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  4. > Future of B2B Online Retailing : The Global B2B eCommerce Market Will Reach $6.7 Trillion by 2020

Key Findings of the Study

The global online business-to-business (B2B) market is expected to reach $ x trillion by 2020, twice the estimated B2C market potential ($ x trillion).
China is expected to emerge as the largest online B2B market, with an estimated potential of $ x trillion by 2020, closely followed by the United States, with an estimated online B2B market value of $ x trillion.
The manufacturing sector is emerging as an important contributor to B2B transaction volume in the United States and the United Kingdom. Over x % of the total B2B transactions in these two regions were generated by manufacturing industries in the top x sectors transacting online: automotive, pharmaceutical, and logistics.
Rapid proliferation of connected devices and connectivity is the main driver transforming traditional business practices. Government surveys on national business activities reveal that x % of small businesses and x % of medium-sized businesses had Web capability in 2012 (based on UK and EU data only).
Driven by the Mega Trend of Connectivity and Convergence, the use of mobile channels is finding rapid traction in the B2B operations of large businesses. Established B2B networks have revealed nearly 90% increase in visits from mobile devices from 2012 to 2013.
The best implementation cases of B2B show an average of x % increase in the order value of goods and a x % reduction of operational costs in the procurement activities of businesses (over a gestation gap of one year from implementation).
The B2B marketplace is dominated by industry-sponsored marketplaces and consortia-led exchanges thriving on low-cost Internet platforms and harnessing the value proposition of collective bargaining/selling. In recent years, businesses have started their own independent B2B markets focusing on migrating specific services such as aftermarket, support or lead generation to online platforms.
Businesses are buying more than selling online. While x – % of businesses look to online platforms for buying goods, less than x % have adopted them to sell their own products (based on UK and EU data only). This implies a need for more seller-driven B2C-type open public networks such as Alibaba and Amazon, which can provide more visibility and storefront capabilities to sellers.
The future of B2B online retailing is expected to become more congregational, with social media making inroads into online retailing with its undisputed reach and multiplier effect. Close to x % of businesses in the United Kingdom use social media actively in selling and purchasing goods online.
B2B eCommerce platforms, in addition to reducing operational costs, are also proving to be a new, additional source of revenue for large manufacturers. Most manufacturers are charging a premium for exclusive membership to their private consortiums and platforms. Through such models, companies are able to generate close to x % as revenue from each B2B transaction gross merchandize value (GMV).

Table Of Contents

Future of B2B Online Retailing : The Global B2B eCommerce Market Will Reach $6.7 Trillion by 2020
Executive Summary 4
• Key Findings 5
• Sample Slides 8
Research Scope and Methodology 22
• Research Methodology 23
• Definition and Scope 24
Global Online B2B Market 25
• Online Activity of Enterprises in Key Economies 26
• Businesses Buy, More than Sell, Online 29
New B2B Omni-Channel Links 30
• B2B eCommerce Demands Omni-Channel Links 31
• Leveraging the Mobile Platform: Case Study—eBay Motors App 32
• Social Commerce as New Business Model 33
Types of B2B Relationships 36
• Types of B2B Business Models 37
o Single-Firm-independent Model, Private Networks, Industry Consortiums, Public
Marketplaces (Case studies) 39
• Comparison of B2B Business Models 50
• Revenue Streams in B2B eCommerce Models 51
• Comparison of Models by B2B GMV Contribution 52
Unique B2B Practices 54
• Cisco Connection Online Model 56
• Dell Corporation Build-to-Order Model 57
• Boeing After-sale Online Model 58
• FordDirect.com Social Media Referral-based Model 59
• Dealerscoupons.ca Service Aggregation Model 60
• Yahoo, Netscape, BMW Small Business Services Online 61
Strategic Insights and Final Recommendations 62
• Aspects of a Comprehensive B2B eCommerce Strategy Implementation 63
• Advantages of Implementing a B2B eCommerce Strategy 64
• Challenges in Implementation 68
• Strategic Recommendations 72
• Best Practices 73
Last Word—Key Influencers of Online Research and Sales 74

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