Looking for tips for your B2B e-commerce project? Over the past decade, we’ve helped hundreds of companies launch web stores for professional buyers. And 92% of our customers agree that these B2B e-commerce tips are crucial for online sales success.
Tip 1: Start with a Solid Case Study
You need your team’s support to make your B2B web store a success. The easiest way to get them on board? Proof. That’s why our first B2B e-commerce tip is to provide a great case study. This will help you create urgency within the organization and make it clear what a B2B e-commerce platform will do for your company.
Review the case study with your entire team, including stakeholders, and define clear goals for the implementation. Make sure everyone is on the same page and understands how a B2B web store will impact and improve the way you do business.
Tip 2. Involve IT
Go straight to the source. Your IT department is instrumental in implementing B2B e-commerce in your business – and making it a success.
You want your customers to have all the information they need when ordering online. This means data like:
- Product information
- Customer-specific pricing
- Real-time inventory levels
- Order history
This will require multifaceted functionality such as quick ordering, tier pricing, unit of measurement, RMA handling and so on. Sound Greek to you? That’s ok. Your IT department understands your ERP’s key role in delivering this data and functionality to your clients.
Tip 3: Ask Your Clients for Input
At the end of the day, your B2B web store is all about making things easier for your clients. What better way to find out what they’re looking for than just asking them? This is the easiest way to get valuable information that you can use to develop your B2B web store project.
Hearing what your clients want from your online sales channel helps you avoid tunnel vision by keeping a balanced outside-in perspective on the project. Another added bonus of this B2B e-commerce tip: seeking out customer input will also create buy-in from a group of early adopters.
Tip 4: Start With Your Minimum Requirements
Define your minimum requirements for B2B e-commerce success and start from there. A solid first release that fulfills all basic requirements will make it much easier to define the must-haves for the second phase of the project.
Furthermore, if you can quickly realize a successful first release, you can show your project team results from their hard work and keep the project’s momentum going. Your team will be more motivated to contribute and give feedback on changes and/or enhancements for the full release.
Tip 5: Launch for a Small Group of Customers
You only get one chance to make a good first impression. That’s why we advise to start small and give yourself time to make changes to the sales portal before you open it up to all your customers.
Your product team will be able to handle feedback from a small selection of clients much more comfortably. Moreover, you will feel more confident about the full release if you’re able to process your test group’s feedback first.
Key Takeaway: Planning is Everything
The most important thing about achieving B2B e-commerce success is not overwhelming your team. This will prevent you from defaulting to your old-fashioned and more expensive process of manual ordering. Keep your team in the loop with all goals and achievements and you will create positive synergy and achieve success with your B2B e-commerce implementation project.
More B2B E-Commerce Tips
Interested in getting more info about how to start a successful B2B e-commerce project? Download our white paper and find out how your business can succeed online!
9 March, 2015