Study / Report

Create A B2B E-Commerce Plan That Wins Over Customers, Partners, And Colleagues

Getting it right from the start


Building a world-class B2B e-commerce business requires that digital business professionals define and prioritize key issues, allocate scarce resources, and avoid costly missteps. This report explores how B2B companies create industry-leading experiences by addressing five strategic issues:

  • performing effective customer segmentation,
  • adopting proper differentiation,
  • defining clear goals,
  • allocating sufficient resources,
  • and cultivating a culture of excellence.


This is an update of a previously published report. Forrester revised this edition with new data and customer examples for continued relevance and accuracy.


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