Factors Leading to B2B eCommerce Transformation

The role of the ecommerce leader is different from the roles of the general procurement from the corporate end. The ecommerce leader functions on the business side, rather than the IT side, but the role requires a larger perspective than marketing alone – because ecommerce will change processes across all departments.

Sales—Self-service ordering may disrupt your sales team’s relationships with existing customers. Who has the perspective to work with sales professionals from the very beginning to craft a plan which everyone can get behind?

Customer Service—If your ecommerce solution displays real-time enterprise resource planning data for inventory, contract pricing, shipping information, and more, it will reduce the phone/fax/email burden on your customer service department. Who has the perspective to align customer service with new initiatives that will support the ecommerce business?

IT—If your ecommerce solution doesn’t integrate to your ERP software in real time, it will increase the workload for IT. Batch updates between ERP and ecommerce will be unavoidable, and IT will have to debug the entire ecommerce stack when something breaks. (In contrast, a full-stack ecommerce solution with real-time ERP integration reduces the workload for your IT team.) Who has the perspective to select an ecommerce platform that makes life easy for IT?

Finance—With self-service ordering comes self-service payments, whether through credit/debit cards, , e-check, or another common method. Who has the perspective to understand workflows in your Finance department, get their feedback, and incorporate it into the B2B ecommerce plan?

While it’s essential for the ecommerce leader to act as the voice of the customer, advocating for customer experience across the organization, that alone isn’t enough. The ecommerce leader must also define the metrics of ecommerce success—both at a high level, and at the level of each individual department. Only the ecommerce leader has the perspective to measure the contribution which each department must make to ecommerce success.

Of course, the ecommerce leader must have a plan that goes beyond launching ecommerce. While getting the platform off the ground is plenty of work in itself, the real race doesn’t even start until the platform is live. The ecommerce leader must continue to measure success and lead the organization down the evolving path of ecommerce.

The change is being driven by new behaviour procurement executives in great number who are the future buyers and influencers. As the young executives take on more procurement roles, the way organizations deliver that personalized experience needs to adapt to the digitally native nature of this new generation of customers if they want to maintain this market share.”

Small businesses dealing with these new procurement officers have to deploy the technologies the new generation of employees will be using. Cloud-based e-commerce is one way of connecting with the procurement professionals and other digitally savvy purchasers.

A brand like Kobster, which is also the pioneer to introduce an e-procurement tool, Kobster Elite has organically grown with a better understanding of corporate needs and implemented them all in the course of time. This digital product helps Indian corporates to procure easily and it helps you cut cost in a bigger way. This is highly reliable as the entire process is transparent.