Oracle Commerce Cloud is trending with its revolutionary eCommerce tool where one can setup sites with both B2C and B2B selling capabilities. Although B2C selling would seem simplistic, B2B poses lot of challenges. I present Oracle Commerce Cloud B2B challenges and complexities from perspective of vendors, customers and eCommerce tool. All in all this post is targeted to vendors implementing Oracle Commerce Cloud B2B and focus on areas that will provide enhanced buying experience to business accounts. Consequently this is bound to increase business.
Oracle Commerce Cloud B2B Complexities
An eCommerce B2B selling is much more complex than B2C selling. Firstly the process is more elaborate in selecting prospective vendors, since buyers might be consulting multiple B2B sellers. There might be several buyer contacts involved in selection and decision making. Secondly, the size of purchase can be much bigger, and winning a deal would mean recurring business for the business. Below process explains the comprehensive process that a procuring organization goes through, as presented by Gartner.
Recently Oracle has come up with “smartercx” website exclusively for eCommerce. Since, Oracle has recently renamed Oracle Commerce Cloud to CX Commerce. Refer this Oracle post on differences between b2c and b2b.
B2B Challenges and Benefits over B2C
In addition to more decision makers, competition, order size and complex process in B2B buying, there is a focus for selling to retain a business account. As a result, this poses several challenges to vendors. Foremost, in modern times, it becomes essential to provide eCommerce with B2B features. Naturally, Oracle Commerce Cloud B2B is a competitive player here. Next, the selling organization must give competitive prices based on B2B customer relation, purchase history and quantity. Therefore, the price brackets should accommodate these factors & present variable costs. As a result, this will ensure custom retention, and increase profits for new accounts.
There are multi-fold challenges to business in implementing B2B eCommerce. The challenges spans to several areas of ERP, Marketing, eCommerce and Technology. Specifically the areas of Planning, Inventory, Pricing, Sales, Catalog Images, Product Content, eCommerce Tool, Promotions and more. As a result the vendors need to adopt an aggressive eCommerce strategies, and align all these functions in order to make B2B procurement process easy for customers.