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B2B in e commerce

In B2B marketing, small changes can mean big differences to the success of marketing programs. But often, we put programs into place and consider them a success just because we meet plan goals, forgetting to take into consideration what more could have been gained if the campaign were optimized. The secret to getting the most out of your campaigns is to optimize continually - pre-click, post-click, and post-conversion.

B2B in e commerceIn the early 2000s, industry-sponsored marketplaces (ISMs) accounted for only a small percentage of B2B transactions. The main reason, according a survey of 25 ISMs published in the industry periodical B to B, is that ISMs have had problems convincing buyers and sellers to use them. For one thing, companies are reluctant to acquire customized designs through marketplaces because they don't want to reveal proprietary information on an site that is shared by competitors. These companies fear they will give away too much information about their competitive strategies simply by taking part in such a marketplace. ISMs also do not necessarily level the playing field for small companies against larger competitors. As a result, companies use such marketplaces mainly to purchase commodity goods, manage their supply chains, and conduct indirect procurement transactions not related to their core business.

The rules of game of generating leads through Pay-Per-Click (PPC) Advertisement are radically different for Business-to-Business (B2B) than they are for Business to Consumer (B2C). Pay Per Click advertising has the potential to generate a lot of new business for small and medium sized companies. It also has the potential to be an expensive mistake if it is used incorrectly. One click of the mouse can mean the difference between success and failure and mistakes can be costly. So take it slowly at first, try things out and measure what’s happening. Look at how other people are using Pay Per Click and if you don’t understand something...check it out.

The B2B process

Internet-based business-to-business (B2B) e-commerce is conducted through industry-sponsored marketplaces and through private exchanges set up by large companies for their suppliers and customers. Of course, companies also sell to business customers through their own Web sites.

The B2B process starts with a requisition for an order. Purchasing organisations have internal approval process to prevent unauthorised orders. Though the exchanges do not directly offer these facility, they do it with the help of software provided by companies such as Ariba and Oracle.

Second, before the orders are processed, the exchanges have to have the set of suppliers for each of the products for the industry which they are catering to. For example, ChemConnect have to compile the list of suppliers for each and every chemical for which they offer the facility of trading. In the third stage, the exchanges match the orders of the buyers with the suppliers.

The fourth stage is ensuring that the orders are fulfilled. This includes all post-order requirements, including arranging for shipping of the material ordered. The fifth stage would be to process the payment schedule. Though there are very few exchanges which offer the entire gamut of the above services, there are many which go up to order matching.

E-commerce Concepts

Business models of e commerce

  1. E-commerce Concepts
  2. What is e commerce business?
    Electronic commerce or e-commerce refers to a wide range of online business activities for products and services.
  3. Advantage of e-commerce
  4. Explain e-business
    E-business is more than just having a web presence to facilitate buying and selling.
  5. Ecommerce resources
    List of Ecommerce software is for your convenience.
  6. Challenges in e-commerce
    The biggest challenge is not if or when to consider an Internet commerce solution, but rather how to select the best Internet commerce strategies to develop and sustain competitive advantage.
  1. Business models of e commerce
  2. B2B in e commerce
  3. B2C e commerce
  4. B2G e commerce
    Business-to-government e-commerce or B2G is generally defined as commerce between companies and the public sector.
  5. C2C e commerce
  6. Advantages of B2B e commerce
  7. Mobile commerce
    It refers to the use of mobile devices for conducting the transactions.
  8. Sales leads generation
  9. Marketing lead generation
  10. Direct mail campaign
    With all the buzz about online marketing, it’s easy to overlook direct mail.
  11. Qualified sales leads
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