Questions Covered in the report: - What was the size of global B2B E-Commerce market in 2019? - How fast are global B2B E-Commerce sales projected to grow through 2024? - What are the top B2B E-Commerce trends in 2020? - Which factors are most important to B2B E-Commerce sellers and buyers? - What is the size of the B2B E-Commerce market in major economies worldwide? Full report here: https://bit.ly/3L1bb5S

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GENERAL METHODOLOGY OF MARKET REPORTS
Secondary Market Research
• The reports are compiled based on secondary market research. Secondary research is information gathered from previously published sources. Our reports are
based on information and data acquired from national and international statistical offices, industry and trade associations, business reports, business and
company databases, journals, company registries, news portals and many other reliable sources. By using various sources we ensure maximum objectivity for
reported data. As a result, companies gain a precise and unbiased impression of the market situation.
• Cross referencing of data is conducted in order to ensure validity and reliability.
• The source of information and its release date are provided on every chart. It is possible that the information contained in one chart is derived from several
sources. If this is the case, all sources are mentioned on the chart.
• The reports include mainly data from the last 12 months prior to the date of report publication. Exact publication dates are mentioned in every chart.
Definitions
• The reports take into account a broad definition of B2C E-Commerce, which might include mobile commerce. As definitions may vary among sources, exact
definition used by the source (if available) is included at the bottom of the chart.
Chart Types
• Our reports include text charts, pie charts, bar charts, rankings, line graphs and tables. Every chart contains an Action Title, which summarizes the main
idea/finding of the chart and a Subtitle, which provides necessary information about the country, the topic, units or measures of currency, and the applicable time
period(s) to which the data refers. With respect to rankings, it is possible that the summation of all categories amounts to more than 100%. In this case, multiple
answers were possible, which is noted at the bottom of the chart.
Report Structure
• Reports are comprised of the following elements, in the following order: Cover page, preface, legal notice, methodology, definitions, table of contents,
management summary (summarizing main information contained in each section of report) and report content (divided into sections and chapters). When
available, we also include forecasts in our report content. These forecasts are not our own; they are published by reliable sources. Within Global and Regional
reports, we include all major developed and emerging markets, ranked in order of importance by using evaluative criteria such as sales figures.
Notes and Currency Values
• If available, additional information about the data collection, for example the time of survey and number of people surveyed, is provided in the form of a note. In
some cases, the note (also) contains additional information needed to fully understand the contents of the respective data.
• When providing information about amounts of money, local currencies are most often used. When referencing currency values in the Action Title, the EUR
values are also provided in brackets. The conversions are made using the average currency exchange rate for the respective time period. Should the currency
figure be in the future, the average exchange rate of the past 12 months is used.

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METHODOLOGY OF THE CURRENT REPORT
Report Coverage
• This report covers the global B2B E-Commerce market. It includes global data and international comparisons related to B2B E-Commerce development and
trends, along with region- and country-specific market information. A broad definition of B2B E-Commerce used by some sources cited in this report might
include both web-based and other electronic sales (such as EDI-type sales).
• In addition to the global data, major global regions in worldwide B2B E-Commerce were covered in the report, including Asia-Pacific, Europe, North America,
Latin America, the Middle East and Africa. Data availability varied by region and country.
Report Structure
• The report opens with a global chapter. It includes information on the global B2B E-Commerce sales development and projections, top market trends and factors
most important in B2B E-Commerce. The major market developments were also summarized on two text charts included in the global chapter.
• The rest of the report is divided by regions, with each regional section containing county chapters and/or regional information, where available. The regions and
countries are ranked by total E-Commerce sales volume or related criteria, such as share of companies selling and/or purchasing online.
• Depending on data availability, the following types of information were included: B2B E-Commerce sales, share of companies engaged in B2B E-Commerce,
factors most important to B2B buyers and sellers. Not all types of data mentioned were included for each section due to varying information availability.
• Furthermore, each regional chapter includes an overview of some of the B2B E-Commerce marketplaces and classified portals in the respective region.

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DEFINITIONS
▪ B2B E-COMMERCE
Internet-based transactions between businesses. A broad definition of B2B E-Commerce includes both web-
based sales and sales through other digital and electronic channels, such as EDI-type sales and sales
negotiated via electronic means but not necessarily transacted online, while a narrow definition includes web-
and app-based sales only.
▪ B2B E-COMMERCE SALES
the total sales generated either on the B2B E-Commerce market in a certain country or region, or the total sales
generated through B2B E-Commerce by companies.
▪ B2B WEB SALES
sales made via an online store (web shop, E-Commerce marketplace), via web forms on a website or extranet,
or via mobile apps
▪ EDI
electronic data interchange (EDI) is used by businesses to exchange data in electronic format compatible
between the sender and the receiver; through EDI companies and organizations can retrieve information from
their internal systems electronically and send it to other parties via a communications network.
▪ EDI-TYPE SALES
sales via Electronic Data Interchange (EDI) messages in an agreed or standard format suitable for automated
processing without the individual messages being typed manually.
▪ B2C E-COMMERCE the sale of products and services through electronic transactions via the Internet from businesses to consumers.
▪ B2G E-COMMERCE
the sale of products and services through electronic transactions via the Internet from businesses to
governments.
▪ B2B E-COMMERCE MARKETPLACE
platforms where third-party businesses, suppliers and manufacturers can sell their products online whereas the
marketplace operator acts as an intermediary. The examples of B2B E-Commerce marketplaces include
Amazon Business and Alibaba.com.
▪ B2B ONLINE CLASSIFIEDS
an online platform, where both businesses can publish advertisements about the sale of goods and services.
The narrow definition of classifieds excludes pure business directories, where companies can be searched by
category, but individual products cannot be viewed or ordered.
▪ CROSS-BORDER E-COMMERCE the sale of goods to customers in other countries via E-Commerce.
The following expressions and definitions are used in this B2C E-Commerce market report*:
Note: *the definitions used by the original sources might differ from the ones stated on this chart; the exact definition used by each source, where available, is included on the respective
charts

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TABLE OF CONTENTS (1 OF 6)
1. Management Summary
2. Global
• B2B E-Commerce Market Overview and Trends, January 2020
• B2B E-Commerce Sales, in USD trillion, 2018 & 2024f
• Share of B2B Buyers Who Prefer Digital Channels Over Traditional Ones, in %, April 2019
• Share of B2B Buyers And Consumers Who Used Multiple Devices and Channels To Start And Complete A Single Transaction, in %, April
2019
• Expectations of B2B Buyers Related to Retail-Like Buying Experiences, in %, April 2018
• Share of Businesses Who Have Seen More Similarities in Behavior of Their B2B and B2C Customers, February 2019
• Top Sources of Information During the Research Stage of the B2B Buying Process, in % of B2B Buyers, February 2019
• Top Factors Considered When Evaluating Alternatives in the B2B Buying Process, in % of B2B Buyers, February 2019
• Top Features That Would Persuade B2B Buyers to Choose a Vendor When Evaluating the Alternatives in the B2B Buying Process, in % of
B2B Buyers, February 2019
• Most Important Aspects of The Purchase Decision Stage Of The B2B Buying Process According to B2B Buyers, in % of B2B Buyers,
February 2019
• Top 3 Aspects of the B2B E-Commerce Buying Experience at the Purchase Stage, in % of B2B Buyers, February 2019
• Breakdown of B2B Companies Selling via E-Commerce, by Selling Domestically, Internationally and Both, in %, February 2019
• Factors Important to B2B Buyers, in % of B2B Buyers, March 2019
• Reasons To Switch B2B Sellers, in % of B2B Buyers, March 2019
• Breakdown of Expected Percentage Share of Revenues That B2B Companies Expect To Generate From Their Own E-Commerce
Websites by 2025, in % of B2B Decision Makers, August 2019
• New Website Features That B2B Companies Are Most Likely To Adapt In The Next 12 Months, in % of B2B Decision-Makers, August
2019
• Top Digital Experience Technologies That B2B Companies Are Most Likely To Make New Investments In By 2022, in % of B2B Decision-
Makers, August 2019
• Top Ways In Which B2B Companies Could Make It Easier For Customers To Do Business With Them Online, in % of B2B Decision-
Makers, August 2019
• B2B E-Commerce Sales via Marketplaces, in USD billion, 2018 & 2024f
• Marketplaces Share of B2B E-Commerce Sales, in %, 2018 & 2024f

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TABLE OF CONTENTS (2 OF 6)
2. Global (Cont.)
• Top 3 Reasons Why Small Businesses Buy Via Marketplaces, in % of Online Purchasing Decision-Makers At Small Businesses, January
2019
• Top 3 Efficiencies For Which Small Businesses Choose Marketplaces, in % of Online Purchasing Decision-Makers, January 2019
3. Asia-Pacific
3.1. Regional
• Overview of Selected B2B E-Commerce Marketplaces and Classifieds, January 2020
3.2. China
• B2B E-Commerce Sales, in CNY trillion, 2017 & 2018
• B2B E-Commerce Platform Operator Revenues, in CNY billion, 2017 & 2018
• Top 6 Companies by B2B E-Commerce Market Share, in %, 2018
• B2B E-Commerce Enterprise Procurement Sales, in CNY trillion, 2018 & 2021f
• Cross-Border E-Commerce Sales, in CNY trillion, and Breakdown by B2B and B2C, in %, 2013 – 2018
• Industrial B2B E-Commerce Sales, in CNY trillion, 2019 & 2024f
• B2B E-Commerce’s Share of Total Sales of Industrial Products, in %, 2019 & 2024f
3.3. Japan
• B2B E-Commerce Sales, in JPY trillion, and Penetration, in %, 2013 – 2018
• B2B E-Commerce Sales, by Sector, in JPY billion, 2017 & 2018
• B2B E-Commerce Penetration Rate, by Sector, in % of Sales, 2017 & 2018
3.4. South Korea
• Number of Businesses Purchasing Via B2B E-Commerce, in thousands, 2017 & 2018
• Number of Businesses Selling Via B2B E-Commerce, in thousands, 2017 & 2018
• B2B E-Commerce Channels Used, in % of Companies Using B2B E-Commerce, 2017 & 2018
3.5. India
• Modern Organized Wholesale Purchase Channels for Retailers, in USD billion, 2024f, and CAGR, in %, 2019-2024f

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TABLE OF CONTENTS (3 OF 6)
3. Asia-Pacific (Cont.)
3.5. India (Cont.)
• Wholesale E-Commerce Marketplaces Revenues, in USD billion, 2018 & 2023f
• Awareness of B2B E-Commerce Platforms, by City Types, and Breakdown of Willingness to Use Them in the Future, in % of B2B Buyers,
2019
• Top Reasons To Sell Via B2B E-Commerce Platforms, in %, 2019
3.6. Malaysia
• Breakdown of E-Commerce Income of Companies by B2B, B2C, B2G and Total, in MYR billion, 2015 & 2018
3.7. Thailand
• B2B E-Commerce Sales of Companies in Thailand, in THB billion, 2017 & 2018e
3.8. Indonesia
• B2B E-Commerce Sales, in USD billion, 2018 & 2023f
4. North America
4.1. Regional
• Top 3 Aspects of B2B E-Commerce Buying Experience, in % of B2B Buyers, February 2019
• Overview of Selected B2B E-Commerce Marketplaces and Classifieds in North America, January 2020
4.2. USA
• B2B E-Commerce Sales, in USD billion, 2018 & 2023f
• Share of B2B E-Commerce in Total B2B Sales, in %, 2018 & 2023f
• Breakdown of Electronic B2B Sales by Method, in %, 2018
• Share of Manufacturers and Wholesalers and Distributors Who Do Not Have An E-Commerce Website, in %, 2018
• Share of Manufacturers, Wholesalers and Distributors Who Do Not Have An E-Commerce Website and Who Plan To Launch One Within 2
Years, in %, 2018
• Channels Where B2B Buyers Typically Begin The Process When Making Purchases For Their Companies, in %, November 2018
• Ways In Which New Digital Solutions/Capabilities That Have Impacted B2B Buyers’ Expectations Of B2B Commerce, in %, November 2018

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TABLE OF CONTENTS (4 OF 6)
4. North America (Cont.)
4.2. USA (Cont.)
• Breakdown of Ways in Which Amazon Business Has Changed B2B Buyers’ Behaviors, in %, November 2018
• Marketplaces Used by B2B Buyers to Research and Buy Products, in % of B2B Buyers, August 2019
• Top 3 Benefits of Selling Online, in % of SMB B2B Sellers, December 2019
• Top 3 Benefits of Buying Online, in % of SMB B2B Buyers, December 2019
5. Europe
5.1. Regional
• Electronic B2B Sales in EU5, by B2B E-Commerce and EDI, in EUR billion, 2018-2024f
• Top Online Channels Used by B2B Companies/Manufacturers to Sell Their Products, in % of B2B Companies/Manufacturers Selling
Online, Q1 2019
• Top Perceived Benefits of B2B E-Commerce, in % of B2B Companies/Manufacturers Selling Online, Q1 2019
• Share of Turnover Generated via B2B/B2G Web Sales, in %, Compared to B2C Web Sales and EDI-Type Sales, by EU and Selected Non-
EU Countries, 2018 & 2019
• Share of Enterprises Which Sold via a Website or Apps in B2B or B2G Commerce, in %, by EU and Selected Non-EU Countries, 2015 –
2019
• Share of Enterprises Purchasing Online, in %, by Country, 2017 & 2018
• Overview of Selected B2B E-Commerce Marketplaces and Classifieds in Europe, September 2018
5.2. UK
• Top 3 Aspects of B2B E-Commerce Buying Experience, in % of B2B Buyers, February 2019
• E-Commerce Sales Made Via Website or App, by B2C and B2B/B2G, in GBP billion, 2015-2018
• Breakdown of Web Sales by B2C and B2B/B2G, in GBP billion, by Industry Sector, 2017 & 2018
• E-Commerce Sales Via EDI, in GBP billion, 2015-2018
5.3. Germany
• B2B E-Commerce Sales, by Total (incl. EDI) and Online (excl. EDI), in EUR billion, 2018
• Breakdown of B2B E-Commerce Sales By Company Revenue Sizes, by Total (incl. EDI) and Online (excl. EDI), in %, 2018
• Channels Currently Used by Businesses for Purchasing, in % of Businesses, October 2019

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TABLE OF CONTENTS (5 OF 6)
5. Europe (Cont.)
5.3. Germany (Cont.)
• Channels That Businesses Expect to be Important for Purchasing in Five Years, in % of Businesses, October 2019
• Payment Methods Offered in B2B Online Shops, in % of B2B Online Shops, October 2019
• Actions That B2B Companies Plan to Take With Regard to the Payment Methods Offering, in %, August 2019
• Breakdown of B2B Companies Using Amazon, in %, August 2019
5.4. France
• Share of B2B Companies Making More Than 50% of Their Revenues Via E-Commerce, in %, by Current and Expected in Five Years
Time, 2018
5.5. Italy
• B2B E-Commerce Sales, in EUR billion, 2015 – 2018
• B2B E-Commerce Sales Share of Total B2B Sales, in %, 2017 & 2018
• Cross-Border B2B E-Commerce Sales, in EUR billion, and in % of Total Cross-Border B2B Sales, 2018
• Digital Sales Share of Total Cross-Border B2B Sales, in %, 2018
5.6. Spain
• E-Commerce Sales of Enterprises, by Web Sales, EDI-Type Sales, and Total, in EUR billion, and Breakdown by B2C, B2B and B2G, in %
and in EUR billion, 2018
6. Latin America
6.1. Regional
• Overview of Selected B2B E-Commerce Marketplaces and Classifieds in Latin America, January 2020
6.2. Brazil
• B2B E-Commerce Sales, in BRL trillion, 2016-2019e
• Breakdown of B2B E-Commerce Sales by Open Marketplaces and Closed Ecosystems, in BRL trillion, 2018 & 2019e
• Top Sectors and Industries by B2B E-Commerce Sales Share, by Closed B2B E-Commerce Ecosystems and Open B2B E-Commerce
Marketplaces, in %, 2019e

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TABLE OF CONTENTS (6 OF 6)
7. Middle East and Africa
7.1. Regional
• Overview of Selected B2B E-Commerce Marketplaces and Classifieds in the MENA, January 2020
• Overview of Selected B2B E-Commerce Marketplaces and Classifieds in Africa, January 2020

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1. Management Summary 13 – 16
2. Global 17 – 40
3.
3.1.
3.2.
3.3.
3.4.
3.5.
3.6.
3.7.
3.8.
Asia-Pacific
Regional
China
Japan
South Korea
India
Malaysia
Thailand
Indonesia
41 – 62
42 – 42
43 – 49
50 – 52
53 – 55
56 – 59
60 – 60
61 – 61
62 – 62
4.
4.1.
4.2.
North America
Regional
USA
63 – 76
64 – 65
66 – 76
5.
5.1.
5.2.
5.3.
5.4.
5.5.
5.6.
Europe
Regional
UK
Germany
France
Italy
Spain
77 – 104
78 – 87
88 – 91
92 – 98
99 – 99
100 – 103
104 – 104
6.
6.1.
6.2.
Latin America
Regional
Brazil
105 – 109
106 – 106
107 – 109
7.
7.1.
Middle East and Africa
Regional
110 – 112
111 – 112

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Prefer Digital Channels
Over Traditional Ones
65%
Others
35%
Nearly two in three global business buyers (65%) preferred
digital channels over traditional ones, as of April 2019.
Global: Share of B2B Buyers Who Prefer Digital Channels Over Traditional Ones, in %, April 2019
Survey: based on a survey of over 2,200 business buyers from 16 markets in Europe, Asia-Pacific and North America, conducted in April 2019
Source: Salesforce, June 2019

15. 15
26%
28%
29%
0% 25% 50% 75% 100%
Greater choice of suppliers
Easy repeat ordering
Easier and faster checkout
in % of B2B Buyers
“Easier and faster checkout” (29%) was the top aspect of B2B online
buying experience according to UK & Irish B2B buyers in 2019.
UK & Ireland: Top 3 Aspects of B2B E-Commerce Buying Experience, in % of B2B Buyers, February 2019
Note: does not add up to 100% due to multiple answers possible; only the top 3 answers are ranked
Survey: based on a survey of 560 buyers in the USA, Canada, UK, Ireland, Germany, Switzerland, Austria, Belgium, Netherlands, Luxembourg, who purchase from manufacturers,
wholesalers and distributors; the respondents’ sectors included automotive parts, building materials, electronics, medical supplies and food & beverage; conducted in
February 2019; the above figures are for the UK and Ireland
Source: Sana Commerce, Sapio Research, July 2019

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