The retail world is on the cusp of a major transformation, and this time around, B2C is not leading the way. B2B eCommerce, which has long remained in the shadow of its mainstream counterpart, is about to redefine the rules of the game. Stockoss, as a leading player in this field, is closely watching this revolution and sharing its vision for the future.
The awakening of the sleeping giant
The market for B2B eCommerce now represents 7.7 trillion dollars, twice the size of the B2C market. However, until recently, this colossus seemed to be sleepy, untouched by the wave of innovation that has shaken up consumer retail.
Things are changing rapidly. Market research shows that 83% of B2B buyers now prefer to manage their online orders, a sign of a profound change in business buying habits.
Why now?
Several factors converge to create the fertile ground for this revolution:
- The arrival at the helm of the millennial generation : These digital natives bring with them new expectations in terms of the shopping experience. The forecasts indicate that 70% of B2B buyers will be millennials in the near future.
- The pressure for operational efficiency : In a post-pandemic world, digitalization is no longer a luxury, but a necessity.
- Technological evolution : The tools are finally ripe to meet the complex needs of B2B.
The pillars of the B2B eCommerce revolution
Industry experts have identified several key areas that are going to experience major upheavals:
1. The personalized customer experience to the extreme
The future of B2B eCommerce will be marked by extensive personalization. Each B2B customer will have their own buying universe, with tailor-made catalogs, prices and conditions. AI will play a crucial role in this personalization, allowing ultra-targeted recommendations and the forecasting of needs.
Modern platforms like Stockoss make this vision a reality with features that combine personalization and ease of use:
- Intuitive interface : An easy to use platform that resembles a B2C experience, thus unleashing the creativity of users.
- Adapted catalogs : Each user sees a catalog adapted to their role (for example, marketing vs retail catalog), ensuring a relevant and effective experience.
- Smart validation : Basket validation system based on the role of the user, guaranteeing compliance with the company's purchasing processes.
- Quota management : Automatic compliance with order quotas, allowing control of expenses while offering flexibility to users.
“Using Stockoss is like an online shopping experience at retailers like Promod or Zara: I simply select the product and quantity, add customer information, and choose delivery dates. This simplified inventory management aims to eliminate stress.” Magali Jumet, Operations Manager at Premium Power.
The objective of modern BtoB eCommerce is clear: to transform B2B eCommerce by unlocking the creativity of users through tools that resemble a B2C experience, while maintaining the control and rigor necessary in a professional environment.
2. Full system integration
The silos between eCommerce, ERP, CRM, and logistics management systems will disappear. More integrated B2B ecosystems are expected to emerge, where data flows more freely to provide a seamless experience for all stakeholders.
3. The B2B payments revolution
With a volume of B2B payments of around 200 trillion dollars, the sector will see the emergence of payment and financing solutions specific to B2B. BNPL (Buy Now, Pay Later) equivalents for B2B, integrated directly into eCommerce platforms, are expected.
4. Smart logistics and inventory management
Inventory management and logistics in B2B eCommerce are undergoing a significant transformation, clearly distinguishing themselves from B2C practices:
- Regional inventory management : Unlike B2C, which often uses a single catalog, B2B purchases are made on a regional basis with localized stock levels. This complexity is accentuated in an international context.
- B2B last-mile logistics : This segment represents a market of more than 30 billion dollars per year, growing at a rate of 10% annually. It requires specialized software solutions and service providers to meet the unique requirements of B2B.
- ERP integration for logistics : Unlike B2C where shipping options are presented before payment, in B2B, logistics are often managed manually or via the ERP after the order is placed.
Modern B2B eCommerce platforms incorporate advanced features to meet these challenges. For example, with Stockoss, it is possible to:
- Offer fast delivery : Meet the speed expectations of the modern B2B market with 24-hour delivery options.
- Manage user roles : Assign to each user a specific role, allowing him to order according to his profile and his specific needs.
- Centralize and distribute to multiple recipients : Offer the possibility of centralizing orders for shipment to multiple recipients, thus optimizing logistics for companies with several sites or subsidiaries.
5. Product Information Management and Customer Support
In B2B eCommerce, product information management and customer support take on a particular dimension:
- Detailed product information : Product information in B2B is generally much more detailed and plays a more crucial role in buying decisions than in B2C. Managing this information is complex, as key data often has to be disseminated and managed simultaneously across multiple ecosystems.
- Personalized customer support : B2B customer support is characterized by a high level of interaction, with dedicated account representatives and ongoing consultations. This “high-touch” approach contrasts with the more automated support of B2C.
- Relationship marketing : In B2B, given the higher value of transactions, marketing is done in a personalized way and over a longer period of time. High-engagement one-on-one interactions (such as business dinners) are common, unlike mass marketing campaigns or personalized B2C digital advertising.
Modern B2B eCommerce platforms need to take these specificities into account. For example, Stockoss offers:
- Advanced catalog management : Ability to manage detailed product information and adapt it according to user profiles.
- Optimized support tools : In addition to the help features available on the platform, each client has a dedicated account manager with continuous meetings to optimize their processes.
6. ERP remains king, but is evolving
Contrary to some predictions, ERP is not going to disappear. It will maintain its central place in the B2B ecosystem, while evolving:
- Migrating to the cloud for greater flexibility
- Enhanced integration with B2B eCommerce solutions
- Development of application ecosystems within ERPs
7. Renaissance of CRM in B2B
CRMs will evolve to adapt to the specific needs of digitized B2B sales, becoming a central tool for managing customer relationships in this new environment.
9. AI as an accelerator
Artificial intelligence will play a key role in automating and personalizing B2B interactions, from managing product information to optimizing orders.
Conclusion
The B2B eCommerce revolution is not a distant future, it is a reality that is being built today. In the digital age, all businesses, regardless of size or sector of activity, need to rethink their approach to business-to-business commerce. However, it should be borne in mind that B2B commerce remains fundamentally different from B2C. It is designed for complex transactions, with high added value and based on lasting relationships. The challenge is therefore to combine the simplicity and intuitiveness of B2C platforms with the sophistication and personalization necessary for B2B interactions.
That is precisely the aim of Stockoss. Our mission is to help businesses navigate this digital transformation by providing them with a B2B logistics platform that combines the power of BtoB functionalities with the fluidity of a BtoC experience.
Are you ready to be a part of this revolution? Contact Stockoss to find out how you can shape the future of your B2B business.
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His challenge was to manage chronic stockouts, compounded by unpredictable events such as roadblocks, which endangered their ability to meet the expectations of their business customers. Find out how Stockoss was able to help them.
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