eCommerce in B2B Business
Your checklist for digital commerce
Seven important aspects for your pathway to the future of digital commerce – use our checklist to find out how your eCommerce platform performs in terms of these important criteria.
The new digital world of B2B
Today’s customers, no matter if they are B2B or B2C, expect quick and easy access to custom-tailored information as well as a shopping process free of media discontinuities: They want all the relevant information, products, and services – anytime and on any channel.
With SAP Commerce, an omni-channel solution out of the C/4HANA portfolio of SAP, you can fulfill all your customers' wishes all the time. What does this lead to? It's obvious - fewer abandonments, more sales and more people loving your company!
SAP C/4HANA - Commerce
Offer your customers the best digital shopping experience - anytime, on any channel!
C/4HANA Commerce is extendable and flexible – an eCommerce platform that meets the omni-channel expectations placed on your B2B business, today and in the future. Thanks to our expertise and our in-depth industry knowledge, we are able to implement an eCommerce platform that meets not only your individual company requirements but also the expectations of your suppliers and customers.
With SAP Commerce as a central platform, we help you to bring together all the important systems, data, and processes, thereby offering your customers a custom-tailored commerce experience – anyplace, anytime.
Optimize your sales processes and order management while offering your customers the best possible pathway to making the right decision!
Additional requirements in B2B commerce
In B2B, an eCommerce solution needs to meet a number of additional requirements. Examples include:
- Supporting complex price models and catalogs
- Ensuring access to inventories, customer-specific prices, and payment terms
- Processing quantity scales and discounts
- Allowing for a variety of delivery addresses and payment methods
- Managing different user roles, complex organizational hierarchies, and workflow approvals
Rising expectations and ongoing changes in requirements mean that complexity is increasing. In order to address this, a central commerce platform is required, one that meets five key criteria:
- Consolidation – the customer needs to be able to quickly and easily access their information and processes on any of the channels
- 360° panoramic overview – the platform incorporates product and customer data, inventories, shipping progress, reservations, etc. from a wide range of sources and in real time
- Personalization and targeting need to dynamically adapt to each customer and the channels they use
- Product Information Management (PIM) – technical departments need to be able to quickly and efficiently update and maintain product data and contents
- SEO, on-site searching, and guided navigation should feature as prime components so that customers can quickly find what they’re looking for
Seamless data exchange: Fully integrated data exchange between online shops and the ERP system
To succeed in the modern world of B2B eCommerce, companies need to master a number of different challenges. Prices, products, and shipping terms need to be matched to each customer, and orders, inventories, and customer data need to be transferred to the respective target systems without any issues. A smooth exchange of data with external logistics service providers is also vital.
Optimized processes: Detailed product presentations and short sales cycles
Simplified and automated B2B transactions lower your processing and sales costs. Using the online shop’s Self Service function, customers can plan, create, modify, and cancel their orders. In addition, automated processes minimize mistakes in processing, and they increase the quality of service across all the channels. Individual user accounts, order permissions, and roles make it possible to configure a wide range of customer relationships and customer contracts. Your advantages: faster processes and happier customers.
To achieve this, relevant information such as customer data, price models, and transaction data has to remain fully consistent across all systems. This is unthinkable without full integration between your back office systems (such as logistics, CRM, and finance and accounting) and the online shop for your customers. Full-scale integration into the existing system landscape is vital to ensure seamless data exchanging. Only then will your customers be able to enjoy a consistent user experience across all the available communication channels.
Arvato Systems provides seamless integration between front and back end systems, ensuring that the value-adding services in the Web-based front end are working as they should.
Having complex products presented well and with explanations lets you benefit from shorter sales cycles, fewer returns, and fewer customer support requests. Through the use of marketplaces and white labels, you can generate new customer segments and market opportunities, further increasing your sales. Through the use of efficient marketing tools aimed at your customers, such as online newsletters and customer retention programs, you can not only communicate your product range, but also offer services that add more value. Establish direct customer relationships and generate more customer queries for existing retailers.
SAP & Arvato Systems
Strong partners for strong solutions
The most important aspect of B2B eCommerce is efficient system integration – internally as well as externally. For this, you need an IT integrator who is proficient with both ERP systems and eCommerce front ends. Arvato Systems is exactly the kind of service partner you need, helping you to establish a B2B shop structure that is both powerful and reliable. In addition, we take care of seamlessly integrating all of your company’s systems.
We support clients all around the world in the planning, implementation, and operation of eCommerce solutions for B2B, B2C, and B2B2C. As one of Europe’s leading business process outsourcing providers, we keep a close eye on technologies and processes:
No matter if it’s warehouse management or logistics, order management or payment systems, or full-scale internationalization – we know all the necessary elements to ensure the success of an omni-channel solution. Our 130 certified eCommerce specialists provide expert support to German and international clients alike in the planning and implementation of their omni-channel strategies.