1、strategic intelligence for business-to-business professionals Key findings from THE 2019 U.S. B2B ECOMMERCE MARKET REPORT Technology and competition drive rapid growth and innovation in how companies do business online B2BecNews, a Digital Commerce 360 brand SPONSORED BY: OVERVIEW SIZING UP B2B ECOM

2、MERCE . . . . . . . . . . . . . . . . . . . . . . . . . . . .3 Definitions of terms 5 THE ADVANCE OF B2B ECOMMERCE WEBSITES . . . . . . . . . . . . . . . . .8 CONCLUSION . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .12 ABOUT OUR SPONSORS . . . . . . . . . . . . . . . . . . .

3、 . . . . . . . . . . .18 SPONSORED Q E-procurement software that allows companies to purchase electronically from approved sellers, either via their websites or electronic catalogs, and industry-specific and more general online networks and exchanges where registered buyers and sellers do business;

4、ELECTRONIC TRANSACTIONS ACCOUNT FOR A MAJORITY OF B2B SALES Percentage of 2018 U.S. B2B sales by purchasing method Source: B2BecNews EDI 32.5% E-procurement/ networks 11.0% Ecommerce sites 7.2% Manual transactions 49.3% Copyright 2019 B2BecNews (a Digital Commerce 360 brand) once the buyer clicks to

5、 make a purchase, the transaction is completed in the procurement software, updating the financial and inventory records of both buyer and seller. E-procurement also includes exchanges, a vertical-industry or general business/industrial “many-to-many” internet network where businesses can buy and se

6、ll goods and services directly online based on the available inventory and price set by the seller or at a quantity level and price negotiated electronically between a buyer and seller. These include such vertical industry networks as GHX (Global Health Exchange), Exostar (covering such industries a

7、s aerospace/defense, energy, chemicals, life sciences and healthcare separately) and Oildex. It also includes sales through more general “many-to-many” internet networks such as SAP Ariba. B2B ecommerce: As used in this report, includes all sales through ecommerce sites and e-procurement channels. I

8、t does not include sales via EDI. Electronic transactions: Includes all sales through electronic channels, including ecommerce sites, e-procurement systems and EDI. Whats new in B2B ecommerce? B2B buyers are demanding automation, which is a huge win for sellers because it allows them to significantl

9、y lower their cost of serving their customers. Gone are the days of orders via phone, fax, email and portals. The B2B market has become more competitive in recent years as corporate buyers seek to increase operational efficiency and optimize procurement processes. B2B sellers are expected to innovat

10、e to win new business and maintain their existing customer base. How would you describe todays average B2B ecommerce buyer? Buyers want the ability to choose products, have purchases approved and dispatch data to their ERP and financial platforms seamlessly. 41% of corporate buyers are under the age

11、 of 40, and that percentage will only increase. The younger corporate buyers are familiar with fast and efficient B2C commerce and are looking for the same efficiencies in their professional lives. They increasingly prefer to use B2B ecommerce solutions rather than email or more traditional procurem

12、ent workflows. What B2B ecommerce challenges do manufacturers, wholesalers and distributors currently face? Many dont provide ecommerce as an option to their customers. In fact, 80% of manufacturers and distributors process orders by hand. But most buyers do use procurement and ERP software, so the

13、sales process is typically a complex dance involving a lot of manual data entry and back-and-forth document exchanges. This is inefficient, a waste of employee time and staggeringly expensive compared to the more modern tools that are available. What strategies can they implement to overcome these c

14、hallenges? They need an ecommerce system that is equipped with punchout capabilities that can integrate the distributors online catalog with the back-office systems of buyers, allowing order data to be transferred between buyer and seller platforms quickly and efficiently. Automation accelerates tra

15、nsactions. To achieve this, they should partner with a vendor that specializes in providing e-procurement, ERP and commerce technologies, as well as order management systems. What kind of partner should they look for? One that provides agnostic middleware and takes a modular approach that mitigates

16、and harmonizes specifically the interaction of data points between e-procurement and commerce. These services allow B2B sellers to seamlessly transact punchout, purchase orders, invoices and other elements based upon customer abilities and requirements. What should B2B sellers know about the current

17、 B2B ecommerce landscape? B2B sellers who dont offer streamlined systems are at a competitive disadvantage. Building an online version of your B2B catalog isnt enough; many buyers also demand automation fueled by integrations with their procurement, ERP, CRM and inventory systems. Manufacturers, who

18、lesalers and distributors must create an e-business team that includes stakeholders from sales, marketing and IT because the B2B channel will no longer respond to a siloed approach. And the e-procurement channel in itself is a monster. B2B sellers must align internal resources and partner with a thi

19、rd-party vendor that knows, understands, and can bring value and scalability to your organizations efforts and abilities. SPONSORED ARTICLE An executive conversation with Brady Behrman, CEO, PunchOut2Go 8 Copyright 2019 B2BecNews (a Digital Commerce 360 brand) however the long-term risks of inaction

20、or even slow-walking that transformationare extremely high. How can they overcome these obstacles? Manufacturers, wholesalers and distributors should make every touch point meaningful at an individual level in real time, and across all devices during the buying journey. They should understand the im

21、portance of having a singular tool across channels and segments. While the overhead of separate “integrated” tools may seem manageable upfront, over time this can become inefficient and cost-prohibitive versus a truly unified platform with native capabilities that can scale and you will not outgrow.

22、 And finally, transformation can be daunting, so thoughtful change management and governance are a must. Having a microservices-based architecture with business user configuration tools allows for faster time to value and maintenance as well as the option for headless commerce to support customer ex

23、periences over time. SPONSORED ARTICLE An executive conversation with Vinesh Vis, Chief Sales Officer, Kibo LEARN MORE AT WWW.KIBOCOMMERCE.COM eCommerce with the Speed of B2C and the Power of B2B The Kibo commerce crew has the tools and the know-how to help you build lasting digital relationships wi

24、th your buyers. 2019 Kibo Software, Inc. 12 Copyright 2019 B2BecNews (a Digital Commerce 360 brand) Santa Fe Springs, California; Edmonton, Alberta; and Mississauga, Ontario. Other ecommerce site improvements include: Faster search for product lines, stocking levels and brand options; Authorized cus

25、tomers can create new guest accounts on MeritorPartsX to streamline ordering and monitor spending levels; A new online forms process permits customers to return products without contacting customer service. “With these enhancements, MeritorPartsX will help warehouse distributors, manufacturers and d

26、ealers not only find parts more quickly but also assist them in making important business decisions to grow their businesses,” Penzkofer says. The improvements are bringing more visitors to MeritorPartsX, the company says. The average number of site visitors per day had increased 65% by early 2019 c

27、ompared to when MeritorPartsX launched in April 2017, Meritor says. l Canadian clients to shop for parts on computers, smartphones or tablets. MeritorPartsX replaced the former ecommerce site, MeritorPartsO, for U.S. and Canadian customers. The new website improved on the previous site by offering e

28、nhanced search with quick identification of replacement parts by Meritor part number and product line, competitor part number, or keyword, the company says. Online catalog navigation was designed to help customers correctly identify replacement parts. To assist in the part selection process, the web

29、site provides more than 40,000 images, including photographs and line drawings, as well as three-dimensional and 360-degree views of Meritors aftermarket products. But a year after launching MeritorPartsX, customers needed access to more online inventory and bigger, better and faster ways to customi

30、ze purchases, says Brett Penzkofer, Meritors vice president, aftermarket, North America. “Customers are adopting MeritorPartsXpress rapidly, and based on usage and feedback, the platform is working well for them,” Penzkofer says. “By continuing to increase functionality on the site, were offering cu

31、stomers a more personalized experience along with valuable information, and were making it easy to do business with Meritor.” Copyright 2019 B2BecNews (a Digital Commerce 360 brand) & Vertical Web Media LLC. All rights reserved. Data as of March of 2019. 18 KEY FINDINGS FROM THE 2019 U.S. B2B ECOMME

32、RCE MARKET REPORT B2B ECNEWS AUTHORS/SPONSORS PunchOut2Go provides B2B cloud technology and solutions to businesses that need to easily integrate their existing Commerce Technologies with their customers procurement systems to simplify the buying and selling process. PunchOut2Go provides 100% PunchO

33、ut Catalog compatibility and B2B order automation, connecting with any procurement systems globally such as Ariba, SAP, Oracle, Coupa, and PeopleSoft. The companys goal is to make it easy for suppliers to do business with their customers by reducing the cost and complexity of integrating PunchOut an

34、d other eProcurement processes. At Kibo, we provide cloud commerce solutions inspired by your needs and designed to empower your teams. Were at your side, committed to your financial success in an unpredictable world. Together, we can see further, think bigger, and climb higher. Our software and ser

35、vices include eCommerce, Order Management, Personalization, and Mobile Point-of-Commerce for retailers, manufacturers, and brands. Whether youre an eCommerce veteran or just getting started, B2C or B2B, our solutions are designed to power the shopping experience from first click to doorstep and to s

36、cale with you as your business grows. For more information, visit . ABOUT THE AUTHOR Don Davis, editor at large at Internet Retailer, was until late 2017 editor in chief for the Internet Retailer family of e-commerce publications. He previously was group editor at SourceMedias Payments Group, and a

37、reporter and editor for The Associated Press, Manufacturing Systems magazine and the Springfield (Mass.) Union daily newspaper. He can be reached at . Don Davis Editor at Large, Internet Retailer MARK BROHAN Research Director B2BecNews PAUL DEMERY Editor B2BecNews ABOUT OUR SPONSORS 20 19 CHICAGO |

38、SEP 30 - OCT 2 CONFERENCE & EXPO ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? This was a fantastic event and the keynote speakers along with the workshops (and new contacts made) were thought provoking and actionable. ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? B2B Next put together applicable insights, inventive workshops, and a bunch of industry experts under one umbrella. Im already looking forward to next years event. ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ?