U.S. B2B eCommerce Platform Market, Forecast to 2023

Strong Growth Forecast Resulting from the Creation of a Self-service and Intuitive Experience for B2B Customers and Organizations

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Global business-to-business (B2B) eCommerce sales are predicted to reach over $6.6 trillion by 2020, surpassing business-to-consumer (B2C) valued at $3.2 trillion by 2020. The United States (US) alone will generate over $1.9 trillion in sales by that time. With this rise in B2B eCommerce and the digital commerce world, B2B is predicted to become more like B2C. Though both practices involve customers and business, B2B eCommerce is an intricate environment and has a different level of complexity than B2C with pricing fluctuations, customer-specific pricing, volume ordering, and special product configuration. Customer purchase B2B eCommerce platforms based on TCO, features, integration capabilities, workflow and procurement system, CRM, PIM, and OMS. Popular industries using B2B eCommerce solutions include wholesale, distribution, digital/software services, retail, and others. There are many different business models in B2B for which B2B eCommerce platforms can be used, including B2B2C, B2C2B, and B2B and B2C combined. Enterprise and mid-size businesses are investing more in a B2B eCommerce solution than smaller businesses, but this is predicted to change as vendors innovate their eCommerce solutions to be more intuitive and less IT heavy for ease-of-use and implementation. Some businesses are creating their own solution for B2B eCommerce, but these solutions often lack the robust features and integration capabilities they need to pull their backend and front-end together, resulting in an incomplete and disorganized solution. Furthermore, with the digital revolution, customers expect things to be online and intuitive, desiring a self-service model with personalized and targeted B2B sales accessible from anywhere at any time.B2B eCommerce platform solutions provided by expert vendors in the space coupled with system integrators and key partners for deployment will give B2B customers and organizations the self-service and intuitive experiences they need. This research service analyzes the US B2B eCommerce platform market with a focus on the competitive landscape, customer segments, and partners for implementation discussion. SAP Hybris, IBM, CloudCraze, Oro, Intershop, Digital River, Apttus, Insite Software and other vendors were interviewed in detail for this report. This analysis discusses key drivers and restraints as it relates to the United States and the market risks and provides a market revenue forecast and assessment as well as pricing forecast and discussion. The base year for this report is 2016; the forecast period is from 2017 to 2023. Predictions about the market and recommendations for participants are also provided along with growth opportunities based on rising trends within this B2B eCommerce environment.

Traditional B2B selling is becoming rapidly outdated and typically involves a customer relationship management (CRM) system, a team of sales representatives, and a list of contacts. B2B sales are on the rise, but instead of traditional B2B commerce business models, customers now desire a more digital experience mimicking B2C eCommerce experience on Amazon and Alibaba. There is significant market revenue potential for B2B eCommerce platform providers as these trends continue through the forecast period, resulting in rapid market growth. Emerging trends such as machine-learning, artificial intelligence, and mobile B2B eCommerce will drive adoption rates of these solutions as B2B organizations invest to stay alive within their respective spaces. Market vendors must stay on top of rising trends, customer behaviors, and competitive factors to gain a heading in this promising market.

Table of Contents

Executive SummaryKey FindingsKey Findings (continued)Market Engineering MeasurementsCEO’s PerspectiveMarket OverviewMarket DefinitionsMarket Definitions (continued)Key Questions This Study Will AnswerDrivers and Restraints—B2B eCommerce Platform MarketMarket DriversDrivers ExplainedDrivers Explained (continued)Drivers Explained (continued)Drivers Explained (continued)Drivers Explained (continued)Market RestraintsRestraints ExplainedRestraints Explained (continued)Restraints Explained (continued)Restraints Explained (continued)Restraints Explained (continued)Forecast and Trends—B2B eCommerce Platform MarketForecast AssumptionsUnit Shipment and Revenue ForecastTotal Addressable vs. Served Addressable MarketsRevenue Forecast DiscussionRevenue Forecast Discussion (continued)Pricing Trends and ForecastPricing Trends and Forecast DiscussionMarket Share and Competitive Analysis— B2B eCommerce Platform MarketMarket ShareCompetitive EnvironmentCompetitive Factors and Assessment Competitive Factors and Assessment (continued)Competitive LandscapeMarket Leader—SAP HybrisMarket Challengers—IBM and OracleMarket ContendersMarket Contenders (continued)Market Contenders (continued)Emerging/Receding ParticipantsGrowth OpportunitiesGrowth Opportunity 1—Mobile B2B eCommerceGrowth Opportunity 2—Working with the Sales RepsGrowth Opportunity 3—Artificial Intelligence in B2BGrowth Opportunity 4—Machine Learning in B2BGrowth Opportunity 5—Global Expansion of B2BStrategic Imperatives for Success and Growth Customer Segments—B2B eCommerce Platform MarketB2B eCommerce Platform Customer Segments—Percent of SalesB2B eCommerce Platform Customer Segments DiscussionB2B eCommerce Platform Customer Segments Discussion (continued)System Integrators and Implementation Partners Analysis—B2B eCommerce Platform MarketB2B eCommerce Platform System Integrators and Implementation Partners DiscussionThe Last WordThe Last Word—PredictionsThe Last Word—RecommendationsLegal DisclaimerAppendixMarket Engineering MethodologyMarket Engineering MeasurementsAdditional Sources of Information on B2B eCommerce Platform MarketList of Companies Included in “Others”Partial List of Companies InterviewedLearn More—Next StepsList of Exhibits





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