Now is the time to set ecommerce performance goals for 2018. To do this, know where your business stands now. Be clear on past performance before you set goals for... Read More »
I often speak with manufacturers that want to sell their products online, directly to retailers or even end users. But they have an established distribution channel that they don’t want... Read More »
B2B merchants often consider ecommerce as a tool for existing clients. Acquiring new customers is expected to happen through the sales team, not the Internet. The website becomes a way... Read More »
Building a B2B ecommerce site requires a breadth of skills. It’s important to look not just at people or roles, but the expertise to accomplish the job.
In this post, I’ll... Read More »
Business-to-business ecommerce can be complex. There are often restrictions on who can purchase products. Frequently buyers need assistance in finding the right item. But a key to success in B2B ecommerce... Read More »
Amazon Business, the B2B marketplace, has more than 45,000 active sellers and more than 10 million products with bulk purchase options or business discounts. Many B2B merchants aren’t sure whether... Read More »
Many B2B merchants have avoided ecommerce because they believe their customers will not do business in that manner. Merchants often have concerns about payments, as B2B customers pay in different... Read More »
I recently presented “How to Change Ecommerce Platforms,” an Essential Skills online seminar for Practical Ecommerce. I kept the content relatively general for all merchants — B2C and B2B. I didn’t... Read More »
Email marketing is a powerful tool, one that many B2B companies do not take advantage of. Triggered emails are a good way to get started. They are event-driven, based on a customer’s... Read More »
Integrating a B2B company’s ecommerce site with internal systems can streamline operations and simplify customers’ buying experiences. Integrations offer significant benefits, but they are often difficult to get right.
One of... Read More »
With the end of 2016, many B2B companies are reviewing this year’s ecommerce performance and planning for next year.
All too frequently, B2B ecommerce development is short sighted. Companies frequently ask,... Read More »
The success of many business-to-business companies was built through a strong sales team. This causes B2B owners and managers to often resist ecommerce because they see it as competing with... Read More »
B2B ecommerce sites are typically more complicated, with more features, than B2C. In this article, I will address eight innovative B2B ecommerce sites. My company has no business relationship with these... Read More »
Software-as-a-service ecommerce platforms are gaining market share. They have clear benefits, but they also have limitations, especially for B2B companies. SaaS platforms — hosted carts — charge a monthly fee... Read More »
Sometimes B2B companies invest in a highly functional ecommerce site and fail to use good product data.
Shoppers don’t buy from websites if they don’t have the information they need to... Read More »
If you help ecommerce shoppers quickly find what they are looking for, you will likely sell more. To accomplish this, look at your site’s navigation as well as its search... Read More »
An important part of redesigning or launching a business-to-business ecommerce site is to identify the required features. They can be available out of the box in your ecommerce platform, or... Read More »
I’ve worked in the B2B ecommerce industry for 18 years. I’ve seen it all — good and bad. Here are seven mistakes that often cause failures in B2B ecommerce launches.
1.... Read More »
A data feed is a structured file that provides information to another system. Typical formats are XML, CSV, and TXT files. Think of it like a data export from your... Read More »
When considering a B2B ecommerce platform, it is important to understand the strengths and weaknesses of the software solution you select. There are, in my experience, three types of software... Read More »
When it comes to building relationships, B2B ecommerce is different than B2C. There is still an individual relationship — there’s always a person on the other side. However, in B2B... Read More »
It’s time to pull together the 2016 budget for your B2B ecommerce site.
Budgeting for a B2B ecommerce site typically has four phases: information gathering, reflection on priorities, assigning numbers, and... Read More »
“We don’t need ecommerce. Our customers don’t buy that way. They find us through Thomas Register and place orders with us by phone and fax.”
That’s what the president of a... Read More »