Customer-specific pricing, complex ordering processes, system integrations – not every shop system is suited to the challenges of B2B e-commerce. That’s why it’s all the more important to leave nothing to chance when it comes to choosing a suitable solution. Find out what is particularly important in this regard.
B2B Digital Commerce in the fast lane
Without question, personal contact traditionally plays a central role in B2B procurement across all purchasing phases. However, sales figures in the B2B commerce sector indicate that times are changing. New technologies and innovative services are altering the way companies buy, whilst B2B e-commerce is booming and revolutionising industrial procurement. According to the 2023 B2B Market Monitor, B2B e-commerce grew by an average of 22.2% annually between 2012 and 2022. Last year, B2B e-commerce posted record sales of 493 billion Euros. And that is by no means the end of the story. According to a recent survey conducted by ECC Köln, eight out of ten manufacturing companies expect more purchases from the German industry to be made via online channels in the near future.
As a result, six out of ten companies intend to invest more in digitalising their internal procurement processes in the coming year than they have done up to now, despite ongoing challenges such as price increases and a shortage of skilled workers. The surveyed companies rated customer portals as particularly relevant in this context. “The requirements for such portals differ depending on the size of the company,” explains Dr. Kai Hudetz, Managing Director of IFH KÖLN and founder of ECC KÖLN.
B2B compatible? Ten criteria that a shop system must fulfil
However, the choice of a B2B shop system is not solely based on the size of the company. After all, a suitable solution must fulfil a large number of criteria in order to meet the complex business processes and high expectations in the B2B sector. So, what is important? A definitive guide:
1. Individualised pricing and conditions
In the B2B sector, individualised price agreements, volume discounts and special payment terms are common practice. An effective shop system must be able to map this complexity. Only in this way can companies respond flexibly to the needs of each individual customer.
2. Customised catalogues and product ranges
Not every customer needs access to the entire product range. Therefore, a B2B shop system should be able to create and manage customer-specific catalogues and product ranges.
3. Approval processes and authorisations
4. Integration into existing systems
B2B companies usually have complex IT landscapes that include ERP, CRM and manufacturing systems. It must be possible to seamlessly integrate a successful shop system into these systems in order to ensure smooth data exchange and efficient process handling.
5. User-friendliness and self-service functions
Intuitive and user-friendly interfaces are also of great importance in the B2B sector. In addition, today’s B2B customers expect high service levels and extensive self-service capabilities. This includes access to order logs, invoices and delivery status, as well as the option to change or cancel orders independently.
6. Roles and permissions
In B2B companies, there are often different roles and responsibilities in the purchasing process. Therefore, a flexible role and permission system is essential for controlling access to certain functions or information and ensuring the security of sensitive data.
7. Security and data protection compliance
Sensitive business data, such as customer data, pricing information, or order histories, is often exchanged in the B2B sector. That requires a high level of security and compliance with applicable data protection regulations. The only way to achieve this is through appropriate functions and mechanisms.
8. Large amounts of data and transaction volumes
B2B shop systems are often required to handle large amounts of data and high transaction volumes, especially at companies with an extensive product portfolio or a large customer base. This makes it important for the system to be scalable. This ensures good performance and fast loading times even with increasing demand.
9. Availability
Downtimes can also lead to considerable sales losses and damage to the company’s image in the B2B sector. Therefore, a highly available shop system is essential for smooth business operations and high customer satisfaction.
10. Globalisation
novomind iSHOP - the future-proof enterprise solution for fast-growing online shops
Do you need help choosing the right B2B shop technology? If so, contact our novomind experts. As a leading European provider of omnichannel solutions, we combine commercial expertise with digital innovation – an ideal combination for modern B2B e-commerce.
