Business-to-business (B2B) eCommerce is becoming increasingly important in the modern business world. In this arena, businesses interact and conduct transactions with each other through eCommerce platforms.

When it comes to this field’s growth potential, Bobby Morrison, Shopify’s Chief Revenue Officer, confidently asserts that B2B eCommerce will be the next significant opportunity for businesses of all scales in 2024 and the years that follow.

Read more: What’s new Shopify Editions Winter ’24?

What is B2B eCommerce?

Business-to-business (B2B) eCommerce is a form of commercial transactions between businesses through eCommerce platforms. In this model, businesses don’t focus on selling directly to end consumers (as in B2C commerce); instead, they prioritize creating value for fellow business partners.

B2B eCommerce transactions may involve the exchange of goods and services, the sharing of information, and collaboration on big projects. Such interactions commonly occur between businesses operating within the same industry or along the same supply chain.

In the realm of B2B eCommerce, these transactions often have prominent scales, and high values, and are typically carried out through reliable online transaction management systems, databases, and platforms.

B2B vs B2C eCommerce: What are the differences?

Types of B2B eCommerce

In B2B eCommerce, businesses often use several common models to interact and conduct transactions. Here are four main models:

• B2B2C (Business-to-Business-to-Consumer): This model combines the essence of both B2B and B2C. In B2B2C, two businesses collaborate to provide products and services specifically to end customers (2C).
• Distributor: They will distribute the manufacturer’s products to the market. They act as intermediaries in the manufacturer’s supply chain, spanning from the production stage to the selling stage.
• Wholesale: Wholesalers represent individuals or companies that purchase products in large quantities from manufacturers and sell them in bulk to retailers.
• Manufacturer: They specialize in producing products. They may sell directly to end customers or through wholesale agents and distributors.

B2B eCommerce Platforms

B2B eCommerce is rapidly developing, and various online platforms are emerging to help brands implement this business model efficiently. Here are three popular platforms that B2B brands commonly use to build eCommerce websites. Each brand will choose the most suitable depending on the scale, objectives, and budget.

Adobe Commerce (Magento)

Pros:

• Offer great customization for complex needs
• High scalability
• No limits on sales volume
• A diverse range of extensions

Cons:

• High requirements for knowledge and technical skills
• Lengthy implementation time
• High initial costs

Salesforce B2B Commerce

Pros:

• Salesforce B2B solution with outstanding features and continuous improvements
• High scalability and flexible customization
• Seamless integration with various other Salesforce systems

Cons:

• High requirements for knowledge and technical skills
• Lengthy implementation time
• High initial costs

Shopify Plus

Pros:

• Diverse exclusive solutions for Shopify Plus merchants
• The B2B on Shopify with outstanding features and continuous improvements
• Superior customization and scalability compared to many other SaaS platforms

Cons:

• High requirements for knowledge and technical skills
• Platform lock-in risk

Read more: Top 5 B2B eCommerce platform

B2B eCommerce Brands

Brooklinen

Booklinen is a trusted online marketplace specializing in premium bed linens. Established in 2014 with a focus on end consumers, the brand later diversified into the B2B sector as demand for larger-quantity orders grew.

Leveraging the B2B on Shopify solution, Booklinen created a visually appealing and user-friendly B2B eCommerce website, addressing the intricate needs of B2B sales operations. Furthermore, the brand can offer customers a personalized online shopping experience based on their buying behaviour, aiming to boost interaction and conversion rates.

Kulani Kinis

Launched in 2015, Kulani Kinis aims to offer budget-friendly swimwear without compromising on superior quality and style. With a strong desire to expand wholesale operations like retail, Kulani Kinis has built an intuitive, user-friendly B2B eCommerce website similar to its retail site.

The B2B website enables wholesale customers to easily place orders from its extensive portfolio of over 800 products.

A notable feature is the custom collection page with a slider displaying the quantity available for all swimwear sizes. This allows customers to add multiple sizes and large quantities of products to their cart seamlessly, enabling them to enhance their shopping experience without leaving the collection page.

eJuices

eJuices is a well-known brand in producing and supplying high-quality electronic liquids. The brand focuses on using safe and high-quality ingredients, ensuring that each eJuice bottle delivers excellent flavour and meets the highest safety and health standards in the vaping industry.

In addition to implementing a B2C model, eJuices is recognized as a genuine B2B eCommerce business. The brand has efficiently addressed inventory challenges, optimising its business operations while providing significant value to retail partners and enhancing collaborative relationships.

Build Your first b2b e-commerce website today!

Comprehending and effectively applying B2B eCommerce in your business strategy will undoubtedly open up promising new opportunities. B2B eCommerce is the key to unlocking continuous possibilities in the rapidly changing world. It isn’t just a passing trend; it presents a significant opportunity for every business’s growth and development.

If your company is considering establishing an eCommerce website and refining strategies to serve B2B customers, contact SECOMM or call the hotline (+84)28 7108 9908 today. Together, we can shape your business’s effective and sustainable future.