THINGSTHEY DON’T TELL YOU

ABOUTB2B E-COMMERCE

www.sana-commerce.com

Left in doubt. That is how most people feel about B2B e-commerce. Everybody talks about it but only a few know how it works. We are one of those few. We know your business is changing and we know howB2B e-commerce can benefit your company. In this document you can find out how.‘Is it like B2C?’ ‘Are my customers ready?’ ‘What about the customer experience?’ These questions comein mind when considering taking your business online. Don’t worry. In this document you can find the answers to all of these questions and more.

INTRODUCTION

“Higher revenue and moresatisfied customers.B2B sales portals can quickly bring your business to the next level.”Bram Streefkerk, Product Marketing Director Sana Commerce

“For any B2B business, the ERP should be the starting point.Integration is key for B2B e-commerce success.”Michiel Schipperus, Managing Partner Sana Commerce

B2B E-COMMERCE GOES SKY-HIGH

B2B is going through a transformation. The market is changing fast and more and more companies are adding an online sales channel to their business. Why is this?Knowing your customers mean you can service them better. With a B2B e-commerce platform you are able to sell outside office hours and still offer customer specific assortments and prices. These features optimizeyour efficiency, improve your internalprocesses and reduce costs.Also, with the popularity of B2C s, customers expect the same type of service from you. Responding to these needs keeps you ahead of competition.

2013 2014

57%

68%

68%of B2B buyers now

purchase goods online

Uncovering the Shifting Landscape in

B2B Commerce,Acquity Group, 2014

B2B AND B2C ARE DIFFERENT

At first glance, comparing B2B and B2C can seem like comparing apples and oranges. But is this really the case?

B2B and B2C web stores both have search, navigation, detailed product information and personal account history pages. But B2B does not embody the same challenges B2C has.

Most B2B businesses have complex ordering processes, large collections of attributes and elaborate back end systems. 72%

of the Sana B2B shops also use their sales portal

to emphasisetheir brand image

Creating a user experience that is similar to B2C is only possible when you do that in the context of the inherent complexity that is.

We do see more and more B2B sales portals create the same user experience B2C offers consumers.Wish lists, simple checkout processes and cross- and up-selling are typical (retail) tricks that are used to boost online B2B sales.

Contact us:

sales@sana-commerce.com+31 10 243 6030www.sana-commerce.com

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