B2B e-commerce is growing fast – Frost & Sullivan forecasts B2B e-commerce sales worldwide to be $12 trillion by 2020, up from $5.5 trillion in 2012. As businesses embrace online trading it is important to ensure that it is done right. No matter the efforts, creating a new online b2b store or upgrading the existing platform, it is essential to focus on the following areas:

2. Introduction
© 2015 i95dev
The growth in B2B e-commerce is exponential
– Frost & Sullivan forecasts B2B e-commerce
sales worldwide to be $12 trillion by 2020, up
from $5.5 trillion in 2012
 It is no more complex to use ecommerce for
B2B selling.
 Plenty of ecommerce platform actively
support B2b selling such as Magento.
 Growth in popularity of market places such as
amazon supply and Alibaba.
 With an increased number of B2b sellers
online , a more focused approach is required
to stay competitive.

3. 5 key areas to focus on to succeed
1 ) Customer experience – helps clinch a competitive advantage
Basics of a b2b remain same as b2c- responsive site, appealing layout, functional navigation,
robust site search. Factors such as one-page checkout, multiple freight and payment options are
also in the offing.
 Price Levels: sell products with differential pricing.
 Sales quote: create and manage customer quotations or RFQs online with real-time
information on products, inventory, price, etc.
 Salesperson: flexibility of assigning a specific sales or customer representative ; these reps can
thereafter help the customer with necessary information both online and offline.
 Frequent order: helps them to reuse the list last created without wasting time having to
redoing things.
 National Accounts: defines a customer as a “parent” with “child” customers added to it – such
that a payment received from the parent company can be applied across any of the child
customers’ payments.
 Credit Limits, Net terms, and Bill Pay: flexibility to purchase on credit and subsequently make
payments online on pre-agreed terms and conditions.

4. 5 key areas to focus on to succeed
2 ) Content – reigns over everything
 Content extends into formats like images, videos, detailed product descriptions as pdf etc
 Buyers expect an easy-to-use, highly informative, and visually appealing experience – for an
easy buy.
 For b2b it will be imperative to include manufacturer’s name, specifications, unit of measure,
price, short and long descriptions, user manuals, installation manuals, material safety data
sheets, hazardous material information, product images and videos, and more.
 Bottom line- more information there is greater potential to engage.

5. 5 key areas to focus on to succeed
3) Personalization – is the order of E-commerce today
Personalization helps businesses drive sales, improve customer engagement and experience,
and drive customer loyalty. The more information gathered about customers, better the
chances of personalization to address specific needs.
Personalization in B2B business can include-
 Display products based on the company, location, contract terms and conditions, etc.
 Show pricing specifically designed/ negotiated for the specific customer
 Provide provisions to save orders, repeat order, etc.

6. 5 key areas to focus on to succeed
4) Omni-channel Commerce – Business anytime anywhere
Seamless integration between all these disconnected channels is key to Omni channel commerce.
Imagine a situation when your customer orders a product on your e-commerce store and calls your
sales/ customer representative to check on the order status. Without integration, they will be clueless
about this and will have to make multiple calls to help the customer – not a very efficient and consumer
friendly process. Negative impact on customer experience is a big NO.
Integrating the e-commerce front end with your ERP, CRM, etc. helps to save time and effort and assists
in achieving business objectives.

7. 5 key areas to focus on to succeed
5) Keep your Customers engaged
 Driving customer engagement plays an important role in driving customer loyalty.
 Ensure that you work towards keeping consumers engaged even after the sale is made (and
even if the sale is not made).
 How-to videos, new product launch emails, exciting offers, etc. along with marketing
automation tools drive information to customers and stays on top of their mind.
If you are looking for an omni-channel e-commerce solution that seamlessly integrates with your
ERP system then, check out i95Dev’s Ecommerce Growth Engine (EGE). For more information you
can contact us here or drop us a line at info@i95dev.com.

8. For more information
Visit : www.i95Dev.com
E-mail : info@i95Dev.com
Maryland : 3 Bethesda, Metro Center, Suite 700 Bethesda, Maryland 20814. Ph: (301) 760.7499
New York : 1430 Broadway, 7th Floor New York, NY 10018. Ph: (646) 259.3662
Texas : 5646 Milton, Suite 100, Dallas, Texas 75206. Ph: (214) 396-2121
Australia : Sydney, NSW – 2145, Ph: (02) 8015 5446
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