Why B2B eCommerce is the Next Big Opportunity for Manufacturers and Distributors

Introduction

B2B ecommerce is seeing significant expansion, reshaping how manufacturers and distributors engage with customers. Traditionally reliant on manual order processing, phone calls, and paper-based transactions, B2B businesses are now shifting to digital platforms to streamline operations, enhance customer experiences, and drive revenue growth.

According to Forrester, B2B ecommerce sales in the U.S. are projected to surpass $3 trillion by 2027 (Forrester Research). Additionally, a recent Gartner Sales Survey found that 83% of B2B buyers prefer ordering or paying through digital commerce (Gartner). This data reinforces the urgency for manufacturers and distributors to modernize their sales channels.

For manufacturers and distributors, the time to invest in B2B ecommerce is now. But choosing the right platform is critical. Let's explore why B2B ecommerce is booming and how platforms like Znode, DynamicWeb, BigCommerce, and Shopify Plus can help businesses adapt and thrive.

The Shift in B2B Buying Behavior

The modern B2B buyer expects a digital-first experience that mirrors B2C shopping. Key trends driving this shift include:

• Self-Service Expectations: Over 70% of B2B buyers prefer digital or remote interactions over face-to-face meetings (McKinsey).
• The Amazon Effect: Buyers expect intuitive interfaces, real-time inventory, and personalized pricing.
• Mobile-First Purchases: Decision-makers are increasingly researching and ordering via mobile devices.
• AI and Data-Driven Buying: AI-powered recommendations and predictive analytics are helping buyers make informed decisions faster.
• Better Deal Outcomes Through Self-Navigation: According to Gartner, only 24% of B2B buyers in primarily sales rep-led purchases completed a high-quality deal, versus 65% of B2B buyers who self-navigated the purchase process (Gartner). This highlights the value of intuitive digital experiences.

Challenges with Traditional B2B Sales Models

Many manufacturers and distributors face roadblocks when transitioning to digital commerce. Common challenges include:

• Complex Pricing Structures: Custom contracts, bulk discounts, and negotiated pricing are difficult to manage manually.
• Fragmented Systems: Legacy ERPs, CRMs, and inventory management tools often lack seamless ecommerce integration.
• Limited Scalability: Older ecommerce platforms struggle with multi-store management, dealer portals, and global expansion.

To overcome these challenges, B2B companies must adopt platforms that support their unique business requirements.

Choosing the Right B2B eCommerce Platform

Selecting the best ecommerce platform depends on factors like ERP integration, multi-store capabilities, pricing flexibility, and scalability. Below is a comparison of leading B2B ecommerce solutions:

Znode: Multi-Store & Headless B2B eCommerce

• Multi-store and multi-brand management: Supports a single instance to manage multiple storefronts.
• Complex Pricing & Catalog Management: Provides dynamic, customer-specific pricing structures.
• Headless Commerce Flexibility: API-first architecture allows seamless integration with existing ERP and CRM systems.
• Advanced Product Information Management (PIM): Centralized control of product data across multiple channels.
• B2B-Specific Features: Request-for-quote (RFQ) functionality, contract pricing, and role-based access control.

Learn more about Znode.

DynamicWeb: Unified Commerce with ERP Integration

• All-in-One Solution: Combines ecommerce, PIM, CMS, and marketing automation in a single platform.
• Seamless Microsoft Dynamics ERP Integration: Reduces manual data entry and improves operational efficiency.
• B2B/B2C Hybrid Selling: Handles both B2B self-service portals and direct-to-consumer sales from a unified interface.
• Built-In SEO & Content Management: Includes tools to optimize product pages and boost organic search visibility.
• Scalability for Enterprise Needs: Supports high-volume transactions with flexible user role management.

Learn more about DynamicWeb.

BigCommerce B2B Edition

• Scalable SaaS Architecture: Cloud-based infrastructure for businesses requiring rapid expansion.
• Custom Pricing and Bulk Ordering: Enables personalized pricing and automated volume discounts.
• Headless Commerce Capabilities: Offers flexibility to create custom frontend experiences.
• Advanced API Connectivity: Supports seamless ERP and CRM integrations for real-time data synchronization.
• B2B Checkout Optimization: Simplifies reordering, tax calculations, and corporate account management.

Learn more about BigCommerce.

Shopify Plus: B2B on Shopify

• User-Friendly Experience: Designed for companies transitioning from traditional ecommerce to a hybrid B2B/B2C model.
• Limited Native B2B Features: Requires third-party apps to support advanced B2B needs.
• Customizable Workflows: Automation tools for bulk pricing, customer segmentation, and order rules.
• Multi-Storefront Capabilities: Allows merchants to manage different brands or regions under one Shopify Plus account.
• Omnichannel Commerce Support: Seamlessly connects ecommerce, in-store, and wholesale channels.

Learn more about Shopify Plus.

How to Get Started with B2B eCommerce

Transitioning to a digital sales model requires careful planning. Here’s a step-by-step approach:

1. Assess Your Business Needs: Identify pain points in your current ordering and fulfillment processes.
2. Choose the Right Platform: Determine if Znode, DynamicWeb, BigCommerce, or Shopify Plus aligns with your growth strategy.
3. Integrate with ERP & CRM: Ensure seamless data flow between your ecommerce platform and back-end systems.
4. Optimize the Buyer Experience: Implement self-service portals, personalized pricing, and AI-driven recommendations.
5. Partner with Experts: Work with a trusted ecommerce development agency like Fusionary to ensure a smooth implementation.

Conclusion

B2B ecommerce is becoming a key driver of success in today's market, helping businesses stay competitive and meet evolving customer expectations. Manufacturers and distributors that embrace digital transformation will gain a competitive edge, improving efficiency, customer experience, and revenue.

At Fusionary, we specialize in B2B ecommerce development, ERP integration, and digital transformation. Our team can help you select and implement the right ecommerce platform for your business needs.

Take the Next Step in Your B2B eCommerce Strategy

Choosing the right B2B ecommerce platform, such as Znode, DynamicWeb, BigCommerce, or Shopify Plus, can simplify operations, improve customer engagement, and support long-term business growth.

Connect with our team to discuss your needs and find the best solution for your business. Contact us today.