Forrester: What it Takes to be a Leader in B2B eCommerce [B2B Salesplay: Forrester B2B Guide]

In March 2018, Magento Commerce commissioned Forrester Consulting to evaluate the state of B2B eCommerce. Forrester conducted an online survey in the US, the UK, Germany, China, and Australia with 302 decision makers responsible for eCommerce efforts to evaluate the current state of B2B sellers — their level of eCommerce maturity, challenges they face, and how they can advance to the next level.

1. B2B companies increasingly turn to eCommerce and self-service efforts to drive their larger strategic goals.

2. B2B leaders specifically look for reliable, flexible, and complete technology solutions, but often struggle to maximize the value of these investments.

3. Advancing B2B organizational and leadership maturity correlates to more effective adoption of eCommerce technologies — leading to better business outcomes.