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What is B2B E-commerce?

B2B e-commerce is becoming increasingly popular as businesses of all sizes realize the benefits it can offer. It is how businesses transact with other businesses. It is a way for companies to buy and sell products and services to each other. B2B e-commerce can be used by companies of all sizes, from small businesses to large enterprises. This blog post will look at what types of companies use B2B e-commerce, how it works, and what the future awaits for B2B businesses.

Types of B2B E-commerce

B2B refers to business to business transactions. One of the benefits of B2B e-commerce is the versatility that comes with it. There are many different types of businesses that use B2B e-commerce. Some of the most common companies that use B2B e-commerce are manufacturers, wholesalers, and retailers. Manufacturers use this form of e-commerce to sell their products to wholesalers and retailers. Wholesalers use B2B e-commerce to sell their products to retailers and other wholesalers. Retailers use B2B e-commerce to buy products from manufacturers and wholesalers. Some of the most common B2B e-commerce types include:

1. B2B2C

A B2B2C e-commerce business sells products or services to both businesses and consumers. This e-commerce business is often used by manufacturers and distributors who want to sell their products directly to customers without going through a traditional retail channel.

2. Wholesale

A wholesale e-commerce business sells products or services to other companies. Manufacturers and distributors use e-commerce businesses to sell their products to other companies, such as retailers.

3. Manufacturers

A manufacturer is a type of e-commerce business that produces products. Companies use e-commerce businesses to sell products to other businesses or consumers.

4. Distributors

A distributor is an e-commerce business that sells products or services to other companies. This type of e-commerce business is often used by businesses that want to sell their products to other companies, such as retailers.

Stages of B2B Business

The stages of B2B business are vital for understanding the buyer-seller relationship. While it can be challenging to start a business without any planning, it is never too late to bring in management. For the same reason, it is essential to focus on stages that lead to the fruition of the business. These stages also focus on further development in the company. Now that we know how B2B e-commerce works, let’s look at the stages of a B2B business. 

A B2B business goes through five stages as it grows: startup, growth, maturing, saturation, and decline. Each step has its challenges and opportunities. The benefit of B2B e-commerce lies in knowing the stages of the business. Understanding your business’s background can help you make the right decisions to keep your company moving forward.

1. The startup stage

It is where a business starts and is typically characterized by risk and uncertainty. The startup stage can be a daunting time for any business. During this critical time, it helps to know which initiatives to take to keep your business up and running. Having realistic expectations about your resources and being prepared to make sacrifices is also crucial.

2. The growth stage

The growth stage can be a challenging but rewarding time for a business. It is when a business begins to see some success and focuses on expanding its reach. It is a critical time for a company, as it is essential to capitalize on the current momentum and continue to grow. During this stage, businesses need to keep several things in mind, including expanding the customer base, developing new products or services, and building brand awareness. You can look out for competition and ensure that you stay ahead of the curve. 

3. The expansion stage

The expansion stage is when a business takes off and is keen on increasing even more. It is characterized by rapid growth and increased competition. It is a crucial stage for a business, as it can determine whether or not it will be successful in the long run. A business needs to have a clear vision, a well-defined strategy, and a lot of hard work to grow successfully during this stage. The expansion stage is also known as the “exploitation” stage because it is when a company exploits its competitive advantage to grow and increase profits.

4. The maturity stage

A business must have a clear vision, a great team, and a solid plan to reach this level of success. It is when a company is in its prime and is focused on keeping things running smoothly. The maturity stage requires fine-tuning operations, streamlining processes, and optimizing strategies. It’s also a time for increased efficiency and profitability. By knowing the stage of business you’re in, you can make the right choices to keep it moving forward.

Key Advantages and Disadvantages of B2B E-commerce

Deciding to buy a B2B e-commerce solution is not easy. You must weigh the benefits and downsides carefully to see how they will impact your business. 

Advantages of B2B E-commerce

There are numerous benefits of using a B2B e-commerce system, including:

  • Increased efficiency

 Employees can easily find and order the products they need without going through a lengthy process or contacting numerous people.

  • Improved customer service

Customers can order and track their products online 24×7. It results in improved customer satisfaction and increased efficiency.

  • Enhanced visibility

Businesses can track their inventory levels and see what products are selling and which are not. It allows them to be efficiently decisive about what products to stock and helps them stay competitive.

Disadvantages of B2B E-commerce

There are many drawbacks to using a B2B e-commerce system. You must first identify and resolve each problem before using it for everything.

  • Communication barriers

Communication can prove to be a huge milestone to achieve. You can discuss issues related to communication with the best e-commerce solution provider or support team. If your case isn’t resolved, move on to a different solution provider to evaluate the matter. 

  • Internal instability

If communication barriers are not resolved, it can be time-consuming and lead to product instability. To help you decide, think about your problems and ask your B2B e-commerce solution provider to propose how they can solve them or provide a solution to alleviate your concerns.

  • Pricing issues

Go over the costs you expect to take on an annual basis, such as installation and ongoing maintenance. You may also find that mature B2B e-commerce directories implement new solutions more quickly than smaller ones. It means that it may be worthwhile to start with the one that is more scalable than one that is only offered in a template.

How Does B2B E-commerce Work?

Regarding business-to-business (B2B) e-commerce, there are a few things to keep in mind. In a typical B2B transaction, a business will sell products or services to another company. Let’s have a look at how it works. 

1. Directly

The businesses interact directly, exchange products and services face-to-face.

2. Indirectly

The businesses work with a third party to help them exchange products and services. It can be a middleman, such as a distributor or agent, or it could be an online marketplace.

3. Via internet

This is a newer way of doing business which involves businesses exchanging products and services over the internet.

The Future of B2B E-commerce

The future of B2B e-commerce is looking bright. As technology advances, businesses find creative ways to conduct transactions with each other. Here are some of the future trends that we can expect to see in B2B e-commerce:

1. An increase in the use of Machine Learning and Artificial Intelligence.

2. Greater use of blockchain technology.

3. More businesses will use online marketplaces to find suppliers and partners.

4. Higher demand for customized B2B solutions.

5. A continued rise in mobile commerce.

6. Increased use of video conferencing and other online collaboration tools.

7. Many businesses will move to the cloud.

8. Continued growth of e-commerce.

9. Larger emphasis on cyber security.

10. A rise in the number of B2B startups.

B2B e-commerce is becoming an increasingly important part of the business world, and businesses of all sizes are beginning to realize its benefits. 

B2B E-commerce Best Practices

As the business world moves increasingly online, more and more companies are looking to e-commerce as a way to reach new markets and grow their business. However, B2B e-commerce can be very different from B2C e-commerce. It’s essential to understand the best practices for each to be successful.

Here are some best practices for B2B e-commerce:

1. Give e-commerce for B2B a B2C treatment

Because B2B e-commerce is different from B2C doesn’t mean B2B should be treated less seriously. Many of the best practices that apply to B2C e-commerce are also useful for B2B e-commerce. It includes solid onsite search functionality, making the purchase process easy and user-friendly, and offering various payment options.

2. Enhance your onsite search functionality

Since B2B customers often look for specific products or product categories, it’s essential to have solid onsite search functionality. This helps them to find what they’re looking for quickly and easily.

3. Make wholesale easy on traditional customers

If you’re selling products in bulk, making the process as easy as possible for your traditional wholesale customers is essential. It means offering things like volume discounts and flexible payment options.

4. Optimize your customer catalog

For B2B e-commerce, there’s a crucial distinction between what you see and what you sell. In a consumer-facing e-commerce site, you want to sell everything. For a B2B e-commerce site, you only want to sell the things that your customer needs.

5. Create an accessible customer portal

Whether you’re evolving your customer base or launching a new product/service, it’s essential to have a clean, and easy-to-use web presence. Some ways to make the customer portal easy to navigate are placing it in a prominent location on the home page, using clear language, and creating a separate tab for important information.

6. Allow reordering and auto replenishing

Your pricing has to be strategic to clarify to the customer why they should buy from you. It also has to be carefully thought out so that you don’t give the customer the wrong impression about your product.

7. Build a unique customer experience

Likely, your customers have already heard about your competitors. However, your customers are not all the same. Some are looking for a solution to a problem, while others are just looking for a way to save money or try a new product. That’s why creating a unique customer experience is essential to effectively advertise your brand and offer a service that your customers expect. You can build a website that provides simple navigation, a user-friendly experience, and a unique product or service.

B2B E-commerce Marketing 101

As a business-to-business (B2B) e-commerce company, you face unique marketing challenges. Customers are often well-aware and price-sensitive than in other types of e-commerce. You may need to work harder to win their business. 

With the right strategies, you can successfully market your B2B e-commerce business. In this article, we’ll explore some of the most effective B2B e-commerce marketing strategies and how you can use them to diversify your business.

1. Educate customers on the features of the product

Customers need to understand what your products can do and how they can use them. You can educate your customers on your products, features, and promotions. As price is often a key consideration in B2B purchasing decisions, it is important to educate customers on your pricing structure and any discounts or promotions you offer.

2. Shift customers to online channels

Another critical B2B e-commerce marketing strategy is migrating customers from offline to online channels. Many B2B businesses still use traditional offline sales and marketing channels, such as trade shows, print advertising, and direct sales. As more and more buyers move online, it’s essential to shift customers to online channels. This can increase your audience base and make it easier for customers to educate themselves and purchase your products.

3. Develop a strong value proposition

To win over buyers, you need to have a strong value proposition. What makes your products or services unique? What is your unique selling point? By developing a solid value proposition, you’ll be able to sell your products or services more effectively to buyers.

4. Align business processes and teams to scale

It’s crucial to align your business processes and teams to scale. It will help reduce back-office costs and enable you to sunset legacy systems. Moreover, assigning different techniques can reduce expenses and help you form a more unified approach.

B2B E-commerce Misconceptions

The internet has changed business mechanisms, including B2B transactions. In the past, business-to-business transactions were conducted primarily offline, through face-to-face interactions, or over the phone. But today, more and more businesses are run online. The internet provides a convenient, efficient, and cost-effective way to reach customers and suppliers. However, there are still some misconceptions about B2B e-commerce. Here are a bunch of common misconceptions:

1. You don’t sell B2B

It is simply not true. If you’re selling products/services online, you’re selling B2B. It doesn’t matter if you’re selling to a business or an individual; the transaction is still conducted online.

2. B2B customers don’t want to order online

It is also not true. Many B2B customers prefer to order online because it’s more convenient and efficient.

3. E-commerce requires price transparency

It is not always the case. While some businesses do require price transparency, others don’t.

4. Online ordering is cold

While online ordering may not be as personal as face-to-face interaction, it can still be friendly and accommodating. 

5. An online store negates custom orders

Many online stores offer custom ordering options. It means you can still get the exact product or service you need, even if you order it online.

B2B E-commerce Solutions

There are many B2B e-commerce solutions available in the market today. But which one is crucial for your business? Companies that offer these solutions understand the importance of having a good website and an effective online presence. They also know that they need a good e-commerce platform. As many options are available, it is essential to do your research before choosing one.

Knowing where to start when looking for a B2B e-commerce solution can be challenging. You can consider a few things when searching for a B2B e-commerce solution:

1. Make sure the solution offers the features you need

Every business is different. So, finding a solution that offers the specific features is essential. For example, if you need to support complex pricing structures, look for a solution that provides pricing rules and quote-based ordering.

2. Consider ease of use

Your B2B e-commerce solution should be easy for you and your customers. Look for a solution with a user-friendly interface and intuitive navigation.

3. Make sure the solution is scalable

As your business grows, you’ll need a solution that can scale heights with you. Ideally, you must look for solutions that can add more users as you need them.

4. Consider the total cost of ownership

In addition to the monthly subscription fee, consider the costs of implementation, customization, and training. You’ll want to make sure the solution you choose is affordable in the long run.

The right B2B e-commerce solution can help you streamline your sales process, improve customer satisfaction, and increase your business. With numerous options available, it’s imperative to take the time to find the right solution for your business.

Top B2B E-commerce Leading Trends

With the rapid pace of change in the e-commerce  world, it can be hard to keep up with the latest B2B e-commerce trends. Here are some of the top B2B e-commerce leading trends:

1. Chatbots

Chatbots are becoming increasingly popular in the e-commerce world. Businesses use chatbots to support customers, promote their products, and even take orders. These can be used on websites, apps, and even messaging platforms such as Facebook Messenger.

2. Augmented Reality (A.R.) and Virtual Reality (V.R.)

A.R. and V.R. are other significant trends in e-commerce. These technologies are used to create immersive experiences for shoppers. For example, some retailers use A.R. to allow shoppers a virtual shopping experience. V.R. is used to create virtual showrooms and virtual reality shopping experiences.

3. CPQ technology with voice-assisted intelligence

Configure Price Quote (CPQ), technology is becoming increasingly popular in the B2B e-commerce world. This technology helps businesses automate the quoting process and provides accurate pricing information. Voice-assisted intelligence is used to make the CPQ process even more accessible and more efficient.

4. Omnichannel B2B e-commerce

Omnichannel B2B e-commerce is another big trend. It involves using multiple channels to reach and engage customers. For example, a business might use online media to target its audience.


Though e-commerce plans are serviceable for different things, they all assist businesses in B2B e-commerce. It may seem complicated, but it isn’t unachievable. Take time to examine your current e-commerce strategy and identify where you need to invest to win over today’s B2B buyers. The B2B model in e-commerce ensures that the company is well-informed regarding its clientele and expectations.


What are some B2B e-commerce examples?

Some of the well-known examples of B2B e-commerce companies are DHL, Sendle, Ninjavan, Kerry, and Entrego.

What businesses are B2B?

Businesses like Asendia, DHL, and J&T are well-known B2B operators.

How do you identify a potential B2B customer?

To identify a potential B2B customer, ensure to follow these steps:

  1. Review the list of your existing customers
  2. Order a survey on your current customers
  3. Interview these customers
  4. Launch a review on successful client cases
  5. Evaluate the market fit of your product
  6. Create a qualification process
  7. Engage with your new audience

What’s the distinction between B2B and B2C e-commerce?

B2B E-commerce targets other businesses for selling products and services. B2C e-commerce sells to individuals typically unaffiliated with any company.

What are the characteristics of B2B e-commerce?

A successful e-commerce B2B model includes the following pointers:

  1. Bulk ordering
  2. Quick reordering
  3. Shared shopping carts
  4. Quote management
  5. Contract pricing
  6. Contract catalog
  7. Restricted access control
  8. Portal customization
  9. Digital payment options

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