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The B2B eCommerce Playbook For 2018

Building A World-Class B2B eCommerce Business

New forms of digital customer engagement are transforming B2B businesses, forcing B2B digital business strategy professionals to fundamentally rethink how they go to market — from the customers...

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  • Report The Forrester Wave™: B2B Commerce Suites, Q3 2018

    The 12 Providers That Matter Most And How They Stack Up
    September 13, 2018 | John Bruno, Bruce Eppinger

    In our 33-criterion evaluation of B2B Commerce Suites providers, we identified the 12 most significant ones — Apttus, Episerver, Handshake, IBM, Insite Software, Intershop, Magento, Oracle,...

  • Report Driving Customer Engagement With B2B Ratings And Reviews

    Processes: The B2B eCommerce Playbook
    August 20, 2018 | John Bruno

    Few B2B companies doubt the value of having ratings and reviews on their websites. But developing and offering any feature comes with a price. This report shows how B2B digital business...

  • 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...

  • 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...

  • 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...

  • 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...

  • 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...

  • Report Make Your B2B Business A Digital Business

    Executive Overview: The B2B eCommerce Playbook
    June 29, 2018 | John Bruno

    New forms of digital customer engagement are transforming B2B businesses, forcing B2B digital business strategy professionals to fundamentally rethink how they go to market — from the customers...

  • Report Forrester Analytics: Online Retail Forecast, 2018 To 2023 (Canada)

    ForecastView Document
    June 28, 2018 | Satish Meena

    We expect online retail in Canada to grow at a compound annual growth rate (CAGR) of 10.6% from 2018 to 2023. Cross-border purchases make up a significant portion of online spending by Canadian...

  • 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...

  • 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...

  • 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...

  • 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...

  • 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...

  • Report Vendor Landscape: B2B Business Networks, 2017 To 2018

    Leaders Exploit Scope And Scale, While Competitors Push Collaboration And Specialization
    November 15, 2017 | Andrew Bartels

    Business networks play a key role in the age of the (business) customer, underpinning B2B eCommerce; connecting buyers and suppliers to exchange purchase orders (POs), invoices, and supply chain...

  • Report Organize And Staff For B2B Digital Transformation

    Organization: The B2B eCommerce Playbook
    November 7, 2017 | John Bruno

    Today's B2B eCommerce organizations must balance executing on a digital strategy with transforming a business. Individually, each priority represents a difficult challenge. Combined, they represent...

  • Report Use Forrester's Digital Maturity Model To Evaluate Your B2B Digital Progress

    Assessment: The B2B eCommerce Playbook
    September 26, 2017 | Andy Hoar

    With the B2B C-suite increasingly demanding that companies make more informed digital investment decisions, B2B digital professionals are now closely measuring their progress and benchmarking their...

  • Report Forrester Data: Commerce Platform Technology Forecast, 2016 To 2021 (Global)

    ForecastView Document
    September 25, 2017 | Jennifer Adams, Andy Hoar

    eCommerce is critical for companies, both to acquire new customers and to grow existing customer relationships. Enterprise commerce suites support basic capabilities like running an online catalog,...

  • Report B2C Sets The Standard For B2B

    Road Map: The B2B eCommerce Playbook
    September 8, 2017 | Andy Hoar

    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...

  • Report Create A B2B eCommerce Plan That Wins Over Customers, Partners, And Colleagues

    Strategic Plan: The B2B eCommerce Playbook
    September 8, 2017 | Andy Hoar

    Building a world-class B2B eCommerce business requires that digital business professionals define and prioritize key issues, allocate scarce resources, and avoid costly missteps. This report...

  • Report The Forrester Wave™: B2B Commerce Suites For Midsize Organizations, Q3 2017

    The 11 Providers That Matter Most And How They Stack Up
    August 31, 2017 | Andy Hoar

    In our 35-criteria evaluation of B2B commerce suite providers, we identified the 11 most significant vendors — BigCommerce, CloudCraze, Episerver, Handshake, Insite Software, Intershop, Magento...

  • Report US B2B eCommerce Will Hit $1.2 Trillion By 2021

    Landscape: The B2B eCommerce Playbook
    June 5, 2017 | Andy Hoar

    Forrester estimates that B2B eCommerce will reach $1.2 trillion and account for 13.1% of all B2B sales in the US by 2021. At the end of 2017, Forrester expects eCommerce to reach $889 billion and...

  • Report The Forrester Wave™: eProcurement, Q2 2017

    Coupa, Basware, SAP Ariba, Zycus, And GEP Are Leaders For Buy-Side B2B eCommerce Platforms
    May 30, 2017 | Duncan Jones

    Enterprises are increasingly implementing eProcurement platforms to enable employees to buy what they need quickly, safely, and cost-effectively. This report will help an application development...

  • Report It Takes A Village To Deliver World-Class B2B Commerce

    Tools And Technology: The B2B eCommerce Playbook
    May 1, 2017 | Andy Hoar

    Producing an effective B2B eCommerce technology strategy is like planning for a successful journey: You need a good map, a proper guide, and the right tools. In the age of the customer, B2B digital...

  • Report Death Of A (B2B) Salesman: Two Years Later

    Vision: The B2B eCommerce Playbook
    March 29, 2017 | Andy Hoar

    Two years after forecasting that 1 million B2B salespeople would be displaced by 2020, Forrester sees B2B buyers both accelerating their shift to self-serve and demanding higher-quality...