B2B e-commerce.
Efficient. Networked. Scalable. 

Many companies have recognised the potential of digitalisation in B2B sales for their business, but usually do not fully exploit the potential in this area. This is because successful B2B e-commerce is more than just an online shop or digitally available catalogues: products that require explanation, large shopping baskets, individual customer relationships and long decision-making processes with many stakeholders make B2B e-commerce a strategic and technological challenge. 

Non-binding initial consultation
B2B E-Commerce | Advantages

10 good reasons for B2B e-commerce

Company-wide process cost savings
Access to new customer groups
Easier scaling and internationalization
Higher order values through cross- and upselling
Better understanding of customers through data analysis
Optimised shopping experience for shoppers
High transparency for purchasers
Customer loyalty through digital aftersales services
Green footprint through resource savings 
Setting the course for competitiveness
B2B E-Commerce | Sales Models

Typical B2B sales models:
Online shop vs. marketplace

Strategic B2B e-commerce has long since gone beyond the implementation of an online shop. Whether Amazon Business, Alibaba or Mercateo: digital marketplaces as a transaction model, as known from the B2C sector, are also gaining importance for companies with a focus on B2B. The sales models can be differentiated by the relationship between providers and customers.

The picture shows different sales models in B2B e-commerce
The picture shows a rotating process model
B2B E-Commerce | Process

We support your business with our proven process model for B2B e-commerce

1. needs analysis

The first joint workshop is about clarifying the assignment: we compare our level of knowledge and talk to you about your goals.

2. strategy development

In the second step, we analyse the status quo: we evaluate your existing e-commerce activities and identify the weak points through a target-performance comparison.

3. data strategy

We then define the relevant key figures for your company, create a tracking concept and make the performance of processes and channels measurable - the basis for further optimisation. 

4. solution design

Now it gets concrete: we develop ideas tailored to your company using suitable ideation methods, which we prioritise in a proven process, condense into a roadmap and visualise and test as an MVP (Minimum Viable Product).

5. implementation

In agile, iterative feedback loops, your individual B2B e-commerce solution is created, always hands-on and in close coordination with your team - until we can hand over the final product in the form of a training course.

6. performance measurement

We measure performance under real conditions and derive measures for optimization and further development from regular analyses.

B2B E-Commerce | Disciplines

Our focus in
B2B E-Commerce is on the following:

Rights and role concept 

Who is allowed to research products, see prices or make the purchase - and within what price and budget framework? B2B shops need a role concept that ensures that customers act within their competences. 

Customer-specific price structure

In contrast to B2C trade, many customers in the B2B segment have individually negotiated prices and discount scales. These purchasing conditions lead to a complex price calculation that must be digitally mapped. 

Sustainable architecture

CRM, PIM or ERP, payment or logistics service providers: only a flexible, modular software and platform architecture with open interfaces for third-party providers is fit for current and future requirements of digital B2B sales strategies. 

Digital billing

Purchase on account is the most popular payment method in B2B e-commerce. Secure, digitalised payment processes with real-time risk assessment and standardised e-invoicing formats are therefore a must-have in online commerce.

Performance & Scaling

More channels, new markets or larger data volumes: For fast and flexible growth, B2B e-commerce needs solutions with maximum availability that can easily handle even high-traffic peaks. 

Efficiency increase

Digitisation, automation and self-service offerings offer B2B e-commerce the opportunity to streamline complex administrative and sales processes and thus save resources and costs.

Product data quality

In their role as salespeople, B2B decision-makers can take little time for research, but they compare very rationally. It therefore makes sense to have an appropriately enriched data model with the help of which the customer can get a comprehensive picture of the product without spending a lot of time, for example in the form of images, videos and reviews.

Product Data Management

As a platform for information on products and to provide B2B buyers with consistent product data regardless of channel, a PIM system is needed that makes the process of data collection, data maintenance and data distribution as efficient as possible.

B2B E-Commerce | Use Cases

How B2B e-commerce brings our customers forward? - Like this, for example:

Interested? I look forward to your questions and exciting conversations.

Christopher Kämmer

Projects

+49 711 615544-156
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The picture shows your contact person Michael Richter