B2B eCommerce Platform Topics
B2B eCommerce Software
Frequently Asked Questions
Brett is the founder and director of the B2B eCommerce Association. Brett has been in the eCommerce field for over a decade and has managed first-hand all of the functions of eCommerce.
What are the differences between B2C vs B2B eCommerce?In its most basic definition, the differences between B2B versus B2C eCommerce are the customers. A B2B model is a transaction from one business to another business (or B2B), whereas when an individual purchases from a website, it’s a business-to-consumer model (B2C). Other key differences are:
- Complexity. B2B buying is more complex as it’s often not a single person buying an item online like the B2C model. B2B can and often does involve a procurement process, pricing contracts and the relationship can be between many orgnaistions via many channels and locations with various contractual agreements. Therefore, building an eCommerce platform that can manage this is significantly different. The administration and fulfillment side is more complex as well, especially when multiple billing accounts, shipping locations to different branches, etc are considered.
- Different buying patterns. B2B buyers aren’t likely to be influenced by traditional ‘sales’. With multiple people involved in the buying process, decisions are often budgeted for and thoroughly researched. With a longer approval process, decision making time can often take much longer than an ‘impulse buy.’ However, B2B commerce experiences can benefit from other merchandising such bundling, customisable products, subscription services and the like.