B2B电子商务入门终极指南

There is a massive market opportunityfor businesses thinking aboutswitching to B2B sales right now.B2B sales in the US are growing at 18%annually—50% faster than B2C sales.So, companies that have traditionallyfocused on B2C could be missing outby limiting their target market. That said, B2B commerce is very different from B2Ccommerce, so businesses making the switch or looking toexpand their B2B sales need a distinct strategy.A strongB2B strategy starts with eCommercesince 80% of B2Binteractions will take place over digital channels by 2025. In this guide, we explain everything you need to know abouthow to build a profitable B2B eCommerce strategy. Let’s dive in! What’s Inside Step 1: Step 2: Finding the right B2B eCommerce provider09 Step 3: Selecting the right integration partner17 Step 4: Lean into change management About DJUST 22 In conclusion Understanding your B2BeCommerce needs (in 5 steps)STEP01 Building a B2B eCommerce strategy starts with understanding where yourbusiness is at right now. You need to figure out what you have and where youwant to end up in order to plot a course from A to B. Skip this step, and you could fall into a trap we have seen far too manycompanies fall into: knee-deep in digital transformation, but with no end in sight.That is why it iscrucialtoremember the end goal of becoming efficient andprofitablewhen designing your B2B eCommerce strategy. 3 Criteria to finding the rightB2B eCommerce providerSTEP02 Selecting the rightintegration partnerSTEP03 Lean into changemanagementSTEP04 The best way to start is with an audit. Your audit should help you understandyour business’s challenges and evaluate how a B2B eCommerce platform canhelp you solve them. Auditing yourcurrent situation Some questions to ask in your audit include: What business processes are currently working in silos?Where is data being lost in your customer journeys?What parts of the customer journey are complex and painful?What aspects of your sales process are good targets forautomation?Is your existing fulfillment process efficient, or can it be improved?Are your marketing and sales teams on the same page?What are other pain points for your internal teams (such as yoursales team or customer service team)? Once you have answers to these questions, you can start developing a plan forhow to approach your business’s digital transformation. Wecan break down the process digital transformation into three keycomponents: Understand yourlevel of digitaltransformation 1.Digitizing the buying process: This involves creating an online shopping platform for customers, givingthem more autonomy to place orders without going through a sales rep. 2.Digitizing operations: This involves automating your order fulfillment process, including inventorymanagementand shipping.Operations digitization can also includebringing your administrative processes online. 3.Digitizing the sales process: This involves bringing your marketing, sales, and contract closing processesonline—making it easier to onboard new customers and increase sales toexisting customers. The problem many companies face is working on one of these digitizationprocesses at a time instead ofaddressing all three at once. As a result,companiessilo their buying,operations,and sales processes—creatingheadaches for their sales and fulfillment teams and their customers. Oncethese silos are created, it is hard to break them down. So, it is important to thinkabout how you can create a unified experience from the very beginning of yourdigital transformation. Rather than approaching the three steps of digital transformation as separateprojects, we recommend taking an end-to-end digitization approach, alsoknown asunified commerce. End-to-enddigitization Withunified commerce,the buying,sales,and operations processes areall brought online in one place. A single platform serves as a hub for youreCommercecatalog,customer service team,sales team,marketingcampaigns, and more. Ideally, your unified commerce platform should beheadless and composableso you can digitize all of the pieces of your business little by little rather than ina single overwhelming push. This increases the likelihood that your end-to-enddigital transformation will succeed rather than leave your business biting offmore than it can chew. PRO TIP DJUST offers a unified B2B commerce platform with features for sales, customer service, quotes, sales,marketing, and more—all from a single digital platform. It works with all legacy systems and scales with yourbusiness as it grows, ensuring you only have to go through the digital transformation process once. It is alsofully composable, so you can execute your B2B eCommerce strategy at the pace that works for your business. Everybusiness will have unique goals for its B2B eCommerce strategy,depending on where it is now and what it hopes to achieve. For example, yourgoals will be different if you are jumping into B2B sales for the first time v