When we discussed the state of eCommerce in business-to-business (B2B) markets a year ago, we noted that the disruption caused by eCommerce was less obvious than in consumer markets. Since then we have seen the level of interest, both enthusiasm and concern, increase. A quick look at the modest level of B2B online purchases might suggest that the impact is being over-hyped for most markets; however, we believe that such a conclusion would be dangerously inaccurate for many B2B suppliers.

In this white paper, Blue Canyon will examine the five distinct stages of the eCommerce buying process in B2B environments and provide insight on which critical elements require focus when developing a robust eCommerce strategy.