The Forrester survey, commissioned by EPiServer, has revealed the importance of B2B commerce to drive sales, attract and maintain new and existing customers and gain a competitive market advantage. Forrester surveyed 100 companies in America to evaluate their experiences and best practices in implementing B2B eCommerce systems and key revenue metrics around those systems.
The study found that B2B eCommerce solutions lead to increases in company revenue, profitability per order, average order value, and decreases in cost per order. Respondents estimate that, on average, 31 per cent of the revenue their eCommerce system books is incremental revenue. According to the study, 39 per cent of SaaS implementations cost less than $1m, compared to only 10 per cent of on premise implementations.
In order to implement eCommerce efficiently the study stated that B2B companies should carefully define project goals and objectives upfront. It also suggested that B2B companies should involve users throughout the implementation process and engage with knowledgeable experts, both internally and externally.
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