Interview with Christophe Bourbier, Limonetik, on B2B ecommerce trends and challenges

Interview with Christophe Bourbier, Limonetik, on B2B ecommerce trends and challenges

Everybody recognises the B2C ecommerce phenomenon. In June 2017, Forrester announced in a report that B2B ecommerce growth would remain 12.1% per annum and will reach USD 1.2 trillion (13.1% of US B2B sales by 2021). The analysts estimate that the total percentage of B2B buyers will rise from 38% to 55% over the next four years. The 2018 B2B Ecommerce Report from Bigcommerce.com reveals that 41% of B2B retailers expect B2B online sales to grow more than 25% in 2018.

The B2B buyer is changing, so should business’ sales processes. While the older buyers may prefer a direct experience with a sales representative, younger buyers, especially millennials, expect a personalised experience through digital channels.

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