Looking for a B2B eCommerce software solution to help you sell online to your B2B customers? Here are 5 questions to help you get started on your search.
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B2B eCommerce Software: 5 Questions to Help You Choose
1. Post Link: Choosing B2B eCommerce Software: 5 Key Questions
Choosing B2B eCommerce Software: 5 Key Questions
If you’re a manufacturer or distributor and you haven’t already adopted B2B eCommerce, you
have a lot of catching up to do. According to a recent Accenture report, 86% of survey
respondents (B2B organizations with at least $500 million in annual revenue) currently have an
online B2B portal where customers can place orders online. That statistic alone should be
impetus enough for you to look into B2B eCommerce for your business, whether you’re at the
enterprise, mid-market, or SMB level.
When businesses first begin considering possible B2B eCommerce software solutions,
however, it can be difficult to know where to begin. Some companies use platforms originally
designed for B2C eCommerce and attempt to “Frankenstein” them for B2B. Others invest in
costly on-premise solutions, while some choose more flexible Software-as-a-Service (SaaS)
solutions.
To determine what B2B eCommerce software is right for your business, you should be asking
yourself a few key questions.
Choosing B2B eCommerce Software: 5 Questions to Ask
2. 1. What does your business need to get out of a B2B eCommerce platform?
Having a clear handle on the goals of your B2B eCommerce implementation will guide you
through the vetting process, helping you figure out exactly what you’re looking for in a B2B
eCommerce software solution.
If, for example, your priority is to make your B2B customers’ ordering experience as intuitive
and familiar as a B2C eCommerce experience, you can be sure to concentrate on the user
interface. If you want customers to be able to place orders from within the aisle of their store
and stay in regular contact with them on new product additions, promotions, etc. you may be
looking for a B2B eCommerce software vendor that also offers a mobile component.
It’s also important to think about all the B2B-specific functions that you want on this platform.
Was the solution designed for B2B transactions? Can you offer customer-specific discounts and
pricing? Will the checkout process include the ability to add ship dates and seller review? While
you might have been considering a B2C eCommerce platform for your B2B channel, you may
discover that it is unable to accommodate the needs of your B2B business.
2. What IT resources do you want to dedicate to the maintenance of your
B2B eCommerce site?
There are different software delivery models available to businesses today, which may require
more or fewer resources during the implementation phase, as well as differing levels of ongoing
maintenance. Some companies with extensive IT resources choose to develop and host their
own solution, while others license software and host it internally. Others work with SaaS
vendors that take care of all hosting, maintenance, etc.
For SMB and mid-market companies with fewer IT resources, the SaaS approach minimizes
startup costs and risk while maintaining flexibility. As defined in this previous article, “SaaS is
defined simply as a software distribution model that involves software that’s hosted and
maintained by a vendor, run in the cloud, and essentially ‘rented’ to the user.” Even larger
enterprise-level companies are considering SaaS vendors to free up internal resources and
streamline business processes.
If your goal is to have your IT staff make modifications and upgrades to the software
themselves, an on-premise software delivery model may be what you’re looking for.
3. What are your integration needs?
Integration will be important to the success of your B2B eCommerce platform. Think about how
eCommerce orders will get to your back office for processing. Will you need to integrate your
platform with an Enterprise Resource Planning (ERP) or accounting system? How can you
consolidate your eCommerce and field sales channels to provide as much visibility as possible
into your customers’ ordering activity?
Understanding your current technical environment, and how you envision B2B eCommerce
fitting into that environment is key.