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Future of B2B Online Retailing
The Global B2B E-commerce Market Will Reach $6.7 Trillion by 2020
31-Dec-2014
Global
Megatrends
MA4E-01-00-00-00
IT02972-GL-MT_16833
B2B online retail is projected to grow to $6.7 trillion by 2020 due to the rapid migration of manufacturers and wholesalers from legacy systems to open, online platforms. The market is expected to double the B2C online market size and witness much higher transaction volumes. B2B online relationships are expected to move from one-to-many to many-to-many, as marketplaces become more common and cross-industry public platforms such as Alibaba and Amazon gain B2B prominence. A transition to seller-driven platforms is also likely, as online relationships become less about procurement and more about selling. This study traces these trends, and discusses key business models, revenue models, and case studies on best-case implementation strategies.
Executive Summary—Key Findings of the Study
Executive Summary—Key Findings of the Study (continued)
Executive Summary—B2B Online Market Definition and Scope
Executive Summary—Online Activity of Enterprises in Key Economies
Executive Summary—Businesses Buy, More than Sell, Online
Executive Summary—Types of B2B Relationships
Executive Summary—Types of B2B Business Models
Executive Summary—Comparison of B2B Business Models
Executive Summary—Comparison of B2B Business Models (continued)
Executive Summary—Revenue Streams in B2B eCommerce Models
Executive Summary—Comparison of Models by B2B GMV Contribution
Executive Summary—Unique Practices
Executive Summary—Cisco Connection Online
Executive Summary—B2B eCommerce Demands Omni-Channel Links
Executive Summary—Enterprise Use of Social Media
Executive Summary—Aspects of a Comprehensive B2B eCommerce Strategy Implementation
Executive Summary—Strategic Recommendations
Research Methodology
B2B Online Market Definition and Scope
Online Activity of Enterprises in Key Economies
Online Activity of Enterprises in Key Economies—The United States
Online Activity of Enterprises in Key Economies—The United Kingdom
Businesses Buy, More than Sell, Online
B2B eCommerce Demands Omni-Channel Links
Leveraging the Mobile Platform: Case Study—eBay Motors App
Social Commerce as New Business Model
Enterprise Use of Social Media
Leveraging Social Media: Case Study—AutoZone
Types of B2B Relationships
Types of B2B Business Models
Single-Firm-independent Model
Single-Firm-independent Model Examples
Single-Firm-independent Model: Case Study—IBM eCatalogues
Single-Firm-independent Model: Case Study—Siemens Click2Procure
Private Network: Case Study—Wal-Mart Retail Link
Industry Consortium: Buyer Driven (Exostar)
Industry Consortium: Supplier Driven (Global Healthcare Exchange)
Public Marketplaces: Industry-specific Case Study—eBay
Public Marketplaces: Cross-Industry Case Study—Alibaba
Public Marketplaces: Cross-Industry Case Study—Alibaba (continued)
Public Marketplaces: Cross-Industry Case Study—Alibaba (continued)
Comparison of B2B Business Models
Revenue Streams in B2B eCommerce Models
Comparison of Models by B2B GMV Contribution
Comparison of B2B Business Models
Unique Practices
Cisco Connection Online Model
Case Study: Dell Corporation (Build-to-Order Model)
Case Study: Boeing After-sale Online Model
Case Study: FordDirect.com (Social Media Referral-based Model)
Case Study: DealerCoupons.ca Service Aggregation Model
Case Study: Small Business Services Online
Aspects of a Comprehensive B2B eCommerce Strategy Implementation
Advantages of Implementing a B2B eCommerce Strategy
B2B eCommerce Strategy—Operational Efficiency
B2B eCommerce Strategy—Customer Experience
B2B eCommerce Strategy—New Revenue Streams
Challenges—Lack of Expertise in IT Systems
Challenges—Channel Conflict
Key Reasons for Not Buying Online (E.g., Automotive Parts)
Key Market Challenges Facing B2B eRetailers (E.g., Automotive Parts)
Strategic Recommendations
Best Practices for B2B eCommerce providers
Last Word—Key Influencers of Online Research and Sales (E.g., Automotive Parts)
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