Implementing e-commerce projects in the B2B industrial sector is a challenge requiring not only technological knowledge but also an understanding of the industry’s specifics, business processes, and client needs. Based on our values and experience, we effectively support clients at every stage of their digital transformation.
Below, I present tips from the perspective of a project leader on the side of the implementing company, which will help achieve success and create a smoothly operating sales platform.
1. Understanding the specifics of the industry and the client
Every industry has unique processes, products, and requirements. A profound understanding of the Client’s business, their sales model, and expectations towards the e-commerce platform is crucial. We should focus on partner collaboration and an individual approach, which allows us to better tailor solutions to real needs.
An in-depth analysis of the client’s business processes helps identify key decision points, interdepartmental connections, and specific requirements regarding order fulfillment, logistics, and communication. Understanding the organizational structure enables the identification of roles and responsibilities, which is essential when planning the implementation and managing change within the company.
Analyzing the sales cycle in the B2B industry – often complex, multi-stage, and involving many stakeholders – allows adapting the platform to real scenarios of customer service, quoting automation, or negotiation of commercial terms. Identifying specific industry challenges, such as custom products, long decision-making processes, legal requirements, or integrations with legacy systems, as well as ERP, PIM, WMS, or CRM, which affect the platform’s architecture and functionalities.
A crucial stage is organizing workshops with the client, during which the customer journey is jointly mapped, touchpoints with the platform are analyzed, and the needs and expectations of end-users are identified. This is complemented by a competitor analysis, which helps define advantages and find inspiration to build unique functionalities.
2. Transparent communication and change management
Implementing new solutions requires changes in the organization. It is important to clearly communicate project goals from the beginning, engage key stakeholders, and educate the team. Project managers on both sides, both the Client and the implementing company, should emphasize open communication and building trust, which minimizes resistance and increases the engagement of all involved parties.
3. Phased implementation approach
Complex projects should be divided into smaller stages, such as MVP and subsequent iterations. This allows for faster initial results and flexible reactions to changing needs. The implementing company should support clients in planning the implementation roadmap and prioritizing further functionalities. The goal is to launch a smoothly operating solution as quickly as possible, bringing value to both end customers and employees. The remaining ideas for platform development are spread over time to effectively manage the budget and the growing list of change proposals.
Immediately after deployment, we receive market feedback, which often brings new ideas and improvement proposals. We manage them because they may turn out to be more valuable to implement first, above tasks originally planned for subsequent stages of the project.
4. Validating the platform’s business assumptions
Every implementation stage should be preceded by testing – both technical (automated and manual) and business. Verifying the original business assumptions of the project is crucial. Quickly bringing the B2B platform to market makes it possible to gather valuable feedback from end-users, confirming whether the implemented solution actually delivers the assumed value. Additionally, this approach helps identify new needs and ideas for development that can be addressed in subsequent stages of the platform’s evolution.
The project’s success does not end with launching the platform. Ensuring post-implementation support, monitoring system performance, and developing it according to market needs is crucial. The implementing company should offer long-term care and consulting, helping clients achieve their next business goals.
Effective e-commerce implementation in the industrial B2B sector requires not only technology but, above all, business understanding, good communication, and flexibility. Collaborating with a trusted partner allows navigating the entire process smoothly and safely, achieving measurable business benefits.