B2B eCommerce: A Post Pandemic Trend Analysis

Late 2019, no one could imagine that within three months digitized selling would become almost the only channel through which B2B selling would take place; this health crisis exposed several global supply chain vulnerabilities.

In 2018, Forrester calculated that the B2B eCommerce market was worth $1.1 trillion USD, this meant the $1 trillion mark was hit earlier than expected and had projected that it’d be reaching $2 trillion by 2023, after the pandemic though, trends are rising due to the adoption of digital commerce strategies derived from Covid-19 pandemic. Google’s numbers indicate that 89% of B2B buyers already prefer online and remote interactions, implying an earlier adoption of this technology.

After all this circumstances a clear theme emerged among experts: Technology Acceleration. 2021 will be the year that Enterprises globally double down on technology-fueled experiences, operations, products, and ecosystems. Here are some of the most relevant ones:

Adding more value and functionalities to digital environments

Experts at Forrester are recommending evaluating new ideas on how to provide a more creative and engaging experience for B2B buyer.

Emulating the B2C experience

According to field experts, businesspeople are looking eagerly for a workplace experience similar to the one they have as customers; even more so for the millennial generation who now represent the largest group among the global workforce.

Progressive Web Apps (PWAs)

Enterprises worldwide are investing in which behave like mobile apps and are as simple as visiting a website, rather than having to download the latest version available from an app store.

Buy online, pick up in store (BOPIS) services

These services are now a must for retailers and b2b marketers are taking a similar approach which are tending to evolve leveraging eCommerce b2b.

Customized online experience

Mimic what a consumer’s in-store experience would be, through a personalized customer journey online leveraging personalization technology and extract data about your visitors and buyers, such as search queries, page visits and purchase history.