Dealing with intricate business models and distinct operational processes, B2B organizations face unique challenges when launching an ecommerce channel. In addition to the technical capabilities required, B2B organizations also need to consider the strategic differences of selling online. Read this paper to learn about B2B ecommerce challenges, best practices and explore how three different B2B organizations with very distinct business models – B2B pure play, B2B + B2C and B2B2C – have successfully launched ecommerce channels.

In this paper, we will explore:

• the challenges related to launching and managing a B2B commerce channel
• how three different B2B organizations with very distinct business models have overcome these challenges
• our recommendations for how to successfully get started

Steve Jones, VP, Sr. Consultant, FitForCommerce

Kerry Martin, VP, Sr. Consultant, FitForCommerce

Marty Schmid, Sr. Consultant, FitForCommerce