ShutterstockRecently, I wrote about how companies are adopting a direct-to-consumer (B2C) strategy to grow their businesses, thus bypassing the wholesale/retail (B2B) relationship. But what about companies that are in the B2C space and want to expand into the B2B channel? B2B companies were initially slow to adopt eCommerce, but now the B2B market segment is expanding faster than B2C due to eCommerce growth. Forrester Research estimates that by 2020, B2B eCommerce will be more than double the size of the B2C eCommerce market. Because B2B transactions tend to be larger and vendor relationships longer-lasting, B2B companies must rely more on relationships and partnerships to expand into new markets.

Source: Forbes June 23, 2017 18:11 UTC