B2B E-Commerce: The Maturity Model.
Business Transformation in B2B E-commerce - Where Does Your Company Stand?
Key B2B E-Commerce Challenges
Online commerce with companies places significantly higher demands than e-commerce with consumers. One major difference is the buying behavior - while impulse purchases generally predominate in the consumer sector, purchasing decisions by companies are usually comprehensively prepared.
Particularly in the case of products with many variants, such as IT equipment, the preparation of a quotation alone is a very complex task. In order to prepare offers that are as reliable as possible, sales staff need all the latest product information. This is the only way they can tap into up- and cross-selling potential, for example. In addition, customer-specific agreements, for example on discounts, must be taken into account.
The demands on order fulfillment and logistics processes are also high - for example, in the case of partial call-off of large orders or delivery to several customer locations.