Description
Countries Covered:Â Australia, Austria, Brazil, Canada, China, France, Germany, Hong Kong, India, Indonesia, Italy, Japan, Mexico, Saudi Arabia, Singapore, Switzerland, UAE, UK, USA
Pages:Â 204
Publication Date:Â 29/07/2021
Questions Covered in the report:
- What are the top 8 E-Commerce trends that are essential for B2B to thrive in 2021?
- What are the main challenges for B2B market players in 2021?
- What are the top payment methods offered by B2B E-Commerce enterprises globally?
- What are the key website features that will be adopted in the B2B business in 2021?
- Which channels do B2B buyers prefer and use in 2021?
- What is the share of B2B organizations that earn the majority of their revenue from E-Commerce in China?
Key Findings:
Global B2B market shifts towards digital sales amid COVID-19: new yStats.com report
The growth of B2B E-Commerce sales worldwide
During the COVID-19 pandemic, the global business-to-business industry, despite being more resistant to change than retail sales, has increasingly started moving towards E-Commerce. Between 2019 and 2020, the value of B2B digital sales grew by almost 20%, and in February 2021, E-Commerce accounted for more than half of business-to-business sales globally. Furthermore, in 2021, more than 90% of B2B buyers globally preferred virtual sales interactions, up 17 percentage points from 2020. However, for many B2B companies, moving completely towards digital was rather challenging, so omnichannel became the top priority by 2023 for over eight in ten B2B leaders across the globe, according to a 2020 survey cited in the yStats.com report.
B2B buyers expect more virtual sales
Personalization has become an important term in B2B E-Commerce amid the pandemic. Despite this being the top challenge regarding online sales for global B2B leaders in 2020, personalized content is expected from about 80% of B2B companies in 2021. Moreover, compared to the pre-COVID-19 period, online chats as a sales channel gained in popularity, while in-person sales models were reduced by more than half. Overall, in 2021, virtual interactions are seen as an effective means of sales by eight in ten B2B sellers across the globe, and in 2020 the share was just over half. Additionally, B2B marketplaces are gaining momentum in 2021. Even though global giants such as Amazon Business and Alibaba still top the online B2B sales ranking in many countries worldwide, smaller niche players are to set to overtake a significant market share in the near future.
B2B payments are going digital
As the B2B payments industry is experiencing a major transformation due to the pandemic, business-to-business transactions are becoming increasingly digitalized. For example, in just one year, the share of B2B companies that make over 90% of their payments electronically rose by twelve percentage points in 2020 compared to pre-pandemic 2019. Furthermore, a third of corporate practitioners in a 2020 survey cited in the new yStats.com publication stated that the majority of their B2B payments were already digital, and almost 40% were very likely to shift them in the near future.
1. Management Summary
2. Global Overview
- B2B E-Commerce Market Overview, June 2021
- Top 8 B2B E-Commerce Market Trends 2021, June 2021
- Overview of the Risks and Challenges for B2B E-Commerce Players, June 2021
- B2B Digital Sales, in USD trillion, 2019 & 2020
- B2B E-Commerce Sales, in USD trillion, 2018 – 2020e
- Share of E-Commerce Sales, in % of Total B2B Sales, February 2021
- Share of Digital Channels in B2B Sales Interactions Between Suppliers and Buyers, in % of Total, 2025f
- Investment Priorities of B2B Organizations by 2023, in % of Commerce Leaders, August 2020
- Share B2B Organizations that Earn the Majority of their Revenue from E-Commerce, by Industry, in %, August 2020
- Share B2B Organizations that See Investing in B2B E-Commerce as a Priority by 2023, by Industry, in %, August 2020
- Share of B2B Leaders who Consider Customer Experience as an Important Factor in the Brand’s Online Visibility and Adoption, in %, November 2020
- Share of B2B Leaders who Plan to deliver Personalized Content to Their Customers in 2021, in %, November 2020
- Top Challenges That B2B Business Face Regarding Online Sales, in % of B2B Leaders, November 2020
- Top New Website Features/Functionality That B2B E-Commerce Companies Plan to Implement in 2021, in % of B2B Leaders, November 2020
- Share of B2B Buyers Who Prefer Remote Human Interactions or Digital Self-Services, in %, February 2021
- Ways of Interacting with Suppliers’ Sales Representatives, by Stages of Interaction, in % of Companies’ Representatives, August 2020 & February 2021
- Market Sales Models Used by B2B Companies, incl. Videoconference, Online Chat, and Traditional/In-Person, by Pre- and Post-COVID-19, in %, November 2020
- Share of B2B Businesses Who Will Transit from Experience- and Institution-Based Selling to Data-Driven Selling, in % of Total, 2025f
- Share of B2B Buyers Who Prefer Virtual Sales Interactions, in %, 2020 &Â 2021
- Share of B2B Sellers Who See Virtual Interactions as an Effective Mean of Sales, in %, 2020 &Â 2021
- Improvement in Win Rate from Virtual Selling Expected, in % of Executives, and in % of Front-Liners, and Actual Reported Win Rate Improvement from Virtual Selling, in %, 2021
- Improvement in Revenue from Virtual Selling Expected, in % of Executives, and in % of Front-Liners, and Actual Reported Revenue Improvement from Virtual Selling, in %, 2021
- Share of B2B Leaders who Consider Providing an Omnichannel Experience as the Top Priority by 2023, in %, November 2020
- Attitude of B2B Companies Representatives Towards Effectiveness of Omnichannel Sales Model in Reaching Serving Existing Customers, in %, April 9, April 28, August 11, 2020 & February 25, 2021
- Attitude of B2B Companies Representatives Towards Effectiveness of Omnichannel Sales Model in Acquiring New Customers, in %, August 11, 2020 & February 25, 2021
- Attitude of B2B Companies Representatives Towards Effectiveness of Omnichannel Sales Model in Reaching Serving Existing Customers, by Countries, in %, February 2021
- B2B E-Commerce Marketplaces Trends, June 2021
- Share of B2B Marketplace Sales, in % of Total B2B E-Commerce Sales, 2020e
- Breakdown of B2B Buying Done via Marketplaces, in % of B2B Buyers, August 2020
- Breakdown of Purchasing Frequency on B2B Marketplaces Compared to pre-COVID-19, in % of B2B Buyers, July 2020
- Change in Spending on B2B Marketplaces Compared to Before COVID-19, in % of B2B Buyers, July 2020
- Breakdown of B2B Buying Done with Amazon Business, in % of B2B Buyers, August 2020
- B2B Vertical Marketplaces GMV, 2018 & 2019, and Third-Party B2B Marketplaces GMV, in USD billion, 2018 – 2020e
- Amazon Business: B2B E-Commerce Marketplace Profile, January 2020
- Alibaba: B2B E-Commerce Marketplace Profile, January 2020
- B2B Payment Trends for 2021, June 2021
- Total Value of B2B Cross-Border Payments, in USD trillion, 2020e & 2022f
- Share of Instant Payments in Value of Total B2B Transactions, in %, 2020e
- Share of Instant Payments, by Volume and Value, in % of Total B2B Transactions, 2022f
- Share of Instant Payments, in % of Total B2B and Consumer Digital Money Transfer and Banking Payments Value, 2025f
- Share of B2B Payments, in % of Total Instant Payments Value, 2025f
- Top Payment Methods Offered by B2B E-Commerce Businesses, in % of B2B Leaders, November 2020
- Top Payment Methods Available, by B2C and B2B, in % of Payment Decision-Makers, 2020
- B2B Electronic Payments, in % of Total Payments, 2019 & 2020
- Top Payment Investment Priorities in the Next 12 Months, in % of B2B Leaders, July 2020
- Companies Fintech and Bank Strategies for B2B Payments, in % of B2B Leaders, 2019 & 2020
- Top Factors to Impact B2B Companies’ Decision to Use Fintech Payment Solutions, by Business Size, in % of B2B Leaders, July 2020
- Top B2B Payments Obstacles, by Business Size, in % of B2B Leaders, July 2020
- Likelihood of Organizations Converting Majority of their B2B Payment Made to Suppliers from Checks to Electronic/Digital Payments, in % of Corporate Practitioners, 2020
- Barriers on Increasing Use of Electronic Payments for B2B Companies, in % of Corporate Practitioners, 2020
- Payment Fraud Attempts after COVID-19 Compared to 2019, in % of Corporate Practitioners, 2020
- Overview of Virtual Cards Usage in B2B Transactions, incl. B2B Virtual Cards, in % of Total Virtual Cards Transaction Value, 2025f
3. North America
3.1.Regional
- Share of B2B Purchasing Running Through Digital, Self-Service Channels, in % of Purchasing Professionals, June 2020
- Top Challenges with Current B2B Vendors, in % of Purchasing Professionals, June 2020
- Top Reasons to Prefer One Vendor to Another, in % of B2Â Purchasing Professionals, June 2020
- Share of B2B E-Commerce Companies Selling on Marketplaces, in % of B2B E-Commerce Executives and Professionals, 2020
- Share of B2B Companies Generating Additional Value by Expanding Available Offerings with Third-Party Sellers, in % of B2B E-Commerce Executives and Professionals, 2020
- Share of B2B Companies that are Actively Developing Marketplace Strategies to Compete with Amazon and Alibaba, in % of B2B E-Commerce Executives and Professionals, 2020
- Overview of Selected B2B E-Commerce Marketplaces and Classifieds, June 2020
3.2.USA
- B2B E-Commerce Sales, and B2B E-Commerce Sales Combined with E-Procurement, in USD billion, 2019 & 2020
- Share B2B Organizations that Earn the Majority of their Revenue from E-Commerce, in %, August 2020
- Share B2B SMBs that Saw an Increase in Online B2B Transactions Since COVID-19, in %, September 2020
- Value of B2B Payment Transactions, by Payment Method, in USD trillion, and Breakdown of B2B Payment Methods, in % of Total Transaction Value, 2021f
- Payment Methods Used For Recurring Purchases, by B2B and B2C and B2B-Only Companies, October 2020
- Breakdown of B2B Payments, by On-Time, Late, and Written-Offs, in %, Q1 2020
- Expected Changes in the Percentage of Overdue B2B Invoices Paid Late Over the Next 12 Months, in % of B2B Companies, Q1 2020
- Investment Priorities of B2B Organizations by 2023, in % of Commerce Leaders, August 2020
- Breakdown of B2B SMBs Operations, by Cross-Border and Local, in % of Total, December 2019 & September 2020
- Key Benefits of E-Commerce for B2B SMBS, in %, September 2020
- Share of B2B SMBs that Retained or Hired New Staff to Support their E-Commerce Operations Since COVID-19, and Share of Those Who Plan to Do So Over the Next Year, in %, September 2020
- Share B2B SMBs that Saw an Increased Demand for Goods on E-Commerce Marketplaces Since COVID-19, in %, September 2020
- Share of B2B SMBs that are Confident about their Businesses’ Perspectives, by Online and Offline Businesses, in %, September 2020
- Top 5 Drivers of Supplier Trust in B2B E-Commerce, in % of US B2B Buyers, September 2020
- Top 5 Drivers of Supplier Loyalty in B2B E-Commerce, in % of US B2B Buyers, September 2020
3.3.Canada
- Investment Priorities of B2B Organizations by 2023, in % of Commerce Leaders, August 2020
- Share B2B Organizations that Earn the Majority of their Revenue from E-Commerce, in %, August 2020
- Breakdown of B2B Payments, by On-Time, Late, and Written-Offs, in %, Q1 2020
- Expected Changes in the Percentage of Overdue B2B Invoices Paid Late Over the Next 12 Months, in % of B2B Companies, Q1 2020
3.4.Mexico
- Share of B2B Payments Value Made on Credit, in %, 2019 & 2020e
- Breakdown of B2B Payments, by On-Time, Late, and Written-Offs, in %, Q1 2020
- Expected Changes in the Percentage of Overdue B2B Invoices Paid Late Over the Next 12 Months, in % of B2B Companies, Q1 2020
4. Europe
4.1Â Regional
- Expected Online Sales Growth by 2023, in % of Leading Manufacturers, 2020
- Top 5 B2B Challenges to Achieve E-Commerce Ambitions, in % of Leading Manufacturers, 2020
- Share of B2B E-Commerce Platforms Operating Locally, and Operating Regionally, in % of Leading Manufacturers, 2020
- Breakdown of E-Commerce Solution Types Implemented, in % of Total, and Share of Centralized E-Commerce Solution in Homegrown Systems, in %, 2020
- Top Reasons for B2B E-Commerce Centralization, in % of Leading Manufacturers, 2020
- Top B2B Product Types Sold Online, in % of Leading Manufacturers, 2020
- Share of Turnover Generated via B2B/B2G Web Sales, in %, Compared to B2C Web Sales and EDI-Type Sales, by EU and Selected Non-EU Countries, 2019 & 2020
- Share of Enterprises Which Sold via a Website or Apps in B2B or B2G Commerce, in %, by EU and Select Non-EU Countries, 2015 – 2020
- Change in the Proportion of B2B Sales on Credit Compared to Pre-COVID-19, in % of B2B Companies, Q3 2020
- Top 20 European B2B Marketplaces, by Total Funding, July 2020
4.2.United Kingdom
- Share B2B Organizations that Earn the Majority of their Revenue from E-Commerce, in %, August 2020
- Investment Priorities of B2B Organizations by 2023, in % of Commerce Leaders, August 2020
- Breakdown of Ways of Interacting with Suppliers’ Sales Representative, by Various Stages, in % of B2B Buyers, July 2020
- Breakdown of Preferred Ways of Interacting with Suppliers’ Sales Representative, by Various Stages, in % of B2B Buyers, July 2020
- Maximum Order Value that B2B Buyers Would Purchase Through End-to-End Digital Self-Service and Remote Human Interactions for a New Product or Service Category, in %, July 2020
- Go-to-Market Sales Models Before and During COVID-19, in % of B2B Buyers, July 2020
- Sources of Revenue for B2B Companies Before and During COVID-19, in % of B2B Buyers, July 2020
- Share B2B Organizations that Earn the Majority of their Revenue from E-Commerce, in %, August 2020
- Share of Mostly or Fully Automated B2B Payment-Related Processes, by Payment Channel, in % of Senior Decision-Makers, April 2021
- Top Reasons Why B2B Buyers Switched to a New Supplier as a Result of COVID-19, in % of B2B Buyers, April 2020
- Top Aspects of the B2C Customer Experience Would B2B Buyers Like to See, in % of B2B Buyers, April 2020
4.3.Germany
- Investment Priorities of B2B Organizations by 2023, in % of Commerce Leaders, August 2020
- Channels Currently Used by Businesses for Purchasing, in % of Businesses, January 2021
- Channels Currently Used by Businesses for Purchasing, by Business Sizes, in %, January 2021
- Share of B2B Companies Using Social Media to Communicate with Clients, in %, August 2020
- Top Social Media Platforms B2B Companies Used to Communicate with Clients, in %, 2019 & 2020
- Share B2B Organizations that Earn the Majority of their Revenue from E-Commerce, in %, August 2020
- Payment Methods Offered, by All, New and Existing Customers, in % of B2B E-Commerce Companies, January 2021
- Payment Methods Offered, by Company’s Size, in % of B2B E-Commerce Companies, January 2021
- Methods Used to Process Payments Data from Different Channels and Service Providers, by Company’s Size, in % of B2B Omnichannel Companies, January 2021
4.4.France
- Share B2B Organizations that Earn the Majority of their Revenue from E-Commerce, in %, August 2020
- Investment Priorities of B2B Organizations by 2023, in % of Commerce Leaders, August 2020
4.5.Italy
- B2B E-Commerce Transaction Value, in EUR billion, 2019 & 2020
- B2B E-Commerce Digital Invoices, in billions, 2019 & 2020
4.6.Switzerland
- Shares of Enterprises Active in Various Business Relationships, incl. B2C, B2B, D2C, B2G, C2C, and G2C, in %, 2019 & 2020
- B2B Specific Functions Offered by Online Stores, in % of Online Retailers, August 2020
- Systems Used in B2B E-Commerce, in % of Online Retailers, August 2020
- Primary Objectives of Digital B2B Sales, in % of Online Retailers, August 2020
- Top B2B Areas Where Sustainability is an Issue, in % of Online Retailers, August 2020
- Share of B2B Companies Using Social Media to Communicate with Clients, in %, August 2020
- Top Social Media Platforms B2B Companies Used to Communicate with Clients, in %, 2019 & 2020
4.7.Austria
- Share of B2B Companies Using Social Media to Communicate with Clients, in %, August 2020
- Top Social Media Platforms B2B Companies Used to Communicate with Clients, in %, 2019 & 2020
5. Asia-Pacific
5.1.Regional
- Market Share of B2B E-Commerce, by Countries, in % of Total E-Commerce Market, 2020e
- B2B Payments Market Revenue, in USD billion, 2018 & 2025f
- Overview of Select B2B E-Commerce Marketplaces and Classifieds, June 2021
5.2.China
- Shares of B2C and B2B Cross-Border E-Commerce, in % of Total, 2016 -2025f
- B2B E-Commerce Transaction Value, in CNY trillion, and Year-on-Year Change, in %, 2015 – 2020
- Corporate Procurement Purchases E-Commerce Market Size, in CNY trillion, 2019 & 2022f
- B2B Cross-Border E-Commerce Export Goods Market Size, in CNY trillion, and Year-on-Year Change, in %, 2016 – 2025f
- Value of B2B Cross-Border E-Commerce Export Service Provider, in CNY trillion, and Year-on-Year Change, in %, 2016 – 2025f
- Value of B2B Cross-Border E-Commerce Export Online Transaction Service Provider, in CNY trillion, and Year-on-Year Change, in %, 2016 – 2025f
- Alibaba’s Revenue, by Source, in CNY million, and Year-on-Year Change, in %, 2019 & 2020
- Investment Priorities of B2B Organizations by 2023, in % of Commerce Leaders, August 2020
- Share B2B Organizations that Earn the Majority of their Revenue from E-Commerce, in %, August 2020
- Breakdown of B2B Payments, by On-Time, Late, and Written-Offs, in %, Q2 2021
5.3.Japan
- B2B E-Commerce Sales, in JPY trillion, and Penetration, in %, 2015 – 2019
- Share B2B Organizations that Earn the Majority of their Revenue from E-Commerce, in %, August 2020
- Investment Priorities of B2B Organizations by 2023, in % of Commerce Leaders, August 2020
- B2B E-Commerce Sales, by Sector, in JPY billion, 2017 – 2019
- B2B E-Commerce Penetration Rate, by Sector, in % of Sales, 2017 – 2019
- Overview of Select B2B Payment Platforms, incl. Fees Charged, June 2021
- Overview of JCB Activity on the B2B Payments Landscape Post-COVID-19, June 2021
5.4.India
- B2B Retail Market Size, in USD billion, FY 2019 & FY 2025f
- Share of Unorganized B2B Retail, in % of Total B2B Retail, July 2020
5.5.Oceania
- Share of B2B Purchasing Running Through Digital, Self-Service Channels, in % of Purchasing Professionals, June 2020
- Top Challenges with Current B2B Vendors, in % of Purchasing Professionals, June 2020
- Top Reasons to Prefer One Vendor to Another, in % of B2Â Purchasing Professionals, June 2020
5.6.Australia
- Share B2B Organizations that Earn the Majority of their Revenue from E-Commerce, in %, August 2020
- Investment Priorities of B2B Organizations by 2023, in % of Commerce Leaders, August 2020
5.7.Singapore
- Breakdown of B2B Payments, by On-Time, Late, and Written-Offs, in %, Q2 2021
5.8.Indonesia
- Breakdown of B2B Payments, by On-Time, Late, and Written-Offs, in %, Q2 2021
5.9.Hong Kong
- Share of B2B Companies that Perceived a Slow Down in Their Clients’ Invoice Payments over the past 12 Months, in %, Q2 2021
- Breakdown of B2B Payments, by On-Time, Late, and Written-Offs, in %, Q2 2021
- Share of B2B Companies that Did not Perceive Change in Payment Timing over the Past 12 Months, in %, Q2 2021
6. Latin America
6.1.Regional
- Share B2B Organizations that Earn the Majority of their Revenue from E-Commerce, in %, August 2020
- Investment Priorities of B2B Organizations by 2023, in % of Commerce Leaders, August 2020
6.2.Brazil
- Breakdown of Ways of Interacting with Suppliers’ Sales Representative, by Various Stages, in % of B2B Buyers, October 2020
- Maximum Order Value that B2B Buyers Would Purchase Through End-to-End Digital Self-Service and Remote Human Interactions for a New Product or Service Category, in %, July 2020
7. Middle East and Africa
7.1. Regional
- Overview of Selected B2B E-Commerce Marketplaces and Classifieds, January 2020
- Overview of Mastercard’s Activity Post-COVID-19, June 2021
- Overview of Visa’s Activity Post-COVID-19, June 2021
7.2. Saudi Arabia and UAE
- Overview of the Current State and Businesses’ Expectations in B2B E-Commerce, January 2021
- Product Types that B2B Companies Never Purchase Online, in % of Business Executives, January 2021
- Share of B2B Supply Orders Placed on Online Marketplaces, in %, January 2021
- Share of B2B Companies that Expect Higher Usage of E-Commerce in the Future, in %, January 2021
- Share of B2B Companies that Make their Purchases Primarily Online, in %, January 2021
- Share of B2B Companies that Make their Purchases Primarily Online, in %, January 2021
