Break Through, B2B Must Adopt Proven B2C Principles
  • What It Means

  • B2B Buyers Want What Consumers Want — And More
  • Supplemental Material
  • Related Research Documents

Recommended Research