4 Simple Reasons Your B2B eCommerce Website Needs a Redesign
has seen 40% growth in the last 4 years and this rapid expansion of online enterprise procurement will only continue to rise at a faster and faster rate.
These are 4 simple facts that will convince you to invest in building a industry leading B2B eCommerce website.
B2B eCommerce Buyers Want a B2C Experience
SVP of Acquity Group, Robert Barr, says that "buyers are consuming content and shopping on a wide array of devices on consumer retail sites and they’ve come to expect the same experience in their business purchasing.”According to Internet Retailer,
71% percent of respondents to a recent B2B procurement study said they would shop more online if it were easier and more convenient to browse and make B2B purchases on supplier websites. 71% also said they would be willing to leave existing suppliers for competitors who offer similar pricing but a more user friendly eCommerce website
for browsing for and purchasing products.
This trend is due to B2B buyers increasingly expecting a purchasing experience similar to what they get on B2C oriented sites.
SVP of Acquity Group, Robert Barr, says that "buyers are consuming content and shopping on a wide array of devices on consumer retail sites and they’ve come to expect the same experience in their business purchasing.”
People like to use tools that make their jobs easier and discard the ones that don't. The same principle applies to B2B procurement websites.
The B2B Market is HUGE With Very Little eCommerce Competition...for Now
In the US alone the B2B eCommerce market was over $559 billion in 2013, more than twice the size of the B2C electronic commerce market. However, only a paltry 25% of B2B companies
have built an eCommerce website! Furthermore, a significant portion of B2B websites that have been built are outdated and easily surpassed in quality, efficiency and functionality.
If you're a enterprise business without an eCommerce website, you have a GIGANTIC, $600 BILLION opportunity. This is your chance to adapt early to this change in B2B purchasing behavior so as to have the advantage over competitors.
Why should you act now instead of waiting? Change is coming sooner than you think. Amazon recently launched it's own B2B eCommerce website
across 14 verticals. Don't become the Blockbuster of enterprise procurement companies.
These Common Excuses for Refusing to Adapt to B2B eCommerce No Longer Apply
With current B2B website design, pricing specific to each individual customer can be shown when that individual visits your website.
One thing that B2B companies commonly refer to when deciding not to build an eCommerce website is that "my customers don't use eCommerce websites or the internet to make purchases." Believe it or not, the biggest adapters of eCommerce are internet users between the ages of 35 and 64 years of age.
Another common dismissal is that B2B contracts are too complicated and diverse to allow for a seamless eCommerce website purchasing experience. However, a well designed B2B eCommerce website can handle customer specific pricing for every single customer or individual contract. The best part is that with the right eCommerce platform, B2B eCommerce pricing specific to each customer that visits your online procurement portal can be automated! No tedious data entry required.
Enterprise eCommerce Websites Drive Revenue, Efficiency and Growth
Having a business to business eCommerce sales portal allows your organization to grow in multiple ways. First, you can attract new customers through digital channels. Your purchasers spend a lot of time online, and if you show them an easier, faster, cheaper way for them to buy, they'll leave your competition in droves.
Next, ECommerce procurement sites also allow for increased revenue through larger order sizes through cross selling and upselling opportunities. Furthermore, the data you can gather to glean insight on your customers online
is far superior and cheaper than offline channels. This allows you to find unvoiced buyer pain points, reduce purchase friction, and build a more personalized customer experience.
Finally, countless integrations between standard line of business systems and your enterprise eCommerce website eliminates the need for data entry. This also gives you access to all your data on one convenient and easy to use platform.
Conclusion: Adapt to Online Website Procurement or Fail Suddenly
Like it or not, these trends are here to stay. Blockbuster is a famous example of a well established company that refused to adapt to online trends and died spectacularly. The same thing will happen to B2B companies that choose to ignore the rising eCommerce tide.