Investigación de mercado de comercio electrónico B2B

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?
• Integración Tecnológica: Which tools and technologies drive innovation in the B2B e-commerce space?
• Oportunidades de mercado: 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.

Identificar oportunidades de mercado

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. Entrevistas en profundidad

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.

Como resultado, la investigación de mercado de comercio electrónico B2B suele ser compleja en comparación con la investigación de mercado B2C, y la aparición de nuevas tecnologías y los cambios en las preferencias de los consumidores durante la pandemia aceleraron la transición de los mayoristas a un entorno digital. Este escenario trae oportunidades y desafíos para los especialistas en investigación de mercado que necesitan pasar rápidamente de un modelo de tienda física a una transformación digital basada en el análisis del comercio electrónico impulsado por la IA y el aprendizaje automático (ML).

Oportunidades y desafíos

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.

Oportunidades

• La IA afectará la investigación de mercado del comercio electrónico B2B. Los estrategas de investigación de mercado global de comercio electrónico B2B pueden aprovechar el aprendizaje automático y la inteligencia artificial para comprender mejor los impulsores de la intención del consumidor en el mercado B2B.
• Los investigadores de mercado pueden utilizar tecnologías digitales disruptivas para conectarse con proveedores, expertos, mayoristas, revendedores y todas las partes interesadas para obtener datos más precisos.
• Aprovechar los algoritmos de aprendizaje automático para analizar datos históricos no estructurados y predecir tendencias futuras del mercado.

Incluso con todos los cambios que se avecinan, las bases de la investigación de mercado del comercio electrónico B2B siguen siendo sólidas y se basarán en los métodos de investigación actuales, como grupos focales, entrevistas con tomadores de decisiones, sesiones de cocreación, entrevistas en video, encuestas por correo electrónico y cualquier forma. de compartir conocimientos con expertos de la industria.

Desafíos

• Falta de datos de calidad sobre los clientes.. Due to the smaller number of buyers and the specialized nature of services, a shortage of quality customer information hinders personalization efforts.
• Rápida adopción de nuevas tecnologías de investigación.. A medida que las transacciones entre empresas se vuelven más inteligentes y complejas, los rápidos avances tecnológicos desempeñarán un papel cada vez más importante y los analistas de mercado tendrán que depender de nuevas herramientas de análisis para mantenerse al día con estos rápidos cambios.
• Restricciones de datos. 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.

Tendencias

Según las oportunidades y desafíos en la investigación de mercado de comercio electrónico B2B, las tendencias esperadas son las siguientes:

• Mayor uso de IA y ML since they are game-changer technologies revolutionizing the business environment.
• Toma de decisiones basada en datos 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 para obtener insights analizar el comportamiento y las preferencias de los clientes y predecir las tendencias futuras del mercado para el comercio electrónico B2B.
• Más negocios son Recopilación y análisis de datos desde dispositivos móviles. y redes sociales para obtener información sobre el comportamiento y las preferencias de los clientes a medida que más clientes utilizan dispositivos móviles y redes sociales.
• Las empresas dependen cada vez más de datos en tiempo real para tomar decisiones rápidamente y adaptarse a las condiciones cambiantes del mercado.

Jugadores claves. Jugadores principales

Se espera que los principales actores del mercado mundial del comercio electrónico B2B sigan siendo los mismos en los próximos años y aumenten su participación en el mercado empresarial. Algunos de los líderes del mercado son:

• Amazonas
• DIYComercio
• Alibaba
• Comercio de la Asean de China.
• Rakuten
• Walmart
• eBay
• Mercateo
• Fuentes globales
• IndiaMART

Perspectivas de la región

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.

Conclusiones clave

El comercio electrónico B2B es un mercado en rápido crecimiento que ofrece importantes oportunidades para las empresas. Al comprender las características únicas del mercado B2B y utilizar herramientas digitales de última generación para la investigación, las empresas de consultoría y las empresas B2B pueden tomar decisiones comerciales informadas y tener éxito en el espacio del comercio electrónico B2B con estrategias de marketing adaptadas al mercado. necesidades

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

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

Soluciones de investigación a medida
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.

Alcance global con experiencia local
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.

Trayectoria comprobada
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.

Acerca de SIS Internacional

SIS Internacional ofrece investigación cuantitativa, cualitativa y estratégica. Proporcionamos datos, herramientas, estrategias, informes y conocimientos para la toma de decisiones. También realizamos entrevistas, encuestas, grupos focales y otros métodos y enfoques de investigación de mercado. Póngase en contacto con nosotros para su próximo proyecto de Investigación de Mercado.