In what seems like an always present fact, B2C has remained at the forefront of meeting buyer expectations. Payments are simple and diverse, websites are advanced and many companies offer same day delivery as standard.
Meeting the expectations of B2B E-Commerce buyers though has traditionally been far more of a challenge. Despite the fact that 95% of buyers want to purchase on net terms, for example, offering this on digital channels has lagged behind for years. Websites in B2B E-Commerce also tend to be clunky or disorganised, leading to frustrated customers and even lost sales.
Yet modern B2B buyers now anticipate a purchasing process that is seamless, efficient, and personalised. In other words, an experience that resembles B2C-level purchasing.
One of the core reasons for this is simply a demographic shift in B2B buyers. The fact is, a growing proportion of B2B buyers are now Millennials and Gen Z expecting a fast and easy purchasing experience. Of course, technological advances and even COVID have also influenced this shift, which we’ll get to in a moment.
The end result? B2B E-Commerce businesses must offer a B2C-level purchasing experience to thrive. But how?
In this article, we’ll be exploring why B2B purchasing expectations have changed and how you can ensure your purchasing experience is in top form to help grow your business.
