9 Challenges for B2B eCommerce & How To Address Them


Stay Ahead of the Competition by Overcoming B2B eCommerce Challenges

Get the Most Out of Your B2B eCommerce Platform


Due to industry and technological changes, business-to-business, or B2B, eCommerce has grown to surpass business-to-customer, or B2C, eCommerce. In the United States, sales involving B2B eCommerce totaled more than 780 billion while B2C eCommerce came to just 304.9 billion. This growth has created challenges for the industry. Keep reading for information about the top nine challenges that B2B eCommerce companies face and the best ways to address them.


1. Bulk Deal Pricing

Most B2B eCommerce companies base their pricing structure on volume. This challenges processing systems. To resolve the issue, IT managers can work with content management software companies to set up a system that permits volume discounts when companies order a specified amount of a product.


2. Maintaining Client Relationships

A unique challenge that B2B eCommerce companies face is the need to stay on top of and consider the health of each client’s account. If an existing account is delinquent or inactive, then the company must have a follow up strategy in place for the good of its own business. An IT team can resolve this by integrating CRM software with the company’s eCommerce platform. CRM software is necessary since it manages client interactions and overall communications. With system integration, companies are able to speed up their service, which has the added benefit of reducing overhead. Integration between the two systems streamlines a company’s inner processes and makes it easier for associates to do their jobs.

client relations


3. Customizable Shopping Cart

When a B2B eCommerce company is derived from a parent company that offers several product lines or different brands, then the eCommerce side will need a platform that supports customized shopping carts. Since many companies are large in scale, they may offer hundreds of different product lines as well as thousands of items from various manufacturers. In addition, buyers need to locate products easily to compare prices and features. Enhanced search capabilities along with a multi-store eCommerce platform resolves the challenge of managing multiple product lines and different brands. It also allows a company to sell their product or service globally since the software can be formatted for different currencies and foreign languages.


4. Shipping Solutions

It is imperative that orders reach clients on time. To handle this challenge, IT managers may integrate shipping software into a company’s existing platform. This streamlines processing while making sure that buyers are receiving accurate totals and delivery information. Tailor-made software includes setting up a platform to oversee a company’s order management system. It even deals with every element of the order fulfillment process. Platform setups from companies like Clarity offer systems that calculate shipping amounts and taxes for foreign countries. This type of technology also provides personalized experiences for buyers based on their shopping locales.


5. Sale Completion Times

Google reports that B2B buyers complete 12 searches on average before they settle on a company. To make a decision, buyers review product features, specifications and benefits. They also assess pricing structures and consider how a particular product fits in with their services, existing merchandise or equipment. To place an order, most purchasers need multiple quotes to satisfy their internal approval process. The completion times of sales are often lengthy for B2B eCommerce transactions compared to B2C sales because when it comes to business, most of them require several decision makers to complete the process. Upgrading to CRM software not only makes processing large transactions easier, but it also lets a B2B eCommerce company track prospective and current accounts in the same system.

b2b sales times


6. Large Quantity Transactions

Some orders may come to just $20 or $40 while others reach amounts that total in the thousands as major corporations have the funds to make large purchases. In addition, many of today’s businesses place large purchase orders online because it's convenient and saves time. In the business world, time is always money. To handle this challenge, B2B eCommerce companies should consider working with an eCommerce platform provider to develop technology that is able to manage big orders while presenting a professional website display that makes clients feel confident that they'll receive their order on time. Companies also need technology that automates and streamlines their systems to permit easy interactions with their customers.


7. Creating a User-Friendly Experience

Along with providing a self-service option for customers, a B2B eCommerce company may need to set up a self-service system for its vendors. Some clients prefer to set up automatic purchase orders to restock inventory while others run into the occasional emergency that requires an overnight shipment. A vendor may need to readjust a delivery date or shipment amount through a self-service system. B2B eCommerce companies should also consider setting up flexible payment methods that allow companies to place large orders that they pay for later. Flexible payment options make a company more competitive.


8. Establishing Advanced Logic

Most B2B eCommerce companies need to set up advanced logic for their particular product or service. With this in place, companies can offer exclusive discounts on certain products. They can also do this based on product category as well as for different shipping options. The technology can include discounts that are limited to a time window. It also allows the company to offer special discounts to especially loyal clients.

advanced ecommerce logic


9. Different Fulfillment Areas

Large B2B eCommerce companies may have different fulfillment locations to satisfy product orders. Business software solutions feature fulfillment technologies that can be integrated with a company’s other systems. Integration lets companies automate and simplify freight shipping as well as process customized shipping requests.


Clarity Can Help

Clarity helps B2B eCommerce companies resolve many of the challenges that are unique to their business. By working with an enterprise eCommerce platform that offers a variety of services, you’ll have access to the kind of system customization that you need for your company to operate effectively. Our employees have the educational background and experience to tailor your eCommerce platform according to your needs. At Clarity, we offer free quotes along with consultations. Let us develop the best platform for your company.