B2B ecommerce is big and growing, what you need to know about mobile and the customer experience to succeed
For those trying to maximize revenues in the world of B2B e-commerce – an industry Forrester predicts will top $1.2 trillion in the United States by 2021 – it's important to stay on top of some key trends having significant impact on the industry. From understanding the significance of mobile e-commerce, to fostering easy navigation, to delivering top-notch customer service, there are a number of strategies that can help your company thrive in this competitive marketplace.
When you consider that mobile e-commerce accounts for an average of more than 40% of revenue in top B2B organizations, it becomes evident your company needs progressive applications that lead to a quick and seamless mobile shopping experience. Moving forward, mobile e-commerce will likely outpace desktop e-commerce by 20% over the next two years, so it is crucial that you optimize your website for mobile search results and make it as user friendly as possible. You should also consider a dedicated mobile app to provide an even smoother, faster, and always on experience without users needing to actually visit your website.
Consumer Style Experience
It's important to keep in mind that the B2C shopping experience is smoother than ever, and B2B customers expect the same efficiency from business transactions. They want to deal with B2B e-commerce sites that are rich with visuals, easy to navigate, informative, and that support all devices. It's also important to simplify your solutions and integrate new functionalities into your company's ERP and CRM so customers can view past activity and you can see real-time inventory levels to maximize sales.
Sales Team Involvement
And while you might think the sales team has become somewhat obsolete in the new world of B2B e-commerce, the reality is sales reps can increase conversion rates by focusing on key benefits for each customer. According to Forrester analysts, customers are both "accelerating their shift to self-serve and demanding higher-quality interactions with sales pros," and the most successful reps will be those who can access online data – including order history and the latest product details – while helping customers make purchases.
Platforms of Choice
Kentico and Magento are two e-commerce solutions that will get your company on the right track in the world of B2B e-commerce. Kentico's E-commerce Solution, for one, enables the user to create on-line stores and e-shops while offering users a flexible, feature-rich e-commerce platform that addresses a wide range of e-business needs with mobile device support. And Magento, on the other hand, offers a cloud e-commerce solution with enterprise power, unlimited scalability, and open-source flexibility that allows the user to create unique, full-lifecycle customer experiences to generate more sales.
At Korcomptenz, we can help you maximize the effectiveness of your B2B e-commerce strategy as you strive to make your websites more accessible and efficient for your business customers. We can show you how to update applications to take advantage of the shift toward mobile shopping, while also helping you create B2B e-commerce sites that are easy to navigate and support all devices, while also helping you to engage customers at many touch points through multi-channel marketing.