The key questions to ask yourself when considering your B2B strategy.

Now is the perfect time to consider the B2B strategy for your business. 

The future of digital commerce is already knocking on our doors. According to Adobe/Magento data, it is estimated that e-commerce will account for more than 25% of retail by 2030, which means that all companies, regardless of size, will need a competitive commerce management platform with the ability to adapt to growing operational demands and buyer experience expectations. 

Crafting an effective B2B strategy is more than just selling products or services. It requires a deep understanding of customers, identifying their needs, and aligning every decision with the company’s business objectives. A well-defined strategic approach not only generates business opportunities but also fosters long-term, sustainable relationships.

Before developing or refining a B2B strategy, it is essential to assess whether current processes are truly driving growth and differentiation in the market. Key questions about positioning, value proposition, and operational efficiency can help uncover areas for improvement and anticipate potential challenges. Gaining clarity in these areas enables better decision-making and resource optimization.

Companies that take the time to critically analyze their B2B strategy can adapt more effectively to an ever-changing landscape. Evaluating the core elements of the business model and their impact on customers paves the way for innovative solutions that enhance competitiveness and drive sustainable growth.

In previous blogs we talked about: 

• Catalogue management: from the point of view of B2B commerce, this is summarized as the ability to manage the catalogue and promotions in an agile, personalized, and "economical" way. 
  
  
• Contract management: the ability of a B2B eCommerce platform to adapt and manage customer contracts in a personalized way, respecting the conditions that have been defined for each case. 
  
  

The two previous points give us the most important generalities that we must keep in mind when we start thinking about the definition of the B2B strategy, now, taking into account that e-commerce is expected to be the dominant channel worldwide in the coming years, on the one hand, your company requires a fast and flexible trading platform to maintain a solid long-term growth and on the other, you need to understand how to approach your B2B strategy, so here we help you by asking the key questions, and the business reasoning behind them, that will enable you to select the right e-commerce platform to remain competitive in the digital marketplace. 

We cannot forget the most important thing about B2B commerce, according to Statista, one of the most relevant market data firms, the global B2B e-commerce market was worth $12.2 trillion in 2019 and it is evident that this will increase exponentially during 2020. Furthermore, by comparison, this is more than 6 times the value of B2C e-commerce, which is why companies should be clear that the focus of their e-commerce strategy should primarily be on B2B business. This implies that the valuation of platforms for the business strategy must take this element into account. 

The COVID-19 pandemic has clearly forced and energized the digital commerce market to new heights by forcing companies to adopt digital platforms; and suppliers to adopt new approaches and pricing models, which is all the more reason to have elements that allow us to assess the options available in the market, as there is a wide variety of e-commerce platforms, among which the following stand out: 

• Magento 
• Shopify Plus 
• OpenCart 

• BigCommerce Company 
• 3dcart 
• OroCommerce 
• WooCommerce 
• nopCommerce 

• Oracle Netsuite 
• Volusion Prime 
• Prestashop 
  
  

Considering the two critical issues of catalogue management and customer contracts and looking at the plethora of platforms available, our idea is to save you time and effort in finding the right e-commerce capabilities for your organization, so here we have put together the key elements you need to consider discovering the technologies that are helping companies build the future of commerce. 

The questions to ask yourself are: 

• Isa cloud-based platform a good fit for my business needs? 
  
  

Whether you are just starting out or already have an e-commerce presence, choose an e-commerce platform that runs in the cloud. 

• Will the new solution offer the flexibility to create personalised shopping experiences?
  
  

Don't force your business needs on the capabilities of your technology provider. Choose a provider that provides enough flexibility to create a unique customer experience. 

• Scalability: Does it allow for easy addition of new products, cross-border transactions and international shipping? 
  
  

Think about what your business will look like two, three and five years from now. Think about how your platform can support your growth plans from day one. 

• Can it support multiple channels,sites, and languages? 
  
  

Does the platform have the versatility to create different shop views, handle multiple languages, among others? 

• Can this solution be integrated with your existing business systems, such as CMS,CRM, and ERP? 
  
  

Your e-commerce platform should be a team player. Choose one that easily connects and integrates with your other business systems. 

• Is the platform supported by a diverse community of partners and solution developers?
  
  

More is better. Choose a platform from a vendor that fosters a large, geographically diverse community of partners and solution developers. 

• Does itcan support a variety of business models, including B2B and B2C-B2B hybrids? 
  
  

If there is even a slight chance that your company will adopt multiple business models, choose a platform that supports them. 

Building a strong B2B strategy requires a structured approach and a deep understanding of business objectives, customers, and the market. Companies that take the time to question and analyze their processes can identify opportunities to enhance their value proposition and strengthen their competitive position. Every decision within the strategy should align with customer needs and a scalable, sustainable business model.

A strategic approach in B2B goes beyond customer acquisition; it also involves long-term retention and growth. Optimizing the customer experience, leveraging data effectively, and implementing automation can make the difference between a business that merely survives and one that thrives. It is essential to continually assess whether the processes and tools in place are truly driving efficiency and delivering meaningful impact.

Companies that embrace a mindset of continuous improvement and adaptation are better equipped to navigate market challenges. Regularly evaluating and refining the B2B strategy ensures a competitive edge and fosters stronger, more enduring business relationships.

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