Navigating B2B Excellence: What Sets the Finest eCommerce Platform

Navigating B2B Excellence: What Sets the Finest eCommerce Platform
Navigating B2B Excellence: What Sets the Finest eCommerce Platform

Prasenjit Dey

Content Writer

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The B2B landscape is undergoing a significant transformation from traditional offline practices to a futuristic online environment. According to Statista Report, B2B ecommerce in the U.S. experiencing substantial growth, more than doubling from $3.1 billion in 2009 to $6.7 billion in 2019.

As a result, ecommerce technology has emerged as a top priority for B2B businesses. Approximately 35% of B2Bs have identified investing in ecommerce platform technology as their foremost concern for the next 12 months. Additionally, 54% of distributors are prioritizing enhancing the user experience and incorporating more B2C features.

In this opportune moment, creating a well-thought-out ecommerce strategy is crucial. The first step towards meeting your customers' needs is selecting the right ecommerce platform tailored to your B2B company's requirements.

What Is B2B eCommerce Platform?

B2B ecommerce, defined as the online sale of goods and services between businesses, has revolutionized the digital retail landscape by facilitating the digital processing of orders. This transformation has significantly improved purchasing efficiency and effectiveness for various B2B entities, including B2B2C, wholesalers, manufacturers, and distributors.

Type of B2B Business

When we talk about B2B commerce, one prevalent category involves manufacturers supplying raw materials or components to other businesses in the production chain. 


B2B2C, which stands for business-to-business-to-consumer, involves selling directly to consumers without intermediaries. Manufacturers or wholesalers create goods, which are then sold to B2B entities responsible for direct consumer sales. 

In an e-commerce scenario, a B2B2C business typically operates a digital storefront displaying its product catalog. Consumers may be unaware that the business doesn't directly produce the showcased products.


Within a wholesale module, businesses procure goods in large quantities from distributors or manufacturers for subsequent retail sales to consumers. For wholesale suppliers seeking efficient product promotion with minimal marketing efforts, buyer oriented B2B marketplaces provide a valuable avenue. 


These marketplaces thrive in scenarios with abundant buyers and fewer sellers. In this context, buyers establish their online marketplaces, inviting suppliers and manufacturers to showcase products and receive bids from various sellers.


Manufacturers produce goods in large quantities, which are then supplied to other entities such as suppliers, wholesalers, or manufacturers. For instance, a manufacturer specializing in shoelaces may sell their product to a luxury shoe manufacturer who incorporates them into their branded shoes. 

Various B2B entities and consumers seek enhanced flexibility in purchasing, prompting businesses to require manufacturers to conduct online transactions. This shift involves accessing personalized features like pricing, production schedules, or sizing.


Distributors handle tasks such as packaging, shipping, and marketing, alleviating manufacturers from in-house responsibilities they may prefer to outsource. Manufacturers can opt to collaborate with distributors for product sales.

The establishment of a manufacturer-distributor partnership can be facilitated online. Utilizing online platforms to negotiate deals enables manufacturers and distributors to establish faster, more efficient supply chains, ensuring they meet or exceed customer expectations.

What Makes a Great B2B eCommerce Platform?

Many B2B e-commerce websites effectively implement various features, making them successful examples. When assessing a platform, it's essential to take into account these key features that define B2B e-commerce.

1.    Headless Commerce

When talking about headless commerce, it stands out as one of the most rapidly growing trends in e-commerce. The approach highlights various reasons for adopting a headless architecture, emphasizing significant enhancements in site performance and the unprecedented flexibility to make real-time changes. 

At first glance, the decision to go headless seems like an obvious choice, doesn't it?

Headless commerce provides retailers with complete creative autonomy, enabling developers to craft tailored e-commerce experiences using their preferred technologies. 

However, the implementation of a headless architecture is not as straightforward as it is often portrayed, and there are numerous factors. Thus, to every business owner, it is suggested to know your business needs and requirements before moving from composable to headless.

2.    PIM & DAM Integration

Choosing the appropriate PIM solution is paramount and necessitates a comprehensive grasp of the unique requirements of the business. 

For example, a distributor of healthcare products would find value in a PIM equipped with robust compliance tracking features to navigate the regulations within the healthcare industry.

On the other hand, a consumer electronics vendor might implement a PIM that excels in advanced digital asset management for showcasing products effectively

The ideal PIM system should harmonize with the company's operational processes and future expansion strategies, ensuring scalability and flexibility. Seamless integration with the existing tech stack is crucial, delivering a cohesive and unified approach to product information management.

PIM systems play a pivotal role in maintaining data accuracy and consistency, preserving brand integrity, and promoting a strategic approach to disseminating product information. 

3.    Multichannel OMS

B2B buyers desire not just online purchasing access but also a seamless experience comparable to consumer expectations. Despite some common needs, B2B and B2C differ in factors such as order volume, conversion time, and delivery options.

However, managing diverse customer requirements with various tools can be challenging. The good news is that there's a solution. With a robust order management system, you can streamline processes, track inventory, shipments, and enhance customer experiences, transforming your business into a forward-looking B2B company.

Integrating Multichannel OMS helps you to manage:

⦁    Track Bulk Orders
⦁    Pick-up/Return Orders
⦁    Multichannel Shipping
⦁    Paperless Warehouse
⦁    Single Inventory View
⦁    Purchase Management
⦁    Supplier Management

According to Statista Report, B2B ecommerce grew 10.7%, reaching $1.7 trillion in U.S. sales revenue in the year 2021, and by 2027 it is estimated to generate more than $3 billion.

4.    Ability to Buy in Bulk

Key elements of B2B sales are bulk orders and wholesale transactions. B2B e-commerce platforms should facilitate seamless bulk purchases, minimizing any potential friction for customers. Crucial elements of the bulk order user experience include pricing, quantities, availability, and delivery estimates. 

Taking it a step further, solutions such as wholesale order management software offer a comprehensive suite of B2B e-commerce features, effectively streamlining the entire wholesale workflow.


5.    Contract Pricing & Catalog

Within B2B e-commerce, contracts play a crucial role in determining responsibilities for shipping, pricing, and payment terms. The extensive nature of B2B product catalogs often includes SKUs exclusive to specific customers. 

Therefore, the capability to offer custom pricing and specialized catalogs emerges as two of the key essential features in B2B e-commerce platforms.

6.    Restricted Access Control

B2B e-commerce sites face a distinctive challenge with contract-based pricing. Merchants must find a delicate equilibrium between optimizing for SEO and providing customer-specific pricing. 

While public product catalogs significantly contribute to e-commerce SEO, B2B sellers cannot uniformly display prices to all users. The implementation of restricted access control enables B2B businesses to conceal or tailor pricing based on individual users.

7.    Quote Management

The introduction of manual quote workflows often introduces friction into purchasing processes. B2B e-commerce platforms should play a role in assisting merchants in simplifying and automating these processes for their customers. 

For example, a B2B e-commerce portal offering one-click access to request for quote (RFQ) forms can significantly accelerate the quoting process.

Critical to the efficiency of a B2B e-commerce platform is the seamless integration of its quote management features with a comprehensive sales order management process. This integration not only mitigates the risk of human error but also enhances the speed of order fulfilment.

8.    Digital Payment Options

The integration of various payment options stands out as a fundamental feature within B2B commerce, contributing significantly to the enhancement of the overall checkout experience. 

Embracing a wide array of payment methods not only accommodates the diverse preferences of businesses but also ensures a seamless and adaptable payment process, thereby playing a pivotal role in fostering a positive and efficient checkout experience for B2B customers.

The Final Word

Mastering the art of prioritizing customer value, swift decision-making, and selecting the optimal e-commerce platform empowers you to resiliently safeguard your market share against digital disruptors.

Those organizations that proactively address these challenges position themselves favorably to seamlessly integrate digital channels into their strategic framework.

By doing so, they transform from potential victims into active participants in market reallocation, gaining an advantage over slower competitors in adapting to the evolving digital landscape.

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