Kickstart your ecommerce platform with an MVP

Why would you still choose for an RFP (Request For Proposal) while you can also choose for an MVP (Minimal Viable Product)? An RFP is a wish list of all the functionalities that you would like to have; you think there is a need for this among end users, but you are not sure. With an MVP you put it to test in a real setting. You immediately launch a platform of value and discover which functionalities are really needed by end users.

Benefits of B2B ecommerce

With a professional ecommerce platform you can focus on challenges within the B2B industry. Challenges such as sales employees who spend a lot of time processing repeat orders and generating more sales from existing customers. With an online sales channel you can focus on this and perhaps take a lead on your competitors.

Advantage 1. Self-service B2B buyers can orient themselves online, place an order, monitor the order status and carry out repeat purchases. They can go through the entire purchasing process without the intervention of a sales or support employee. Futhermore, order processing is largely automated. With an ecommerce platform you give B2B buyers more independence so that the sales department has more time for the acquisition of new customers. There is also a need from B2B buyers for more independence and self-service. 72% of them indicate that they want to be able to serve themselves via an ecommerce platform with access to an account environment and access to orders. However, it is important that you continue to maintain human interaction with your current customers. Good online customer service, personalized recommendations and contact moments can ensure this.

Benefit 2. Cross and upselling through personalized recommendations A professional B2B ecommerce platform offers the possibility of cross selling and upselling through personalized recommendations. This way you can generate more revenue from existing customers. The chance to sell existing customers something is 60-70%. With cross and up selling it is important not to offer too many related products and only show products that match the buying intent and spending pattern of a buyer. Since you get to know your customer increasingly better with an ecommerce platform, you can make more targeted cross and upselling recommendations. For example, coffee brand Lavazza Netherlands has noticed that their account managers are becoming more decisive as a result of the application of personalization because they are better able to respond to the wishes of customers.

Benefit 3. Stay one step ahead of your competitors Despite the fact that online B2B purchases are increasing and more B2B entrepreneurs are rolling out an ecommerce platform, the development of this is still lagging behind that of B2C ecommerce. By making the switch to digital, you have the chance that you can gain an advantage over your competitor(s). An online purchasing process is the future of B2B. Forrester predicts that 13.1% of B2B purchases will be made online in two years.

B2B Progressive Web Apps: native app experience in the browser

Research firm Forrester indicates that B2B buyers, just like consumers, need a platform that is easy to use, visually and customer-friendly. A static platform where you recognize products by the product number instead of a product photo is therefore a thing of the past. What does your customer, the next generation B2B buyer, want to see? Forrester mentions a number of B2C ecommerce functionalities that B2B ecommerce platforms can implement to make their platform more customer-friendly. The most important?

• Reviews! B2B buyers also don’t want to make the wrong decision, just like other customers. They often read the experiences of others when making their choice.
• An advanced search function. With a (often) large product range, searching for the right product on B2B ecommerce platforms can be complex and time-consuming.
• Personalization: previously mentioned, but too important to leave out of this list. Adjust pages to the real-time buying behavior of visitors and make personal recommendations with the help of cross and up selling to increase the order value.
• Use QAs, explanation videos and chatbots to guide customers on your platform. This way you answer the need from your customers for self-service and you take pressure away from your support department.

Always keep in mind that a B2B buyer is often just a consumer who visits webshops in his spare time. They are used to good customer service, fast delivery, personalization and visualization. So they have the same expectations of your B2B ecommerce platform.