Online fortunes—and challenges—are increasing for B2B companies

Excerpts from the article on Digital Commerce 360

Business-to-business companies are reaping the benefits of e-commerce, with more than half reporting increases in both the size and profitability of their average online orders last year over 2016, Forrester Research Inc. says in a new report based on a study of B2BecNews readers.

The study found that the average online ticket, or average order value, was $1,816—compared with $148 noted in a similar study of online retailers. The report, “Measuring Up: Benchmarking Your B2B eCommerce Performance,” was authored by Forrester B2B analyst John Bruno and other analysts and is based on the Forrester/Internet Retailer Q3 2017 Global B2B Sell-Side Online Survey. Forrester surveyed last July and August 120 B2B professionals who subscribe to B2BecNews, a sister publication of Internet Retailer, published by Vertical Web Media LLC.

Forrester asserts in the report, however, that the increasing benefits of B2B e-commerce require companies to work hard to remain competitive.  As B2B companies mature online, it says, they must often spend more to continue standing out among other sellers and retain their customers. Many are following that advice.

Read the entire article on Digitial Commerce 360