Key B2B eCommerce Trends for 2025
Across the B2B sector, eCommerce storefronts are becoming more and more prevalent.
That’s perhaps no surprise, given how integral devices are in our lives today, whether
at work or at home. But the drivers for this increased adoption aren’t always those you
might expect.
Customer demand is, of course, a major factor in firms’ eCommerce decisions. B2B purchases may be more complex than B2C, but buyers increasingly expect the option to self-serve and pay online, with a process built around their personal preferences.
Our survey of more than 400 B2B professionals in the US and Europe confirms the fact that customer expectations, in terms of the online experience, payment options, quoting, reordering and more, partly explain why organizations are prioritizing eCommerce portals.
But the impetus is also coming from inside the organization. Leaders recognize that eCommerce storefronts and product information management (PIM) systems are central to more efficient and profitable ways of working.
These platforms open up more revenue channels: including online marketplaces, and direct-to-consumer models, which emerge as notable trends in this year’s report. And these platforms facilitate consistency across sales and marketing activities, to improve the customer experience and reduce delays, waste, and costly errors.
The question is no longer whether B2B firms will adopt eCommerce, but how soon and how well they can harness the technology to generate more efficient, cost-effective growth.