B2B Ecommerce In 2025
B2B eCommerce is growing in popularity due to the potential for boosted AOV and lifetime customers. This article takes a look at what makes B2B special.
Published March 18, 2025.
B2B eCommerce continues to grow in momentum and popularity in 2025. eCommerce has previously been perceived as a purely B2C channel, but this is not the case. B2B companies are often making huge percentages of their profits through B2B channels, and this is set to grow. Avoiding B2B marketing in 2025 is missing out on an important revenue opportunity.
B2B vs B2C
So what’s the difference between B2C and B2B eCommerce? B2C differs from B2C in terms of audience, buying behaviour and complexity of transactions.
B2C: Business To Customer
B2B: Business To Business
B2C sales focus on individual consumers making judgements based on emotions that can happen quickly and without prior thought. B2C sales however require:
The buying process for B2C often involves elements that B2C doesn’t, for example:
A structured process
Contract approvals
Integration with systems
The result of this is that B2B sales can be higher in value, and can result in longer term relationships. This is ideal for a business looking to increase its regular revenue.
Some of the ways that businesses can ensure that B2B is properly supported is through offering:
Self-service options
Platforms with integrate with procurement, inventory and ERP solutions
As we can see, the effort put into ensuring you have a smooth B2B service is not small. However, if done well, the benefits are huge.
Advanced eCommerce Personalization
Fast Simon’s technologies can take your personalization efforts to the next level.
Optimizes product collections by sales data
Uses AI to deliver relevant results
Helps customers find complementary products
Key Features Of B2B
A Different Audience
As with any eCommerce solution, you need to know your audience. When it comes to B2B, these customers are:
Businesses
Wholesalers
Procurement teams
This demographic, as opposed to individual customers, has very different needs. Furthermore, these groups will be working in accordance with other company members such as the finance department, stakeholders, procurement and management.
Making sure that all of these people are satisfied is crucial, as this can lead to a longer term relationship.
Sales Cycle
With B2C, sales cycles can be short and sometimes unpredictable based on current trends and other factors. B2B on the other hand, is a long and complex sales cycle. There are needs for approvals, negotiations and contracts.
Purchases are only made at the point where product specifications are specified, demos have been shown and case studies have been proven.
Order Size
As a result of the background work, and the need for a stable and efficient purchase, B2B sales sizes tend to be bigger. Pricing is not fixed, it’s negotiated based on the client, contract and solution. This can be edited as time goes on, as B2B can be seen as more of a partnership than an individual sale.
Personalization
B2B sales end up being more personalized than B2C sales. AI backed personalization can offer purchasing deals that increase AOV whilst benefiting the buyers company. AI can also offer recommendations for specific items to bring benefits to both customer and merchant.
AI In B2B eCommerce
Just as with most areas of the eCommerce world, AI is taking a front seat. Two thirds of B2B enterprises are already using AI in their strategy. Some of the use cases for AI in eCommerce are:
Scaling revenue
Personalized buyer experience
Managing inventory
Enhancing product search
Strengthening data security
Improving website & mobile app importance
All of these functions are so useful in terms of ensuring that B2B clients are offered a superior experience. Using AI in this way improves customer experiences, and drives revenue and efficiency.
Let’s take a look at some AI use cases:
Dynamic Pricing: AI adjusts pricing in real-time based on relevant factors
Predictive Analytics: AI forecasts demand, helping optimize product inventory and stock
Personalization: B2B clients expect personalization just as much as B2C
AI Search: Site search requires NLP at a minimum to be efficiency in 2025
AI Chatbots: Providing quick and constant support to businesses who may be investing a lot
Augmented Reality: Can provide physical demonstrations of products
Businesses that embrace AI now will be set on a good path for moving forwards with the trends as time progresses. AI is set to be huge in B2B sales, just as in every other element of the eCommerce world.
Conclusion
B2B sales have many benefits, and there is a reason that more businesses are considering catering to the B2B market. Having regular sales assured, and higher numbers along with these are a great reason to invest in the B2B market in 2025.
