Presentación sobre tendencias en ecommerce B2B en España y resto de Europa para 2019, realizada por Pablo Renaud de Ebolution en el evento #EcommB2B de Madrid el 7 de febrero de 2019.
Este evento pertenece a la serie de eventos #EcommerceRevolution que están organizando BRAINSINS, DOOFINDER y ORACLE por toda la geografía española durante este año 2019.
El ecommerce B2B mueve cada año muchísimo más dinero que el comercio online hacia particulares (B2C). Sin embargo el proceso de digitalización del comercio ha estado centrado, hasta ahora, mayoritariamente en el eCommerce B2C dejando un poco de lado la gran oportunidad que supone la transformación digital de los procesos de venta de productos entre empresas.
Pero esto está cambiando a pasos agigantados. En Estados Unidos el eCommerce B2B ya muestra un volumen muy superior al eCommerce B2C debido a las grandes inversiones en digitalización del comercio entre empresas de los últimos 5 años. Y una de las grandes empresas a nivel mundial, como es Alibaba, es un marketplace centrado en la venta B2B, lo que deja clara la relevancia de este mercado.
En este evento nos centraremos en las claves a seguir para desarrollar un modelo de venta online de éxito en el entorno B2B y para ello contaremos con una charla inspiradora que nos hará entender el contexto actual del eCommerce B2B y varios casos de éxito que nos explicarán con detalle los pasos que han seguido nuestros ponentes para conseguir lanzar su modelo de venta online B2B con éxito.
23. B2C B2B
Un comprador Un conjunto de decisores
Precios fijos * Precios para cada cliente
Pago al momento Esquemas complejos de pago, crédito
Stock disponible, rápido Planificación de suministro
Compras de baja frecuencia Compra recurrente, planificada
Poca fidelidad Relaciones a largo plazo
Impulso, gusto, deseo Parte del trabajo
El consumidor es el que compra Acuerdos entre empresas, múltiples roles
Proceso de pedido simple Proceso de pedido complejo
Catálogos simples Catálogos amplios/complejos
24. Statista. Global B2B e-commerce gross merchandise volume (GMV) from 2013 to 2017,
by region (in billion U.S. dollars).
Accessed February 6, 2019.
Available from
https://www.statista.com/statistics/705614/global-b2b-e-commerce-gmv-región/
28. #ecommB2B | Pablo Renaud
9.7%
10.4%
11%
11.5%
12%
12.6%
13.1%
0.0%
2.0%
4.0%
6.0%
8.0%
10.0%
12.0%
14.0%
2015 2016* 2017* 2018* 2019* 2020* 2021*
Shareofsales
E-commerce share of total B2B sales in the United States from 2015 to 2021
Share of U.S. B2B sales via e-commerce 2016-2021
29. #ecommB2B | Pablo Renaud
84%
16%
79%
21%
0.0%
10.0%
20.0%
30.0%
40.0%
50.0%
60.0%
70.0%
80.0%
90.0%
Yes No
Shareofrespondents
Distributors Manufacturers
B2B professionals in the United States who expect to spend more on e-commerce in 2019
U.S. B2B professionals who expect to spend more on e-commerce in 2019
30. #ecommB2B | Pablo Renaud
2.7%
59.5%
29.7%
2.7%
5.4%
0.0%
10.0%
20.0%
30.0%
40.0%
50.0%
60.0%
70.0%
0-1 2-3 4-7 8-10 More than 10
Shareofrespondents
Number of B2B sites researched prior to making a purchase according to B2B buyers in the
United States as of 1st quarter 2018
B2B sites researched prior to purchasing according to U.S. buyers 2018
31. #ecommB2B | Pablo Renaud
27.3%
9.1%
0%
9.1%
0% 0%
9.1%
0%
18.2%
27.3%
0.0%
5.0%
10.0%
15.0%
20.0%
25.0%
30.0%
1-10% 11-20% 21-30% 31-40% 41-50% 51-60% 61-70% 71-80% 81-90% 91-100%
PercentageofsalesWhat percentage of sales do you currently transact through your e-commerce channel?
Share of U.S. B2B sales transacted through e-commerce channel 2017
36. #ecommB2B | Pablo Renaud
35%
20%
15%
30%
0.0% 5.0% 10.0% 15.0% 20.0% 25.0% 30.0% 35.0% 40.0%
Six months or less
6 months to 1 year
1 year to 2 years
No plans to launch
Share of respondents
How soon will manufacturers in the United States without a B2B website build one?
Plans for B2B e-commerce website according to U.S. manufacturers 2018
37. #ecommB2B | Pablo Renaud
78.4%
36.5%
28.4%
24.3%
16.6%
0.0% 10.0% 20.0% 30.0% 40.0% 50.0% 60.0% 70.0% 80.0% 90.0%
Amazon Business
Alibaba
ThomasNet
Global sources
Wholesale Central
Share of respondents
B2B marketplaces used to research and purchase B2B products according to corporate buyers
in the United States as of June 2018
Marketplaces used by U.S. B2B buyers to research & purchase products 2018
50. #ecommB2B | Pablo Renaud
Consolidación de marketplaces B2B verticales
*Canales indirectos
TENDENCIAS
51. #ecommB2B | Pablo Renaud
TENDENCIAS
Frente a los grandes marketplaces generalistas,
aparecen los marketplaces verticales B2B,
impulsados por los diferentes actores
de la cadena de valor de la distribución.
86. #ecommB2B | Pablo Renaud
TENDENCIAS
Rapidez de adaptación a las necesidades y al crecimiento
Obtención de las mejores prácticas, prevención de desastres
Control de los costes, escalabilidad, actualización “automática”
Se impondrán las plataformas B2B en cloud
87. #ecommB2B | Pablo Renaud
La omnicanalidad se impondrá también en B2B
TENDENCIAS
97. #ecommB2B | Pablo Renaud
TENDENCIAS
•Alibaba – Launched in 1999, this Chinese-company serves
millions of buyers and suppliers globally.
•ThomasNet – Leading online platform for B2B seller
discovery and product sourcing with over 500,000
suppliers
•IndiaMart – India’s largest B2B marketplace with over 3.5
buyers and a selling model similar to Alibaba.
•eWorldTrade – This US-based platform is the world’s
fastest growing B2B portal and services more than 220
countries.
•TradeIndia – India’s second largest marketplace with over 3
million registered users.
•DHGate – Online marketplace for wholesale consumer
products with about 1.2 million sellers globally and 10
million buyers.
•Amazon Business – Specific B2B portal for Professional
Sellers to reach business customers on Amazon.
•FGM Vendors – Online wholesale marketplaces that
operates like an online tradeshow.
•Wholesale Central – Largest wholesale directory of active
wholesalers and wholesale products since 1996.
•Joor – Largest wholesale marketplace for fashion with
155,000 retailers and 1,500 brands,
•Global Sources – A B2B media company that is a primary
facilitator of trade with Greater China using English-
language media. They have more than 1.5 million
102. RESUMEN
•Verticalización de marketplaces
•Foco en la personalización de la experiencia
•Foco indiscutible en el smartphone
•Migración a la nube de las platformas B2B
•La omnicanalidad también se impondrá en B2B
#ecommB2B | Pablo Renaud
103. #ecommB2B | Pablo Renaud
Muchas gracias
Pablo Renaud
pablo@renaud.es
https://www.renaud.es/
Global Sources: https://spanish.globalsources.com
Llevan 47 años operando!!
More than 1.5 million international buyers, including 94 of the world's top 100 retailers, use these services to obtain product and company information to help them source more profitably from overseas supply markets. These services also provide suppliers with integrated marketing solutions to build corporate image, generate sales leads andwin orders from buyers in more than 240 countries and territories.
For over 47 years, Global Sources has been serving the B2B industry with a reliable, professional trade platform highly trusted by the Company’s buyer and supplier communities. In 2018, Global Sources has become part of the Clarion Events Group.
According to Philipe Corrot and Adrien Nussenbaum, founders of marketplace technology provider Mirakl, one of the major drivers of specialized e-marketplaces is their ability to join fragmented demand with fragmented supply.
According to Philipe Corrot and Adrien Nussenbaum, founders of marketplace technology provider Mirakl, one of the major drivers of specialized e-marketplaces is their ability to join fragmented demand with fragmented supply.
Fuente: informe https://info.mirakl.com/the-next-generation-of-b2b-buying
MARKETPLACE B2B DE NICHO
Gibadi, a Nigerian B2B marketplace that provides industrial goods for SMEs, aims to create a niche in the market by offering a “very deep assortment of industrial products difficult to find in the general online stores”, according to general manager and co-founder Ola Ogunsemowo. He also says that the company mainly caters to informed customers who know what they want right down to the exact brands, specs and part number
Customers are now expecting more than just product recommendations and store locators that simply mimic the B2C model. As a result, B2B sellers are now making use not only of data on a company’s buying history but also on the industry that the business operates in. The goal is to offer recommendations that can add tangible value such as increased efficiencies and expansion beyond the company’s current market and product reach
Fuente: presentación NOSTO en Magento Live Europe 2018
Fuente: presentación NOSTO en Magento Live Europe 2018
Fuente: presentación NOSTO en Magento Live Europe 2018
Fuente: presentación NOSTO en Magento Live Europe 2018
https://www.nosto.com/
https://www.brainsins.com/es/
The growing importance of smartphones in the B2B purchase cycle has made it imperative for both suppliers and marketers to adapt.
The growing importance of smartphones in the B2B purchase cycle has made it imperative for both suppliers and marketers to adapt.
The growing importance of smartphones in the B2B purchase cycle has made it imperative for both suppliers and marketers to adapt.
Tanto regional como funcional
According to Philipe Corrot and Adrien Nussenbaum, founders of marketplace technology provider Mirakl, one of the major drivers of specialized e-marketplaces is their ability to join fragmented demand with fragmented supply.
Más información y artículos relacionados en: https://www.renaud.es/categoria/blog/