Top Trends to Watch in B2B Commerce: Part 2

B2B companies realize there’s an advantage to stepping up their digital commerce experience. With B2B commerce sales estimated to reach $1 trillion globally by 2020, it’s important to consider and adapt the top trends that will grow your digital commerce.
In part 1, we revealed the importance of optimizing the B2B digital commerce experience and creating a more B2C-like site. So what’s next?

Trend #2: Provide a Unique and Personalized Experience

What does a personalized experience for B2B commerce look like? It begins when a customer lands on your site and then guides them through submitting an order. Your customers want to quickly find the products relevant to their business versus combing through large, diverse product catalogs.

91% of B2B buyers want an intuitive experience when navigating a vendor’s site

Other ways to personalize the experience include offering up previously negotiated prices or discounts for buyers, option to use specific shipping accounts and special payment options, such as credit card, net terms or purchase orders.
What processes should you align to provide a personalized experience for your buyers? Learn more in our latest guide.

About the Author

Stephanie has more than 15 years' experience in marketing communications, leading and executing marketing strategies for corporate and non-profit organizations. She elevates the awareness of relevant digital solution topics and thought leadership for Perficient.

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Thoughts on “Top Trends to Watch in B2B Commerce: Part 2”

  1. Hi, Stephanie. Excellent points here. B2B websites face many unique challenges that you don’t see very often with their B2C counterparts. Without honoring contract pricing, most hope of selling products online goes out the window.
    Other things that I have seen necessary is to offer customer specific products, options (like color) and even content available only to users once logged in.
    The good news when working with B2B customers is that there is a better chance to establish a long-term relationship as opposed to selling products that may be one and done. Having this relationship with your customers allows you access to speak with them on a regular basis in order to find ways to improve the user experience. At least that is what I found.

  2. Stephanie Gallina

    Thank you for sharing your insight, John. I agree with you on the opportunity B2B customers provide to continue improving the experience for them.

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