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1、The Definitive Guideto B2B E-commerceBuyer Demandsin 2024Original industry researchIn association withThe Definitive Guide to B2B E-commerceBuyer Demands in 2024Foreword2The Definitive Guide to B2B E-commerce Buyer Demands in 20241A word from our partners:the B2B eCommerce Association3A word from ou

2、r partners:Greenwood Consulting4A word from our partners:OroCommerce4Executive Summary5Methodology65 key takeaways7Part 1-B2B trade isnt moving online its already there8Part 2-Challenges at the checkout11Part 3-The credit they deserve:payment terms and settlementmethods drive buyer loyalty and conve

3、rsion rate13Part 4-Deal-breakers and deal-makers:how to give your buyerswhat they want in 202417About Hokodo21About our partners22Foreword 1 Forrester,Predictions 2024:Exploration Generates Progress Harvard Business Review,B2B Sales Culture Must Change to Make the Most of Digital ToolsB2B buyer beha

4、viours and demands are in a state of flux.As digitally savvy Millennials and Gen Zers become the predominant groups in the workforce,theres a growing expectation for online and omnichannel procurement experiences that reflect the effortlessness of B2C e-commerce.To put some numbers to it,Forrester p

5、redicts that buyers aged 25-44 will make up 75%of B2B buying teams this year,while Harvard Business Review estimates digital natives to comprise more than three quarters of the workforce by 2025.At Hokodo,weve spent the past six years developing solutions that address one of the most urgent needs of

6、 B2B e-commerce sellers:the ability to offer flexible payment terms,instantly,at the point of need,even on a customers first purchase.As B2B trade continues to shift rapidly in the direction of digital preference,it has become evidently clear that the problems extend far beyond just payment terms.Fo

7、r this research paper,weve focused predominantly on the end-to-end checkout and payment journey.Its not just because thats where our expertise is,but because its the part of the B2B e-commerce buyer journey with the most potential for friction and transaction abandonment.By the time youve finished r

8、eading this report,youll know just how prevalent e-commerce has become and be armed with the knowledge to meet the demands and expectations of B2B buyers in 2024.Lets get into it.The problem is,B2B merchants and marketplaces are struggling to deliver the experience that these buyers expect.Lack of k

9、nowledge about the pain points that buyers face when purchasing and paying online means that sellers dont know what to prioritise and end up losing the loyalty of their customers to more digitally adept competitors.Louis CarbonnierPresident&Co-founder,Hokodo25-4475%Buyers agedof B2B buying teamsthis

10、 yearwill make upThe Definitive Guide to B2B E-commerce Buyer Demands in 20242The Definitive Guide to B2B E-commerce Buyer Demands in 20243A word from our partners:The B2B eCommerce AssociationAs the global network for professionals,merchants and tech vendors who want to succeed in B2B eCommerce and

11、 digital transformation,our mission at the B2B eCommerce Association is to support the growth and success of our members.So,when we were asked to collaborate on this report with Hokodo and bring a groundbreaking piece of new research to B2B sellers across Europe and the UK,the answer was an easy“yes

12、.”This report is filled to the brim with insights and data that B2B merchants can incorporate into their e-commerce strategies,but it can be boiled down to two key learnings that every reader must take away with them:B2B buyers demandeCommerceB2B buyers demand a goodpayment experienceGone are the da

13、ys when customers would put up with complex,manual,offline processes.Their experiences as consumers are simply too good for them to accept anything less at work.At the point of purchase,maintaining loyalty is all about building trust by offering the combination of lightning-fast payment terms and re

14、levant settlement methods that buyers expect.12Read on for an in-depth look into B2B e-Commerce buyer demands and how you can meet them in 2024.Were thrilled to be along for the ride.Christopher GeeUK Chapter Lead,The B2B eCommerce AssociationHokodos report offers a deep dive into how online sales w

15、ork for businesses in Europe and the UK.Its clear that B2B buyers want to shop online and expect it to be as easy as when theyre making personal purchases.But,many sellers are struggling to make that happen.At OroCommerce,we know firsthand that creating a strong online presence for B2B is challengin

16、g.Its all about getting the details right,like knowing how customers want to buy from you and how you can simplify the process for them.Without a deep grasp of these B2B specifics,businesses can struggle to connect with their customers and make a sale.Thats why it was so important for us to collabor

17、ate with Hokodo on this piece.The report points out where sellers might be missing the mark,especially when it comes to paying and checking out,and gives some straight-up advice on how to fix these problems.Take a look at this report to understand what makes or breaks an online deal for business buy

18、ers.Itll show you what to focus on to keep up with the digital-savvy buyers and keep your customers coming back for more.Aaron SheehanDirector of Product Marketing,OroCommerceThis report from Hokodo is incredibly timely.Our Founder&Lead Consultant,Jason Greenwood has built his entire consulting prac

19、tice around the digital commerce needs of B2B merchants.B2B eCommerce is growing steadily and with a forecast US CAGR of around 20%through 2030 the opportunity is truly staggering.This report by Hokodo starts to fill in some of the key gaps in the forecast data,especially as it relates to eCommerce

20、checkout and payments friction in the B2B world.Original research like this is desperately needed in our industry to help B2B brands formulate their business cases for increased investment in B2B eCommerce capabilities.We have been proud to collaborate with Hokodo in the production of this report an

21、d we hope that B2B brands will take these findings onboard as they continue to develop their online strategy for the coming years.Jason GreenwoodFounder&Lead Consultant,Greenwood ConsultingThe Definitive Guide to B2B E-commerce Buyer Demands in 20244A word from our partners:Greenwood ConsultingA wor

22、d from our partners:OroCommerceExecutive summaryThe divide between buyer demands and seller capabilities is causing serious issues in B2B e-commerce.However,the materials required to understand and learn from this are outdated,incomplete or unavailable entirely.The new research analysed in this repo

23、rt reveals that B2B trade has gone past the phase of moving online,with e-commerce the first port of call for the vast majority(93%)of B2B buyers especially those making frequent and repeat purchases.Despite their propensity for digital procurement channels,98%of buyers struggle with online checkout

24、s,reporting issues including unsatisfactory user experiences and a lack of transparency around shipping fees and extra charges.Significantly,the report reveals the critical role that payment terms play in the success of a B2B e-commerce strategy.With 79%of buyers agreeing that payment terms are cruc

25、ial for their success and 83%prepared to abandon a purchase if payment terms are not on offer,this much is clear:payment terms are not a nice to have that buyers can take or leave but a crucial lever that most businesses rely on for their very survival.Read on for actionable insights about the deman

26、ds of B2B e-commerce buyers in 2024.93%98%79%83%of B2B buyers prefer e-commercefor procurement.of buyers face challengeswith online checkouts.of buyers say payment terms are crucialfor success.of buyers will abandon an e-commercepurchase without payment terms.The Definitive Guide to B2B E-commerce B

27、uyer Demands in 20245In January and February 2024,Hokodo surveyed 500 buyers from businesses in a variety of industries across the UK and the EU.The qualitative and quantitative data gathered was subsequently analysed and used to produce this report.Participants were screened with qualifying questio

28、ns to confirm their involvement in purchasing processes for their business.Professionals surveyed include purchase managers,procurement managers,resource managers and buyers,plus leadership figures including directors,owners and C-suite executives.The Definitive Guide to B2B E-commerce Buyer Demands

29、 in 20246The data we collected is complemented by insights from B2B buyers and our industry partners who were invited to contribute quotes for the paper.Weve also included reference to other pieces of research by reputable companies and market research consultancies.Questions were grouped into four

30、categories:Participants answered 22 questions about their procurement habits and their feelings towards B2B e-commerce practices,with a significant focus on the checkout and payment experience.Online vs offline procurement habitsPaymenttermsThe checkout experienceFutureexpectationsMethodology13524Th

31、is report is packed with data and insights concerning B2B buyer expectations when shopping for their businesses on websites,mobile apps,digital marketplaces and other online platforms.These are five of the most significant learnings.of B2B buyers now use online channels for their procurement needs,h

32、ighlighting the prevalence of e-commerce in business trade.of B2B buyers often face a poor user experience with online checkouts,agreeing that slow,lengthy payment processes pose a significant challenge.For B2B buyers,the 3 most important things to consider when choosing a supplier are:of B2B buyers

33、 would abandon an e-commerce purchase if no payment terms were offered at the checkout.of B2B buyers agree that access to payment terms is critical for the success of their business in 2024.Quality of product or serviceDelivery speedAvailability of payment termsThe Definitive Guide to B2B E-commerce

34、 Buyer Demands in 2024793%55%83%79%5 Key TakeawaysIn recent years,there has been a lot of talk about how B2B commerce is moving online.Due to a combination of factors including the preferences of younger buyers and the efficacy of e-commerce during the pandemic,the traditional,manual and complex pro

35、cesses of B2B trade have been receiving a much-needed digital makeover.Indeed,research suggests that at the start of the pandemic,60%of leading B2B companies had either no or limited e-commerce capabilities.However,with a compound annual growth rate(CAGR)of 18.3%,the global B2B e-commerce market is

36、set to surpass USD$18.97 trillion by 2028.We therefore propose that the phrase moving online no longer covers just how significant e-commerce has become for buyers and sellers.B2B trade isnt moving online its already there.Part 1:B2B trade isnt moving online its already thereThe Definitive Guide to

37、B2B E-commerce Buyer Demands in 20248 BCG Research,Steering Clear of Seven B2B E-Commerce Pitfalls Vantage,Business-To-Business(B2B)E-Commerce MarketLittle and often:repeat purchases drive e-commerce adoptionThe overwhelming majority(93%)of B2B buyers now use online procurement channels,including we

38、bsites,mobile apps and online marketplaces.As seen in fig.1,almost three quarters of buyers make more than 50%of their purchases online.These are not insignificant purchases.According to McKinsey research,70%of B2B decision-makers are prepared to spend up to USD$500,000 on a single e-commerce transa

39、ction5.And its not just the transaction that takes place online.69%of B2B buyers find researching suppliers online on their own more effective than interacting with a sales representative during the discovery process6.With 38%making daily purchases for their businesses and more than half purchasing

40、at least several times per week,it follows that its easier to make frequent,repeat purchases in digital self-serve environments than it is to call up a sales rep and place an order which only 18%of buyers say that they do.5 McKinsey,The multiplier effect:How B2B winners grow6 MasterB2B,The 2023 Stat

41、e of B2B Ecommerce ReportFig.1:As an estimated%of all your business purchases,how many are made online?0-25%26-50%51-75%76-100%13%of B2B buyers make 0-25%of their purchases online16%of B2B buyers make 26-50%of their purchases online35%of B2B buyers make 51-75%of their purchases online36%of B2B buyer

42、s make 76-100%of their purchases onlineThe Definitive Guide to B2B E-commerce Buyer Demands in 20249As increasingly sophisticated B2B e-commerce platforms become available,buyers are migrating more of their purchasing online.Gartner predicts that 80%of B2B transactions will take place on digital cha

43、nnels by 2025,but it wont stop there.A future where all but the most complex of B2B transactions happen online might arrive sooner than you think.Gone are the days when customers would put up with complex,manual,offline processes.Their experiences as consumers are simply too good for them to accept

44、anything less at work.”Christopher Gee,UK Chapter Lead,The B2B eCommerce AssociationFig.2:53%of B2B buyers made more online purchases in 2023 than 2022.Fig.3:93%will make an equal or greater number of online purchases in 2024 than they did in 2023.B2B buyers are making highly frequent purchases.They

45、re making daily orders on the same websites,marketplaces and apps.Theyre ordering the same things over and over again,meaning functionalities like easy repeat purchases and one-click checkouts are critical for a high quality buyer experience.Whether you like it or not,B2B e-commerce is here to stay

46、and the opportunity both for success and failure is massive.The Definitive Guide to B2B E-commerce Buyer Demands in 20241053%93%7 Gartner,Future of SalesThe Definitive Guide to B2B E-commerce Buyer Demands in 202411Part 2-Challenges at the checkout(Nearly)every B2B buyer faces issues at the checkout

47、Regardless of whether they choose online or offline channels,B2B buyers in Europe are broadly satisfied with the checkout experience.However,very few respondents agreed that their expectations were exceeded by the B2B checkouts they use.They indicated that areas including customer support,checkout c

48、omplexity and shipping fee transparency require significant improvement.Despite a high satisfaction rate,the vast majority of survey respondents are impacted by some kind of challenge at the checkout.In fact,only 2%say that they face no issues whatsoever.This suggests that,despite their increasingly

49、 complex demands,buyers generally have very low expectations of what their suppliers are actually going to deliver.Unsuitable settlement methodsNo payment terms offeredNo payment terms available on first purchasePoor user experience(slow,lengthy process)No repeat order optionReal-time product availa

50、bility23%23%55%27%28%39%Challenges at the checkout come in a variety of shapes and sizes.By far the biggest concern for B2B merchants is the 55%of buyers who say that they often face a poor user experience(UX)at the checkout.Now,we know that UX is a broad term,but we defined it in the survey as the

51、speed and complexity of the checkout process.B2B buyers expect a streamlined online experience equivalent to that which they get from e-commerce purchases in their personal lives,but are instead asked to fill out lengthy forms on slow websites that are prone to crashing.Fig.4:Which of the following

52、challenges or obstacles,if any,do you face at the checkout online?80%of buyers are satisfied15%say there is room for improvementTop 3 improvement areas:Lack of transparency around shipping costs and other fees(44%)Lack of customer support(43%)Slow,complex checkout process(39%)67%of buyers are satisf

53、ied25%say there is room for improvementTop 3 improvement areas:Lack of customer support(46%)Slow,complex checkout process(44%)Lack of transparency around shipping costs and other fees(32%)Online B2B checkoutsOffline B2B checkoutsThe Definitive Guide to B2B E-commerce Buyer Demands in 202412So,whats

54、going wrong?For many buyers,friction is introduced at one of the very last moments.Payment challenges are causing issues for a combined total of 73%of B2B buyers.Around a third agree that payment terms functionalities need to be improved in online(32%)and offline checkouts(30%).Generally speaking,th

55、e issues faced by B2B buyers at the checkout are uniform across both digital and traditional channels.This raises a number of questions:1.Have B2B e-commerce merchants failed to address existing problems with their offline sales channels?Many B2B merchants try to take their existing offline processe

56、s and force them to fit into the world of e-commerce.Its perceived as a shortcut,but actually ends up costing more than if they had spent the time adapting and optimising the buyer journey for e-commerce in the first place.The survival of my business depends on the availability of payment terms,but

57、as a young,independent store,were often shut out of access to credit schemes at the checkout,both in online and offline purchasing situations.”Joe Berger,Owner,Chinley Cheese2.Is it that the challenges faced by buyers are fundamental B2B issues which cannot be fixed by e-commerce?3.Have merchants ju

58、st not yet been that successful with their move to e-commerce?Think back to the last time you made a purchase online as a consumer.Did it go smoothly?One-click checkouts,slick customer service and transparent pricing come as standard in most B2C buyer journeys,so they shouldnt be unsolvable issues i

59、n B2B.We dont think this is whats going wrong.The B2B digital revolution is still in its infancy.Thanks to their experiences as consumers,buyers have incredibly high expectations of e-commerce,but in reality merchants are still working out how to deliver on those demands.In fact,many merchants are s

60、till in the early stages of building out e-commerce strategies while simultaneously grappling with archaic practices.Merchants agree that a lack of qualified e-commerce team members(62%)and technical expertise in-house(60%)is a significant growth barrier8,while 71%described their business processes

61、as moderately to extremely manual9.In order to win and retain loyal customers,sellers must create buyer journeys that are optimised for online platforms.They must minimise friction and take steps to address the key challenges that buyers have identified,ultimately closing the gap between expectation

62、 and reality.But in order to do this,the right teams,strategies and processes must first be put in place.And if they dont?B2B buyers arent afraid to abandon purchases in favour of the competition.83%have abandoned a B2B purchase in the last year for a variety of reasons including poor UX(55%)and uns

63、uitable settlement methods(31%).Part 3-The credit they deserve:payment terms and settlement methods drive buyer loyalty and conversion rateLets get one thing straight:merchants that are not offering payment terms at the checkout are alienating swathes of potential buyers.In fact,83%of B2B buyers say

64、 they will abandon an e-commerce purchase if payment terms are not available.However,there are several reasons why a B2B merchant may have not yet found an effective way to offer trade credit online:In recent years,digital trade credit solutions such as those offered by Hokodo have emerged as a safe

65、r,simpler and more sustainable way for merchants to offer payment terms.With Hokodo providing the financing and handling every step of the trade credit management process,buyers get the credit they deserve while sellers get paid upfront and the freedom to focus on their growth goals.Everyone wins.1.

66、It can be risky.The anonymity and scale of e-commerce means that it can be difficult to know which buyers can be trusted to stick to their payment terms.2.It can be complex.From credit scoring and fraud detection,through to financing,payment processing,insurance and collections,trade credit is made

67、up of several complex components.3.It can put pressure on cash flow.Offering credit off their own balance sheet can have a significant negative impact on the cash flow of a merchant.8 MasterB2B,The 2023 State of B2B Ecommerce Report9 Deloitte Digital,Why B2B Companies Are Integrating ERP and Ecommer

68、ce TechnologyThe Definitive Guide to B2B E-commerce Buyer Demands in 202413Payments have emerged as one of the most important aspects of the B2B e-commerce buyer experience.Recognising changing buyer demands,a small number of innovative merchants have elevated payments from a dusty back-office proce

69、ss to a key position in their e-commerce strategies but most leave much to desire.Lets take a closer look at some of the most significant findings.Gone are the times when B2B buyers would be willing to wait days to find out whether or not they can get access to credit.83%expect credit decisions to h

70、appen in less than a day.In 2024,22%expect a credit decision in less than an hour,and 19%expect instant credit decisions but these numbers will climb quickly as instant payment terms on first purchases become the norm,rather than the exception,in B2B.Buyers expect swift credit decisionsFig.5:How lon

71、g would you be willing to wait for a supplier to return a credit decision to you?17%would wait 1 week or less19%want instant decisions22%would wait 1 hour or less42%would wait 1 day or lessIts all about getting the details right,like knowing how customers want to buy from you and how you can simplif

72、y the process for them.Without a deep grasp of these B2B specifics,businesses can struggle to connect with their customers and make a sale.”Aaron Sheehan,Director of Product Marketing,OroCommerceThe Definitive Guide to B2B E-commerce Buyer Demands in 202414Did you know86%of buyers agree that access

73、to payment terms is an important consideration when choosing a vendor or supplier.Buyers prefer the payment terms theyre used toTheres huge demand for trade accountsIn B2B,30-day payment terms come as standard.Advanced digital capabilities and new solution providers have made it possible to offer ex

74、tended payment terms and instalment plans but it appears you cant beat the classics,with almost half indicating 30-day terms as their preference.One of the types of payment terms that buyers show the most interest in is trade accounts.Ultimately though,theres demand for a variety of different types

75、of payment terms.Merchants must listen to the preferences of their customers,learn about competitive practices in their industry and adapt their offering accordingly.Trade accounts enable buyers to make several purchases through a specified period and then receive one consolidated invoice to be paid

76、 on an agreed date.They are an effective way of simplifying trade credit for buyers and sellers,and are traditionally popular in sectors such as food and beverages,construction and automotive.Buyers interested in trade accounts would cherish the ability to manage their invoices in a buyer portal(69%

77、)and the option to group invoices from multiple sites or companies(46%).Fig.6:What are the ideal payment terms for your business?30 DaysUpfront PaymentInstalments60 Days90 DaysFig.7:If offered,would you open a trade account with your main supplier(s)?The Definitive Guide to B2B E-commerce Buyer Dema

78、nds in 20241547%25%81%12%29%16%Optimising the settlement method offeringThe bottom line?Buyers want payment flexibilityIf payment terms are about when B2B buyers pay for their order,settlement methods are the how.Without a selection of carefully considered settlement methods,payment terms are no goo

79、d to anyone.B2B buyers say they have abandoned purchases because they werent offered the right settlement methods(31%)and payment terms(27%)at the checkout.A further 18%admit to having jumped ship when they werent offered payment terms on their first purchase.The bottom line is this:buyers expect a

80、variety of payment terms and upfront payment options at the checkout,which they can settle in the way that is most suitable to their business.They expect fast and effective credit decisions and the option to access terms on their first purchase.They want payment flexibility and convenience,and they

81、want it now!If they dont get it,theyre not afraid to go looking for it elsewhere.Unsurprisingly,standard settlement methods like bank transfer(76%),credit card(69%)and debit card(56%)are all popular among B2B buyers.49%also expect to see Direct Debit as an option at the checkout.However,it is increa

82、singly important for merchants to consider newer and lesser-known settlement methods such as mobile payments and specialist regional options,like iDeal in the Netherlands or SOFORT in Germany.As buyer expectations of B2B e-commerce evolve,we anticipate demand for innovative settlement methods to gro

83、w.Regional options(e.g.,iDeal,Bancontact,SOFORT)Direct DebitMobile paymentBank transferDebit cardCredit card16%42%76%49%56%69%Fig.8:Which settlement methods do you expect to be offered at the checkout online?The Definitive Guide to B2B E-commerce Buyer Demands in 202416Part 4-Deal-breakers and deal-

84、makers:how to give your buyers what they want in 2024Ultimately,B2B buyers want a reliable supply of high quality products that can be delivered quickly and paid for at a later date.B2B merchants who want their fair share of e-commerce success must invest in their payment terms strategy in 2024.Trad

85、e credit is not a nice to have that buyers can take or leave but a crucial lever that most businesses rely on for their very survival.Fig.9:What are the most important features to consider when choosing a supplier or vendor?Quality of Product or ServiceFig.10:“It is important for sellers to be opera

86、tional online in 2024.”Delivery SpeedFig.11:“Access to payment terms is critical for my business in 2024.”Availability of payment termsFig.12:“Payment terms are a key consideration when choosing new suppliers in 2024.”79%68%35%The Definitive Guide to B2B E-commerce Buyer Demands in 20241794%79%86%It

87、 simply would not be possible for a small business like mine to pay for goods before having had a chance to sell them.The flexibility that payment terms give to ease cash flow pressures therefore form a critical role when selecting which suppliers to use.It would be no exaggeration to say that some

88、decisions to purchase goods are ultimately decided on the credit terms offered.”Mark Walter,Owner,The GreenhouseTurning trends into actionWe know a 5,000-word white paper isnt everyones cup of tea and thats ok.In the table below weve summarised all the key insights from this report alongside actiona

89、ble takeaways that you can apply to your B2B e-commerce business this year.The Definitive Guide to B2B E-commerce Buyer Demands in 202418What we learnedWhat you need to do about it93%of B2B buyers now use online channels for their procurement needs.71%estimate that more than half of their business p

90、urchases are now made online.Very few online checkouts are exceeding the expectations of B2B buyers.83%of B2B buyers will abandon an e-commerce purchase if no payment terms are offered.79%agree that access to payment terms is critical for the success of their business.55%of B2B buyers face a poor us

91、er experience with online checkouts,with slow,lengthy and complex processes posing a significant challenge.Only 2%of buyers say that they face no issues whatsoever at the checkout.If youre not already operating online or building an e-commerce strategy,now is the time!Consider improving areas such a

92、s customer support,checkout complexity and fee transparency in order to impress and win customers.Integrating seamless trade credit options into your B2B e-commerce checkout is priority number one this year.Get in touch to learn how Hokodo can help you.Revisit and review your e-commerce checkout.Is

93、there anything you can do to make it faster,easier or more efficient?Have you tested the checkout process to identify buyer pain points and problems?If you think your checkout is perfect,then youre probably wrong.Get feedback from the people who actually use it and make it better.The Definitive Guid

94、e to B2B E-commerce Buyer Demands in 20241981%of B2B buyers would like to open a trade account with their main supplier(s).E-commerce hasnt yet solved some of the fundamental issues in B2B.Theres demand for a variety of different types of payment terms.The 3 most important things B2B buyers consider

95、 when choosing a supplier are:Quality of product or service Delivery speed Availability of payment terms83%of B2B buyers expect credit decisions to happen in less than a day,including 19%who expect an instant decision.Consider offering buyers the option to group their invoices together and pay them

96、off in one go.Its not a miracle cure.When you migrate to the world of e-commerce,you must put in the work to adapt and refine your B2B offering.30 days.60 days.90 days.End of month.Instalments.Theres a world of payment terms possibilities out there you just need to find out what your buyers want.Wan

97、t to attract and retain buyers?All you need to do is be a reliable supplier of high quality products that can be delivered quickly and paid for at a later date.It really is that simple!Say goodbye to lengthy,manual credit checks.You need an automated solution that lets buyers get payment terms at th

98、e point of need.With Hokodo,you can offer instant credit decisions on 95%of orders.The Definitive Guide to B2B E-commerce Buyer Demands in 202420One thing is abundantly clear:e-commerce is“the new normal”in B2B.Or at least it should be,if buyer expectations and demands are anything to go by.In 2024,

99、the vast majority of buyers and procurement professionals rely on digital channels to complete their daily transactions and agree that its important for vendors to be operating online.The only way it could be more black and white is if it rode in on a zebra.The problem arises in the chasm between wh

100、at these buyers expect and what B2B merchants and marketplaces are actually able to deliver.Compared to B2C,where innovative and advanced e-commerce practices are the norm,we are still in an early stage of the B2B digital revolution.Many merchants struggle with a lack of e-commerce expertise and are

101、 restricted by archaic processes.Meanwhile,younger buyers are bringing with them a demand for the seamless online shopping experience that they have grown accustomed to in their personal lives.Combined,its a recipe that can lead to disappointment for parties on both sides of a transaction.Buyers are

102、 disappointed by a lacklustre e-commerce experience and sellers are disappointed when those buyers then choose to get their supplies elsewhere.Its a lose-lose situation,but it doesnt have to be this way and we dont think it will be for much longer.As a growing number of B2B sellers educate themselve

103、s on what their buyers actually want and how e-commerce can help them deliver it,their competitors will be forced to follow suit or risk fading into obscurity.Stay tuned to Hokodo for the latest news,insights and advice that you will need to meet the demands and expectations of your B2B buyers this

104、year.Final ThoughtsThe Definitive Guide to B2B E-commerce Buyer Demands in 202421About HokodoExperience game-changing payment terms for European merchants and marketplaces with Hokodo.Amplify growth,simplify operations,and effortlessly tackle cash flow obstacles with a payment journey crafted to kee

105、p customers coming back for more.Offering payment terms isnt easy.From credit scoring and fraud risk mitigation to financing,insurance and payment processing theres lots of moving parts supplied by different vendors.And thats before youve even thought about collectionsBut offering credit is importan

106、t.It accelerates growth by encouraging more purchases,higher conversions and customer loyalty.Bringing all the elements of trade credit management onto one platform,Hokodo enables buyers to access payment terms instantly while merchants get paid upfront and in full,risk-free.The end-to-end and pan-E

107、uropean nature of our solution means that you only need to work with one provider to cover everything in all your markets.Talk about convenience.Want to learn more about how Hokodos B2B payment solutions can boost youre-commerce success?Click below to speak with the team today.Get in touchAbout the

108、B2B eCommerce AssociationAbout OroCommerceAbout Greenwood ConsultingThe B2B eCommerce Association is the global network and resource for B2B professionals,practitioners and companies who want to succeed in eCommerce and digital transformation.OroCommerce,the leading cloud-based B2B digital commerce

109、platform,fuels digital transformation for manufacturers,distributors,and wholesalers.We enable B2B companies to increase sales while reducing costs.Our solution facilitates launching multiple websites and portals for different brands,business models,territories,and core models.OroCommerce has unique

110、 capabilities including OroCommerce CRM,the industrys most flexible multi-channel CRM module,and OroCommerce Marketplace,the analyst-recognized marketplace management module for all business use cases.Oros founders are e-commerce industry veterans Yoav Kutner,CEO;Dima Soroka,CTO;and Roy Rubin,Direct

111、or of Oros Advisory Board.For more information on Oro visit https:/Led by Founder Jason Greenwood,Greenwood Consulting helps established B2B brands and ambitious,funded start-ups capitalise on their digital and omni-commerce opportunities while also addressing their most pressing challenges.Greenwoo

112、d Consulting also helps DTC brands establish strategic wholesale channels and vice versa.The Definitive Guide to B2B E-commerce Buyer Demands in 202422Some of Europes biggest B2B e-commerce merchants and marketplaces offer payment terms with HokodoContact UsUnited Kingdom77 Leadenhall Street,London,EC3A 3DEcontacthokodo.co rue de la Chausse dAntin,75009,Paris