What functionalities should your B2B CMS platform have?
Shopify B2B solution
The purchasing process is different from that of B2C customers. B2B buyers have business processes to follow, budgets to respect, and their end customers' needs to meet.
Here are the B2B features to look for when choosing your E-commerce platform.
Shopify B2B
Separate stores for B2B and DTC customers
Consumers may want to use a discount code you sent them and browse your bestsellers. Business customers need to easily order past products, new arrivals, or promotional items.
If you try to meet both needs with a single online store, you will likely miss the mark twice. Instead, create separate e-shops so you can customize the buyer experience based on what your customer is looking for.
The best e-commerce platforms like Shopify Plus will allow you to do this while sharing data between the two e-shops from the backend. This way, you reduce operational overhead and inventory issues while creating excellent shopping journeys for both types of customers.
Shopify B2B
"Self-service" options for business customers
Choose a platform that allows your customers to browse, order, and purchase products on their own.
If you're worried that online tools might deter potential customers, consider this: up to 86% of customers prefer this way of buying over contacting a sales representative. This is no surprise—with the right e-commerce software, B2B purchasing resembles a comfortable, B2C-like online shopping experience.
Make sure the platform you choose gives your customers the details they need to make a decision and complete a purchase, such as:
- Real-time inventory and pricing
- Advanced product search
- Easy access to previous quotes and orders
- Product lists and restocking capabilities
- Order tracking
Online B2B options will allow your customers to order from you 24/7 and avoid unnecessary emails, phone calls, and follow-ups.
Shopify B2B
Tailored and personalized customer experiences
When it comes to personalization, B2B and B2C customers are no different. Both seek a fluid and intuitive experience. Companies selling to businesses seem to agree: 93% of B2B professionals attribute their revenue growth to website personalization.
E-commerce personalization for B2C customers includes strategies such as recommended products, retargeting, and displaying relevant user-generated content.
But business customers have more complex needs, requirements, and processes. They will look for relevant and timely information such as:
- Customized pricing and discounts
- Shipping and freight rates for their warehouses and according to order size
- Easy access to products they have already viewed and/or ordered
- Pre-agreed payment methods
- Quick access to pages, categories, or brands based on their role, previous orders, and other criteria
The key is to make these details and pages easy to access, and the journey seamless and intuitive.
Shopify B2B
Space for detailed product information
Your business customers need comprehensive product information so they can relay it in the most useful product descriptions for their end customers.
Go beyond the product descriptions you use on your B2C storefront and consider adding:
- A complete and categorized list of all product features
- As many use cases as possible
- Detailed dimensions
- Design and style specifications
- High-quality images and videos
Your e-commerce platform should make it easy to add (for you) and navigate (for your customers) product details.
Shopify B2B
Specific and personalized pricing
When selling to businesses, one-size-fits-all pricing doesn't apply. A small local business and a multi-million euro international brand might need the same products from you, but their budgets and quantity needs will differ.
Your e-commerce platform should make it easy to offer custom pricing based on parameters such as:
- Specific customer placing the order
- Products added to the cart
- Quantities of products the customer is purchasing
- Location when selling to international buyers
Your customers will then see personalized prices, discounts, currencies, exchange rates, and tax information. You will save time that both you and the customer would spend on back-and-forth to set this up, creating a pleasant customer experience.
Shopify B2B
Customer Relationship Management (CRM) for high-volume customer profiles
The B2B purchasing process is quite complex. Approximately 95% of business buyers make purchasing decisions collaboratively, often with up to five people. This means their journey is not linear, and you need a way to store these customer profiles.
When you sell directly to consumers, you have their name, email address, and previous order details. For business customers, this is not enough.
An excellent solution for B2B selling allows you to store and display details such as company deposits, user permissions, payment terms, personalized pricing, tax identification, and multiple contacts.
Shopify B2B
Payments that can be made later and easily tracked.
B2B payments are particular because they are often not paid at the time of purchase. Instead, business customers want to place preliminary orders and pay for them later.
When is each payment due? How will you remember to follow up with a customer? What is the best way to visualize your cash flow based on outstanding payments?
Payment flexibility is great for the user experience, but the manual tracking process can take hours of your time each week. Find an e-commerce platform capable of automating payments, invoicing with secure cards, and sending scheduled payment reminders.
Shopify B2B
Checkout with context and personalized information
Do your customers have all the details they need to finalize their purchase? If they don't, they might abandon their cart to search for the information they need and never return.
Here are some details you should be able to include in your checkout:
- Custom payment terms and options
- Wholesale prices and discounts
- Location-specific information
- Product recommendations based on previous orders for easy reordering
- Prices with and without VAT
Adding this will give your customers full control over their purchase.
What makes a B2B e-commerce platform excellent?
Shopify B2B
Automated order management and supply
An automated order and supply management system is essential for B2B businesses. Companies need to be able to manage orders, delivery notes, and invoices accurately and in real time. The best e-commerce platforms like Shopify Plus offer supply chain management features such as integration with suppliers, order planning, and inventory management to improve inventory accuracy and customer satisfaction.
Shopify B2B
Streamlined invoicing and payment process
A smooth invoicing and payment process is important for B2B businesses. The best e-commerce platforms allow invoicing at personalized rates, automated payment options, and customer account management. They also allow real-time invoice generation and streamline invoicing and payment processes.
Shopify B2B
Customer support and training
Quality customer support and training are important for B2B businesses. The best e-commerce platforms offer 24/7 customer support to help businesses resolve issues quickly and efficiently. They also provide training sessions to help businesses get the most out of their platform.
In conclusion,
for an excellent online B2B platform, it is important to find a platform that meets the needs of B2B businesses, offering customization, automated order and supply management, a streamlined invoicing and payment process, and quality customer support and training. Shopify Plus is an excellent choice for B2B businesses thanks to its advanced features and excellent customer support.
