While B2B e-commerce isn’t a new concept, its adoption rate has lagged. Many organizations could benefit greatly from adoption of a B2B e-commerce platform and has identified a few tips to consider before doing so.

At its core, e-commerce translates into instantly available, comparable and configurable products and services. With price quotes, contract renewals and comparisons available at the business user’s fingertips, B2B e-commerce opens up new opportunities for companies to initiate the buying process. Business consumers no longer need to be waited on, but can instead research the products and services they require – information which is also immediately available to the sales team.

They say a picture is worth a thousand words – but a lack of product images can be worth a lot more if you lose a sale! With images, the business buying process becomes a dynamic shopping experience. Through the use of images, video and even CAD integration, B2B e-commerce allows for a new dimension in product evaluation. Would you buy a car without first seeing what it looks like? Why should business procurement be any different?

Adding e-commerce functionality can increase new sales opportunities, but current customers can also benefit. B2B e-commerce allows for customized profiles, which upon logging in, provide customers with recommended products, click-of-a-button re-ordering, and contract renewal options. With easy-to-update admin capabilities, pricing and discounts stay connected with customer profiles to ensure customers keep coming back.

A B2B sales experience is an interaction between two or more businesses that involves the sale of goods and services. A good B2B sales experience is important because it determines whether a customer will stick with a certain supplier or not. Adding e-commerce functionality can increase new sales opportunities, but current customers can also benefit. B2B e-commerce allows for customized profiles, which upon logging in, provide customers with recommended products, click-of-a-button re-ordering, and contract renewal options. With easy-to-update admin capabilities, pricing and discounts stay connected with customer profiles to ensure customers keep coming back.

B2B e-commerce should work for you and your customers, allowing for a variety of payment options and multi-currency, as well integrating with your ERP and CRM systems. Fully leverage previous IT investments and never sell an out-of-stock product or an invalid configuration, no matter what. When you are ready to add e-commerce, beware of creating a barrier between customers and sales reps. E-commerce should create a new platform for customers and your sales team to connect – include pictures, bios and click-to-dial functionality into customer portals to allow them to stay in touch with their rep.