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B2B eCommerce

B2B eCommerce

There is now a significant body of research work out there, published by leading consultancies such as McKinsey, which highlight the opportunities for B2B eCommerce as part of hybrid channel approach to engaging with potential customers and growing business to business revenues.

This research strongly indicates that corporate buyers are increasingly comfortable relying on digital channels throughout the purchasing journey, from initial research though to placing their order.

Clearly face-to-face selling and account management still matter – however an effective eCommerce website is an essential tool to have in the mix.

INTUS Trade

We have developed a dedicated B2B eCommerce platform, called INTUS Trade, which features a range of functionality tailored to meet the specific needs of B2B eCommerce and we have successfully integrated with many leading ERP systems along the way.

Would you like to know more?

What does effective eCommerce look like?

The building blocks of an effective website include - highly informative product content, account specific pricing, accurate availability/lead time information, with frictionless order processing as a minimum.

Thought should also be given to increasing customer value by ensuring the website offers them added convenience such as quick ordering, repeat ordering combined with customer loyalty and personalisation to help build and grow their engagement.

Why eCommerce matters

A comprehensive approach to B2B eCommerce is increasingly important – as it is clear that old myths, such as B2B eCommerce being only for low value and repeat orders, are being dispelled. Certainly, B2B eCommerce can fulfill that role – however it can also be the route for new customer acquisition, aid customer retention, and secure large ticket orders.

McKinsey reports that buyers are more willing than ever before to spend through online sales channels, with 35 percent willing to spend $500,000 or more in a single transaction (up from 27 percent in February 2021). Seventy-seven percent of B2B customers are also willing to spend $50,000 or more.

Clearly going forward, eCommerce will be an essential element in generating B2B orders – along with face-to-face, video, phone, emails, online chatbox, and so forth.

The exciting thing for us is that a website's role can be readily extended to serve as a personal selling aid in face-to-face meetings and as a tool for generating quotes for customers and prospects which can be converted via the website, over the phone, or in a meeting.

In essence, an effective B2B eCommerce website can serve as the hub of the omnichannel sales process, creating operational efficiencies and providing an agile, coordinated, and informed approach to closing new and repeat business – especially when those orders are passed seamlessly into to main business ERP system.

As an established eCommerce specialist, delivering award-winning B2B eCommerce websites, we look forward to engaging with and helping new clients deliver on their eCommerce and omnichannel aspirations in the future.

We are Iconography

For any business serious about a long term commitment to B2B eCommerce, having the support of a heavyweight technical eCommerce agency can mean the difference between stellar-success or stop-start failure. Picking and choosing the right platform and agency to support and supply you takes careful thought.

In this context open source and widely deployed eCommerce platforms, such as Magento or Shopify, can seem very attractive with the initial promise of scalability and customisation. But there’s a substantial body of evidence to suggest that once you look into it there’s rather more “buyer beware” caveats than is reasonable. See our critique and comparison.

If you’re interested in exploring how our B2B solution can transform your B2B account management contact the team here.

We understand how to structure eCommerce for trade customers. INTUS Trade provides the specific stock, lead time and product information they need and the pricing, promotion, ordering and delivery options necessary to ensure all our trade sites are a useful resource which supports customers and adds real value.
Custom B2B eCommerce

We understand how to structure eCommerce for trade customers. INTUS Trade provides the specific stock, lead time and product information they need and the pricing, promotion, ordering and delivery options necessary to ensure all our trade sites are a useful resource which supports customers and adds real value.

Would you like to know more?
Posted by Iconography Ltd
26th April 2023

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