B-to-B E-Commerce Revenue to Double in 2000 and Triple in 2001
More than four in ten (44%) sites that sell online are profitable today from Internet revenues compared to only one-fourth (25%) of those that do not sell online. Professional services are in the middle of the two (32%). Four in five B-to-B marketers are integrated companies that sell both online and offline. Unlike the world of B-to-C online, only one in three B-to-B websites is actually designed to accept orders online at the website.
For the majority, the goal of the Web presence is to stimulate and support a relationship that is also largely conducted offline. While it may run contrary to expectations, the Web is often used as a tool for stimulating personal staff contacts.
Many B-to-B situations require a high level of personalized service such as developing custom parts for manufacturing, and negotiating price and service relationships. Unlike B-to-C, where off-the-shelf products are heavily packaged and pre-priced, the world of B-to-B is highly negotiated, and personal customer service is still highly valued.