Deliver Four Capabilities To Resolve The Buyer/Seller Conflict Within B2B eCommerce

Beware of the buyer — that is Forrester's message for application development and delivery (AD&D) leaders in B2B firms who are developing or implementing eCommerce platforms. The 14% annual growth in the eProcurement market means more and more chief procurement officers (CPOs) are pushing employees to use internal applications that control buying activity and provide visibility into what employees are buying and from whom. Your investment in B2B eCommerce will be wasted if CPOs insist that their employees use buy-side products and prohibit them from using sell-side websites. This report explains the tripartite conflict between buyers, sellers, and end user employees — and explains what AD&D leaders can do to gain competitive advantage from it.