B2B E-Commerce ⁽⁵⁾

Aaron West

B2B Account Management: In B2B the First Order Is the Start, Not the Win

In B2B, winning the first order is the start of the relationship, not the end of the sale. The real value sits in the years of reorders, expansions, and renewals that follow, which means the post-sale experience, account management, reordering, support, and the human relationship…

Aaron West

B2B Platforms and Integration: The Plumbing a Consumer Store Doesn't Have

A B2B store needs capabilities a consumer platform doesn't ship with: account-specific catalogs and pricing, multiple users per account with roles and approvals, quote and RFQ flows, terms-based checkout, and easy reordering. But the harder, less visible requirement is integration, the B2B store has to…

Aaron West

B2B Pricing and Quoting: Why There's No Such Thing as One Price

In B2B, there is rarely one price. The same product sells at different prices to different customers, set by negotiated rates, volume tiers, and contracts, and a large share of B2B sales begin with a quote rather than a price tag. A B2B store's pricing…

Aaron West

How B2B Buyers Actually Buy: The Process Your Store Has to Serve

A B2B purchase isn't a click, it's a process: a need gets identified, options get researched and compared, a specification gets set, a quote gets requested, an internal approval is sought, terms are agreed, an order is placed, and then it's reordered on a schedule.

Aaron West

B2B E-Commerce Is Not B2C With Bigger Orders

B2B e-commerce is selling to other businesses through an online channel, and the single most expensive mistake is treating it as B2C with bigger order values. The buyer is a professional spending someone else's money, the purchase usually involves several people and an approval chain,…