B2B E-Commerce Marktforschung

Through B2B e-commerce market research, businesses gain the actionable insights needed to refine their platforms, enhance user experiences, and stay ahead of industry trends.

How do businesses optimize their online sales strategies in an ever-expanding digital marketplace? B2B e-commerce market research provides insights into buyer behavior, emerging trends, and competitive dynamics in this rapidly growing sector.

What Is B2B e-Commerce Market Research?

B2B e-commerce market research analyzes data to understand the dynamics of the B2B online sales ecosystem. It focuses on uncovering insights into buyer behavior, industry trends, technological advancements, and competitive landscapes specific to the digital business-to-business environment.

Unlike traditional market research, B2B e-commerce market research delves into the unique challenges and opportunities of selling online to businesses. It addresses key areas such as:

• Buyer Preferences: How do businesses make purchasing decisions online? What features and functionalities do they prioritize on e-commerce platforms?
• Technologische Integration: Which tools and technologies drive innovation in the B2B e-commerce space?
• Marktchancen: What industries or regions offer the most growth potential for B2B e-commerce platforms?

Why Do Businesses Need B2B e-Commerce Market Research?

B2B e-commerce market research equips organizations with the insights to navigate the current business landscape, ensuring their platforms and offerings remain competitive and aligned with customer needs.

Optimizing Platform Design and Functionality

An effective e-commerce platform must cater to the specific needs of B2B buyers. Research identifies which features are critical, such as:

• Customizable catalogs and bulk pricing options.
• Integration with ERP and CRM systems.
• Advanced search and filtering capabilities.

Marktchancen erkennen

B2B e-commerce market research helps businesses identify underserved segments, emerging trends, and geographic regions with high growth potential. For example, companies can explore:

• The rising adoption of mobile commerce in developing regions.
• The growing demand for eco-friendly products among corporate buyers.
• Opportunities to serve niche industries, such as specialized manufacturing or healthcare.

Staying Ahead of Competitors

Research enables businesses to benchmark their performance against competitors and identify areas for differentiation. Companies can position themselves more effectively in the market by analyzing competitors’ offerings, pricing models, and customer engagement strategies.

Techniques for Effective B2B e-Commerce Market Research

To maximize the potential of B2B e-commerce, businesses need to employ robust research techniques that provide actionable insights. The following methods are central to effective B2B e-commerce market research:

1. Customer Surveys and Questionnaires

Surveys help businesses understand buyer expectations, preferences, and pain points in the purchasing process.

2. Ausführliche Interviews

One-on-one interviews with key stakeholders provide qualitative insights into complex buying behaviors and platform requirements. These interviews often uncover nuanced challenges and opportunities.

3. Competitor Analysis

Understanding competitors’ offerings is essential for differentiation. This includes analyzing their platform functionalities, pricing structures, and customer engagement strategies.

4. Behavioral Analytics

Tracking user behavior on existing e-commerce platforms provides data on how buyers interact with features such as search filters, checkout processes, and product recommendations.

5. Social Listening and Online Forums

Monitoring discussions on social media and industry-specific forums can highlight emerging trends, common pain points, and customer expectations in the B2B e-commerce space.

6. Focus Groups

Engaging small groups of B2B buyers in structured discussions provides direct feedback on platform designs, marketing strategies, and service offerings.

Ecommerce Market Research: B2B vs B2C

B2B e-commerce market research differs significantly from B2C as decision-making is done through a systematic research process based on a team of experts. While just one consumer typically makes B2C purchases.

This means that B2B market research must take into account each team member’s different needs and concerns and how they influence the final decision. Likewise, B2B e-commerce market research considers the supply chain, a long network of intermediaries that includes distributors, wholesalers, retailers, and resellers, among others.

Infolgedessen ist die B2B-E-Commerce-Marktforschung im Vergleich zur B2C-Marktforschung typischerweise komplex, und das Aufkommen neuer Technologien und Änderungen der Verbraucherpräferenzen während der Pandemie beschleunigten den Übergang der Großhändler zu einer digitalen Umgebung. Dieses Szenario bringt Chancen und Herausforderungen für Marktforschungsspezialisten mit sich, die schnell von einem physischen Ladenmodell zu einer digitalen Transformation auf der Grundlage von E-Commerce-Analysen übergehen müssen, die von KI und maschinellem Lernen (ML) gesteuert werden.

Gelegenheiten und Herausforderungen

The B2B e-commerce market has improved customer experience as a result of technological proliferation, such as cloud computing and AI. For this reason, market research should adopt new approaches and leverage innovative technologies to keep up with industry technological advances.

Gelegenheiten

• KI wird die B2B-E-Commerce-Marktforschung beeinflussen. Globale B2B-E-Commerce-Marktforschungsstrategen können maschinelles Lernen und KI nutzen, um die Treiber der Verbraucherabsicht im B2B-Markt besser zu verstehen.
• Marktforscher können disruptive digitale Technologien nutzen um mit Lieferanten, Experten, Großhändlern, Wiederverkäufern und allen Beteiligten in Kontakt zu treten und genauere Daten zu erhalten.
• Nutzen Sie ML-Algorithmen um historische, unstrukturierte Daten zu analysieren und zukünftige Markttrends vorherzusagen.

Trotz aller bevorstehenden Änderungen bleiben die Grundlagen der B2B-E-Commerce-Marktforschung solide und basieren auf aktuellen Forschungsmethoden wie Fokusgruppen, Interviews mit Entscheidern, Co-Creation-Sitzungen, Video-Interviews, E-Mail-Umfragen und allen Formen des Wissensaustauschs mit Branchenexperten.

Herausforderungen

• Mangel an qualitativ hochwertigen Kundendaten. Due to the smaller number of buyers and the specialized nature of services, a shortage of quality customer information hinders personalization efforts.
• Schnelle Einführung neuer Forschungstechnologien. Da Business-to-Business-Transaktionen immer intelligenter und komplexer werden, wird der schnelle technologische Fortschritt eine immer wichtigere Rolle spielen, und Marktanalysten werden auf neue Analysetools angewiesen sein, um mit diesen schnellen Veränderungen Schritt zu halten.
• Datenbeschränkungen. Many governments worldwide are amending and strengthening their data security and privacy protection laws as part of their efforts to build consumer trust in B2B e-commerce platforms.

Trends

Basierend auf den Chancen und Herausforderungen der B2B-E-Commerce-Marktforschung sind die erwarteten Trends die folgenden:

• Verstärkter Einsatz von KI und ML since they are game-changer technologies revolutionizing the business environment.
• Datenbasierte Entscheidungsfindung is becoming increasingly prevalent in business, and market research is key in providing the data needed to support these decisions.
• Market researchers use Big Data zur Gewinnung von Erkenntnissen Einblicke in das Kundenverhalten und die Kundenpräferenzen und sagen zukünftige Markttrends für den B2B-E-Commerce voraus.
• Immer mehr Unternehmen sind Sammeln und Analysieren von Daten von Mobilgeräten und soziale Medien, um Einblicke in das Kundenverhalten und die Kundenpräferenzen zu gewinnen, da immer mehr Kunden mobile Geräte und soziale Medien verwenden.
• Unternehmen verlassen sich zunehmend auf Echtzeitdaten zur Entscheidungsfindung schnell reagieren und sich an veränderte Marktbedingungen anpassen.

Schlüsselfiguren

Die wichtigsten Akteure auf dem globalen B2B-E-Commerce-Markt werden in den kommenden Jahren voraussichtlich dieselben bleiben und ihren Marktanteil ausbauen. Einige der Marktführer sind:

• Amazonas
• DIYTrade
• Alibaba
• ChinaAseanHandel.
• Rakuten
• Walmart
• Ebay
• Mercateo
• Globale Quellen
• IndienMART

Ausblick für die Region

Asia Pacific (APAC) has established itself as one of the leading regional markets for B2B e-commerce, and APAC is expected to remain the leader in the sector. However, North America is expected to exhibit strong growth, and most of the market research will be done in this region due to the presence of major B2B companies and business consulting firms.

Die zentralen Thesen

B2B-E-Commerce ist ein schnell wachsender Markt, der Unternehmen erhebliche Chancen bietet. Durch das Verständnis der einzigartigen Merkmale des B2B-Marktes und den Einsatz modernster digitaler Tools für die Forschung können Beratungsfirmen und B2B-Unternehmen fundierte Geschäftsentscheidungen treffen und im B2B-E-Commerce-Bereich mit auf die Marktbedürfnisse zugeschnittenen Marketingstrategien erfolgreich sein.

What Makes SIS International a Leader in B2B e-Commerce Market Research?

SIS International is a globally recognized authority in B2B e-commerce market research. We offer comprehensive solutions that empower businesses to thrive in the digital marketplace. 

Maßgeschneiderte Forschungslösungen
SIS International customizes its research approach to align with each client’s goals and market dynamics. We help businesses explore new markets, optimize platform features, or identify emerging trends.

Globale Reichweite mit lokaler Expertise
With a presence in key markets worldwide, SIS International gives businesses a nuanced understanding of regional variations in buyer behavior, regulatory environments, and industry trends. This ensures strategies are both globally informed and locally effective.

Innovative Methodologies
SIS employs cutting-edge techniques, including behavioral analytics, AI-driven tools, and advanced segmentation methods. These methodologies enhance the depth and accuracy of insights, giving businesses a competitive edge.

Expertise Across Industries
We have extensive experience in the technology, healthcare, manufacturing, and logistics industries. This breadth of knowledge allows the firm to address these sectors’ unique challenges and opportunities.

Nachgewiesene Erfolgsbilanz
Having worked with Fortune 500 companies and emerging leaders, SIS has established itself as a trusted partner for businesses seeking to dominate their e-commerce markets.

Über SIS International

SIS International bietet quantitative, qualitative und strategische Forschung an. Wir liefern Daten, Tools, Strategien, Berichte und Erkenntnisse zur Entscheidungsfindung. Wir führen auch Interviews, Umfragen, Fokusgruppen und andere Methoden und Ansätze der Marktforschung durch. Kontakt für Ihr nächstes Marktforschungsprojekt.