B2B model conquers e-commerce business


The findings of the latest “B2B e-commerce NOW” report, commissioned by the Chamber of Digital Economy, confirm that over 90 per cent of companies offering products, services, and solutions to businesses are planning to develop e-commerce channels. Already 41% of companies are now active in this market and consider their entry into this area of business to be a success, with one in four companies obtaining more than 80% of their revenue from e-commerce.

The “B2B e-commerce NOW” study shows that the pace of digitalisation of the B2B market is steadily increasing, with as many as 41% of companies selling via e-commerce platforms. Moreover, a quarter expect a significant increase in revenue from this channel (above 20%) over the coming year. B2B customers expect constant access to offerings as well as efficient and personalised service, similar to what they are used to when buying consumer products. Covid restrictions and limitations have also become a factor important to the growth of this market.

The title of this report, “B2B e-commerce NOW”, says it all about the condition of the Polish e-commerce sector aimed at the business customer. The impressive results of this survey show that we’re at an extremely important time for business. The market is growing very fast, customers expect change, and companies see the benefits of developing online retail platforms, also for B2B products and services. Here and now! To expand their reach and enter new markets – including foreign ones, reach new customers, reduce service costs, and increase margins and revenues. That’s why the e-Chamber intends to continue educating Polish e-entrepreneurs and support them in building business relations so that they can reach beyond the borders of our country – said Patrycja Sass-Staniszewska, President of the Board of the e-Chamber.

A recipe for success

As many as 95% of companies see positive effects of launching online sales, and most companies, on average 3.86 (on a 1-5 scale), consider it a success. The benefits most frequently cited by companies are increased scale of operations and turnover, higher efficiency and profitability, and more efficient order processing. As many as 84% of the companies surveyed believe that e-commerce is an opportunity for the development of Polish online exports, and as many as every fourth company takes advantage of this opportunity. Another 5% are considering venturing into foreign markets through e-commerce later this year.

 The direction is B2B sales digitalisation

Although the degree of digitalisation of Polish B2B companies varies greatly, only 10 per cent do not intend to develop e-commerce. In contrast, almost 90% agree that modern and digital solutions, which take the sales process to a new, higher level of understanding and servicing the customer, are becoming a key success factor. This particularly applies to automation, e.g. in the area of order placement or stock control and management. Expanding the product range, integrating sales channels with social networks, and online positioning were identified as key areas for development.

B2B e-commerce growth blockers

The survey also looked at the challenges companies face when implementing e-commerce solutions for the B2B model. The most frequently cited negative effects of implementing this sales channel are increased IT costs and the need to hire experts whose services are becoming increasingly costly. E-businesses are worried about challenges such as effectively breaking through with their offerings, fierce competition, or competing by cutting prices. They also pay particular attention to issues related to their customers’ cyber security.

The share of B2B e-commerce is growing rapidly and will accelerate further in the coming years. Many manufacturers and distributors are undergoing digital transformation and becoming involved in e-commerce – nationally and internationally, which is an enormous opportunity for them to keep growing.

The partners of this year’s “B2B e-commerce NOW” report, supporting the initiative with their subject matter expertise, are Allegro, Tpay, and Przelewy 24.

Contact for the media

Marta Zagożdżon


E-mail: rzecznikprasowy@eizba.pl

About the Chamber of Electronic Economy

The Chamber of the Electronic Economy represents and supports the interests of companies involved in the electronic commerce market in Poland, with particular support for those being members of the e-Chamber. The mission of the e-Chamber is the development of the Polish digital economy sector through cooperation, exchange of know-how, legislative actions, and strong and effective representation of common interests in the dialogue with the institutions of the Polish government administration, the European Union, as well as non-governmental organisations both in Poland and abroad.

The main objectives of the Chamber of the Electronic Economy are:

  • to represent and support the business interests of companies operating in the electronic commerce market in Poland, with particular support for those being members of the Chamber,
  • to develop the various economy branches at home and in Europe through the use of technological, information, and communication (ICT) innovations, including the Internet, as well as hardware and software and their practical applications in business,
  • to support entrepreneurs by providing knowledge (know-how) and technological solutions,
  • To support the public in using digital solutions.