Boom for B2B eCommerce: 12% growth by 2027

This is how the seventh edition of the event organized by the Consorzio Netcomm opened, during which the president Roberto Liscia underlined a 12% growth in B2B Digital Commerce, projecting the industry beyond 37 billion dollars in the next few years. Currently, Europe holds 6% of the global value of B2B Digital Commerce, Apac countries 79% and China over 40%.

This increase is fueled by a series of trends and changes that are redefining the landscape of online business operations and beyond. The expansion of digital channels and models is being actively explored, with the aim of optimizing sales processes in all areas of B2B commerce, from the corporate universe to marketplaces, from logistics management to the services offered.

Italian B2B eCommerce

In the national context, B2B shows positive signs, reaching a value of 468 billion euros with an increase of 3% (see cover image) compared to previous years. These data indicate the solidity of the sector and its constant growth. Paola Olivares, Director of the Osservatorio Digital B2B of the Polytechnic of Milan, underlines that although there has been an increase, the period from 2015 to today requires a more in-depth analysis. It is clear that there is still a lot of work to be done to consolidate and further enhance this growth.

It is crucial to clearly understand this concept: eCommerce is not the only solution, but rather an essential component of it. What do we mean? It means that, along with other factors, eCommerce has become a key element in stimulating business growth.
Furthermore, in December 2022, we anticipated some possible trends for the following year. Today, those trends have become the foundation for the growth and development of the B2B eCommerce ecosystem. Below, we look at some important features.

Conquer new market segments and improve the supply chain

One of the greatest peculiarities of B2B eCommerce is its ability to conquer new market segments and improve the efficiency of the supply chain. Thanks to the availability of digital platforms, companies can expand their customer base and optimize their procurement and distribution processes.

Keyword: integration

Integration is key in B2B eCommerce. Companies depend on the ability to combine their internal systems, such as ERPs and CRMs, with eCommerce platforms. The objective is to ensure efficient management of commercial operations.

Composable and headless approach

The adoption of compostable and headless approaches is becoming increasingly widespread in the B2B sector. These are methodologies that allow greater flexibility and scalability, offering companies the possibility of adapting to changing market needs more quickly. Furthermore, through new technologies it is possible to clearly separate back end and front end in order to customize your systems according to specific needs.

Frictionless user experiences

The desire is to achieve smooth and seamless user experiences, similar to those offered in the B2C sector. This requires special attention to the usability of the website or eCommerce platform, as well as simplifying the purchasing and payment process.

Robust and integrated systems

We are seeing a growing demand for robust and integrated systems that are capable of facilitating collaboration between sellers and buyers. We are talking about innovative tools capable of responding appropriately to new market needs, characterized by the need to have increasingly agile and personalized purchasing experiences. Such systems must be able to efficiently manage all aspects of commercial transactions, from order upon delivery.

Omnichannel approach and hybrid sales

The omnichannel approach is increasingly popular in the B2B sector, with companies combining online sales with traditional channels such as telephone and fax. This allows them to reach a wider customer base and cater to different shopping preferences.

New organizational structures

Managing multi-channel sales requires new organizational structures and skills. Businesses must be able to coordinate their online and offline operations effectively, implementing the right processes and technologies to maximize their success.

Sellers as brand ambassadors

Sellers take on a crucial role as brand ambassadors. Main mission: effectively communicate the values and benefits of the company's products and services, thus helping to consolidate its reputation and presence on the market. Furthermore, there is an increasing focus on more effective customer management, with a greater focus on customer needs and preferences rather than internal bureaucracy.

Summarizing the points set out above, we understand that in a period of such strong growth for B2B eCommerce, the companies that will obtain greater positioning on the market will be those that will adopt a strategic and customer-oriented approach, as well as those that will be able to best combine platform used and innovative sales approach.

Explore B2B!

— 28 March 2024