Pesquisa de mercado de comércio eletrônico 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?
• Integração 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.

Identificando 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 aprofundadas

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, a pesquisa de mercado do comércio eletrónico B2B é tipicamente complexa em comparação com a pesquisa de mercado B2C, e o surgimento de novas tecnologias e as mudanças nas preferências dos consumidores durante a pandemia aceleraram a transição dos grossistas para um ambiente digital. Este cenário traz oportunidades e desafios para o especialista em pesquisa de mercado que precisa passar rapidamente de um modelo de loja física para uma transformação digital baseada em análises de e-commerce impulsionadas por IA e Machine Learning (ML).

Oportunidades e desafios

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

• A IA terá impacto na pesquisa de mercado de comércio eletrônico B2B. Os estrategistas globais de pesquisa de mercado de comércio eletrônico B2B podem aproveitar o aprendizado de máquina e a IA para compreender melhor os impulsionadores da intenção do consumidor no mercado B2B.
• Pesquisadores de mercado podem utilizar tecnologias digitais disruptivas para se conectar com fornecedores, especialistas, atacadistas, revendedores e todas as partes interessadas para obter dados mais precisos.
• Aproveite algoritmos de ML para analisar dados históricos não estruturados e prever tendências futuras do mercado.

Mesmo com todas as mudanças futuras, os fundamentos da pesquisa de mercado de comércio eletrônico B2B permanecem sólidos e serão baseados em métodos de pesquisa atuais, como grupos focais, entrevistas com tomadores de decisão, sessões de cocriação, entrevistas em vídeo, pesquisas por e-mail e qualquer outra forma. de compartilhar conhecimento com especialistas do setor.

Desafios

• Falta de dados de clientes de qualidade. Due to the smaller number of buyers and the specialized nature of services, a shortage of quality customer information hinders personalization efforts.
• Adoção rápida de novas tecnologias de pesquisa. À medida que as transações entre empresas se tornam mais inteligentes e complexas, o rápido avanço tecnológico desempenhará um papel cada vez mais importante e os analistas de mercado terão de contar com novas ferramentas de análise para acompanhar estas rápidas mudanças.
• Restrições de dados. 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.

Tendências

Com base nas oportunidades e desafios da pesquisa de mercado de comércio eletrônico B2B, as tendências esperadas são as seguintes:

• Maior uso de IA e ML since they are game-changer technologies revolutionizing the business environment.
• Tomada de decisão baseada em dados 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 obter insights no comportamento e nas preferências do cliente e prever tendências futuras do mercado para o comércio eletrônico B2B.
• Mais empresas estão coleta e análise de dados de dispositivos móveis e mídias sociais para obter insights sobre o comportamento e as preferências dos clientes à medida que mais clientes usam dispositivos móveis e mídias sociais.
• As empresas dependem cada vez mais de dados em tempo real para tomar decisões rapidamente e se adaptar às mudanças nas condições do mercado.

Jogadores-chave

Espera-se que os principais players do mercado global de comércio eletrônico B2B permaneçam os mesmos nos próximos anos e aumentem sua participação no mercado empresarial. Alguns dos líderes de mercado são:

• Amazonas
• Comércio DIY
• Alibaba
• ChinaAseanTrade.
• Rakuten
• Wal-Mart
• eBay
• Mercateo
• Fontes Globais
• ÍndiaMART

Perspectiva da região

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.

Principais conclusões

O comércio eletrônico B2B é um mercado em rápido crescimento que oferece oportunidades significativas para as empresas. Ao compreender as características únicas do mercado B2B e utilizar ferramentas digitais de última geração para pesquisa, as empresas de consultoria e empresas B2B podem tomar decisões de negócios informadas e ter sucesso no espaço de comércio eletrônico B2B com estratégias de marketing adaptadas ao mercado precisa

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. 

Soluções de pesquisa personalizadas
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 com experiência 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.

Histórico comprovado
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.

Sobre SIS Internacional

SIS Internacional oferece pesquisa quantitativa, qualitativa e estratégica. Fornecemos dados, ferramentas, estratégias, relatórios e insights para a tomada de decisões. Também realizamos entrevistas, pesquisas, grupos focais e outros métodos e abordagens de Pesquisa de Mercado. Entre em contato conosco para o seu próximo projeto de pesquisa de mercado.