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  • Allen Bonde
  • B2B eCommerce

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The B2B eCommerce Playbook For 2020

Make Your B2B Business A Digital Business

New forms of digital customer engagement are transforming B2B businesses, forcing them to fundamentally rethink how they go to market — from the customers they target to the channels they sell...

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  • Report Research Overview: Online Marketplaces

    A Guide To Buying, Selling, And Creating Market Leverage Via Everyone's Favorite Digital Platform Business Model
    August 17, 2020 | Allen Bonde, Caleb Ewald

    Online marketplaces aren't a new idea. Yet over the past few years, they have (re)emerged as a preferred channel for consumers, small businesses, and a growing number of enterprise buyers. For...

  • Report Forrester Infographic: Master Emerging B2B Marketplaces

    April 15, 2020 | Allen Bonde, Caleb Ewald

    Alibaba and Amazon have disrupted B2B commerce across industries, demonstrating the reach and impact of large-scale, online marketplaces. In an age where competition is fierce, the (re)emergence of...

  • Report Think SKUs, Not SOWs: How Marketplaces Will Shake Up Tech Selling

    Selling On This Channel Requires Embracing CPG-Style Approaches
    November 12, 2019 | Allen Bonde

    B2B marketplaces are not new, but even the least adventurous sellers must now consider selling through or even launching their own marketplace. Early movers demonstrate the importance of...

  • Webinar Predictions 2020: B2B Commerce And Marketplaces

    November 7, 2019 | Allen Bonde, Joe Cicman

    B2B sellers double down on digital to remove friction from their channel ecosystems. They adopt new roles, seek new partners, and use M&A to focus on "doing one thing well." Key takeaways: You...

  • Report Predictions 2020: B2B Commerce And Marketplaces

    Headless Models Enable Innovation Across The Value Chain, While Manufacturers Get Back To Basics
    October 29, 2019 | Joe Cicman, Allen Bonde

    The API economy and marketplaces have proven to be more effective at delivering value than vertically integrated value chains. They are principled on stewardship of the customer problem, sense and...

  • Report Digital Ups The Stakes For B2B Sales Pros

    Vision: The B2B eCommerce Playbook
    February 13, 2019 | Allen Bonde

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

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

    Tools And Technology: The B2B eCommerce Playbook
    January 29, 2019 | Allen Bonde

    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 US B2B eCommerce Will Hit $1.8 Trillion By 2023

    January 28, 2019 | Allen Bonde, John Bruno

    Forrester forecasts that US B2B eCommerce will reach $1.8 trillion and account for 17% of all B2B sales in the US by 2023. At the end of 2018, Forrester expects eCommerce to have reached $1.1...

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

    January 23, 2019 | Allen Bonde

    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 B2C Sets The Standard For B2B

    Road Map: The B2B eCommerce Playbook
    January 9, 2019 | Allen Bonde

    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...

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