Overview
B2B online purchasing and selling has made a mark for itself on the Internet. Now is the age for B2B purchasing experiences that are simple as well as seamless to the customer. As you will be familiar, consumer online shopping is increasingly giving companies a competitive edge in the procurement marketplace. Hence, it can be said that consumer behavior is reshaping B2B commerce like never before.
The fact is that consumer behavior is now affected the B2B realm. More and more procurement specialists are now expecting eCommerce options that are easy as well as compelling.
According to a new study called “The 2012 State of B2B E-Commerce”, which is a new study issued by Hybris, the majority of B2B procurement specialists want to access both options –
a. Purchasing both via traditional channels such as catalogs, sales reps, and call centers
b. Through digital channels
Many buyers have confided that the B2B eCommerce experience is not in line as what they had expected. This has thrown the differences between the B2B as well as B2C digital shopping experiences wide open. A recent survey of more than 244 B2B procurement specialists about their purchasing preferences revealed the following statistics:
- 81 percent of the B2B procurers say that they would choose a supplier that offers a purchase by catalog only
- Almost 90% of the respondents said that the purchasing experience should be equivalent to that experienced on the B2C websites.
- According to 89% of respondents who are Smartphone users, they will use it to research purchases from vendor sites. Furthermore, three out of five mentioned that they would use it outside websites such as Amazon Supply or eBay.
To summarize, B2B is in need of the right technology that will help it to capitalize on the untapped revenue that eCommerce has to offer. On the brighter side, the focus can be on trends such as effective channel integration, central data management, as well as personalization. This could lead to a positive way by which B2B is looked at by professionals in the industry.
Shivi Rao is a content marketer with Krish. She has worked in various industries spanning technology, science, rural marketing, startups & unicorns, eCommerce business, and digital marketing, believing that content is the foundation to facilitate the visibility of any organization and ensuring her words do the same. In her free time, you can either find her lifting weights in the gym or feeding the strays.
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