1.
#ecommB2B

2.
QUÉ OS VOY A CONTAR
#ecommB2B | Pablo Renaud

3.
QUÉ OS VOY A
CONTAR
CONTEXTO / OPORTUNIDADES
TENDENCIAS
EJEMPLOS
CONCLUSIONES
#ecommB2B | Pablo Renaud

4.
TEST DE CONOCIMIENTOS

5.
#ecommB2B | Pablo Renaud

6.
#ecommB2B | Pablo Renaud
EVOLUCIÓN

7.
#ecommB2B | Pablo Renaud
EVOLUCIÓN
2000

8.
#ecommB2B | Pablo Renaud
EVOLUCIÓN
2019

9.
#ecommB2B | Pablo Renaud
EVOLUCIÓN
2000 2019
Mi primer
proyecto
ecommerce
B2B

10.
#ecommB2B | Pablo Renaud
EVOLUCIÓN
2000 2019
DIA D
6 MAR 2000
Mi primer proyecto ecommerce B2B
SECTOR FARMA

11.
#ecommB2B | Pablo Renaud
EVOLUCIÓN
2000 2019
DIA D
6 MAR 2000
DIA D+1
CIERRE DEL PROYECTO

12.
EVOLUCIÓN
2000 2019

13.
#ecommB2B | Pablo Renaud

14.
#ecommB2B | Pablo Renaudhttps://www.ebolution.com

15.
¿PREGUNTAS?
•Ronda de Q&A
•Usar #ecommB2B  Mesa redonda
#ecommB2B | Pablo Renaud

16.
B2C B2B
Un comprador Un conjunto de decisores
Precios fijos * Precios para cada cliente
Pago al momento Esquemas complejos de pago, crédito
Stock disponible, rápido Planificación de suministro
Compras de baja frecuencia Compra recurrente, planificada
Poca fidelidad Relaciones a largo plazo
Impulso, gusto, deseo Parte del trabajo
El consumidor es el que compra Acuerdos entre empresas, múltiples roles
Proceso de pedido simple Proceso de pedido complejo
Catálogos simples Catálogos amplios/complejos

17.
Statista. Global B2B e-commerce gross merchandise volume (GMV) from 2013 to 2017,
by region (in billion U.S. dollars).
Accessed February 6, 2019.
Available from
https://www.statista.com/statistics/705614/global-b2b-e-commerce-gmv-región/

18.
#ecommB2B | Pablo Renaud

19.
#ecommB2B | Pablo Renaud
9.7%
10.4%
11%
11.5%
12%
12.6%
13.1%
0.0%
2.0%
4.0%
6.0%
8.0%
10.0%
12.0%
14.0%
2015 2016* 2017* 2018* 2019* 2020* 2021*
Shareofsales
E-commerce share of total B2B sales in the United States from 2015 to 2021
Share of U.S. B2B sales via e-commerce 2016-2021

20.
#ecommB2B | Pablo Renaud
84%
16%
79%
21%
0.0%
10.0%
20.0%
30.0%
40.0%
50.0%
60.0%
70.0%
80.0%
90.0%
Yes No
Shareofrespondents
Distributors Manufacturers
B2B professionals in the United States who expect to spend more on e-commerce in 2019
U.S. B2B professionals who expect to spend more on e-commerce in 2019

21.
#ecommB2B | Pablo Renaud
2.7%
59.5%
29.7%
2.7%
5.4%
0.0%
10.0%
20.0%
30.0%
40.0%
50.0%
60.0%
70.0%
0-1 2-3 4-7 8-10 More than 10
Shareofrespondents
Number of B2B sites researched prior to making a purchase according to B2B buyers in the
United States as of 1st quarter 2018
B2B sites researched prior to purchasing according to U.S. buyers 2018

22.
#ecommB2B | Pablo Renaud
27.3%
9.1%
0%
9.1%
0% 0%
9.1%
0%
18.2%
27.3%
0.0%
5.0%
10.0%
15.0%
20.0%
25.0%
30.0%
1-10% 11-20% 21-30% 31-40% 41-50% 51-60% 61-70% 71-80% 81-90% 91-100%
PercentageofsalesWhat percentage of sales do you currently transact through your e-commerce channel?
Share of U.S. B2B sales transacted through e-commerce channel 2017

23.
OBJECIÓN
BAH, ESO
SON DATOS
DE EEUU

24.
#ecommB2B | Pablo Renaud
35%
20%
15%
30%
0.0% 5.0% 10.0% 15.0% 20.0% 25.0% 30.0% 35.0% 40.0%
Six months or less
6 months to 1 year
1 year to 2 years
No plans to launch
Share of respondents
How soon will manufacturers in the United States without a B2B website build one?
Plans for B2B e-commerce website according to U.S. manufacturers 2018

25.
#ecommB2B | Pablo Renaud
78.4%
36.5%
28.4%
24.3%
16.6%
0.0% 10.0% 20.0% 30.0% 40.0% 50.0% 60.0% 70.0% 80.0% 90.0%
Amazon Business
Alibaba
ThomasNet
Global sources
Wholesale Central
Share of respondents
B2B marketplaces used to research and purchase B2B products according to corporate buyers
in the United States as of June 2018
Marketplaces used by U.S. B2B buyers to research & purchase products 2018

26.
#ecommB2B | Pablo Renaud

27.
#ecommB2B | Pablo Renaud

28.
#ecommB2B | Pablo Renaud
https://www.thomasnet.com/

29.
#ecommB2B | Pablo Renaud

30.
#ecommB2B | Pablo Renaud
FABRICANTES
CHINOS
VERIFICADOS

31.
#ecommB2B | Pablo Renaud

32.
https://info.mirakl.com/the-next-generation-of-b2b-buying

33.
#ecommB2B | Pablo Renaud
Consolidación de marketplaces B2B verticales
*Canales indirectos
TENDENCIAS

34.
#ecommB2B | Pablo Renaud
TENDENCIAS
Frente a los grandes marketplaces generalistas,
aparecen los marketplaces verticales B2B,
impulsados por los diferentes actores
de la cadena de valor de la distribución.

35.
#ecommB2B | Pablo Renaud
TENDENCIAS

36.
#ecommB2B | Pablo Renaud
TENDENCIAS
#ecommB2B | Pablo Renaud
TENDENCIAS

37.
#ecommB2B | Pablo Renaud
TENDENCIAS

38.
#ecommB2B | Pablo Renaud
TENDENCIAS

39.
#ecommB2B | Pablo Renaud
TENDENCIAS

40.
https://www.mirakl.com/conrad-marketplace

41.
#ecommB2B | Pablo Renaud
TENDENCIAS

42.
#ecommB2B | Pablo Renaud
TENDENCIAS

43.
#ecommB2B | Pablo Renaud
TENDENCIAS

44.
#ecommB2B | Pablo Renaud
Personalización para mejorar la experiencia
TENDENCIAS

45.
#ecommB2B | Pablo Renaud
TENDENCIAS

46.
#ecommB2B | Pablo Renaud
TENDENCIAS

47.
#ecommB2B | Pablo Renaud
TENDENCIAS
#ecommB2B | Pablo Renaud
TENDENCIAS

48.
#ecommB2B | Pablo Renaud
TENDENCIAS
https://www.toolstop.co.uk

49.
#ecommB2B | Pablo Renaud
TENDENCIAS

50.
#ecommB2B | Pablo Renaud
TENDENCIAS

51.
#ecommB2B | Pablo Renaud
TENDENCIAS

52.
#ecommB2B | Pablo Renaud
TENDENCIAS

53.
#ecommB2B | Pablo Renaud
TENDENCIAS

54.
#ecommB2B | Pablo Renaud
TENDENCIAS

55.
#ecommB2B | Pablo Renaud
La irrupción del smartphone en el ecommerce B2B
TENDENCIAS

56.
#ecommB2B | Pablo Renaud
TENDENCIAS

57.
#ecommB2B | Pablo Renaud
TENDENCIAS

58.
#ecommB2B | Pablo Renaud
TENDENCIAS

59.
#ecommB2B | Pablo Renaud
TENDENCIAS

60.
https://www.ebolution.com/beer-and-food-desarrollo-ecommerce/

61.
https://es.slideshare.net/PabloRenaud/ecommerce-b2b-informe-de-tendencias-20182019

62.
#ecommB2B | Pablo Renaud
Nos vamos a la nube:
Se impondrán las plataformas B2B en cloud
TENDENCIAS

63.
#ecommB2B | Pablo Renaud
TENDENCIAS

64.
#ecommB2B | Pablo Renaud
TENDENCIAS
Rapidez de adaptación a las necesidades y al crecimiento
Obtención de las mejores prácticas, prevención de desastres
Control de los costes, escalabilidad, actualización “automática”
Se impondrán las plataformas B2B en cloud

65.
#ecommB2B | Pablo Renaud
La omnicanalidad se impondrá también en B2B
TENDENCIAS

66.
#ecommB2B | Pablo Renaud
TENDENCIAS

67.
#ecommB2B | Pablo Renaud
TENDENCIAS
#ecommB2B | Pablo Renaud
TENDENCIAS

68.
TRANSFORMACIÓN
A MARKETPLACE

69.
#ecommB2B | Pablo Renaud
EJEMPLOS
https://easysparesmarketplace.siemens.com

70.
#ecommB2B | Pablo Renaud
EJEMPLOS

71.
VERTICALIZACIÓN

72.
#ecommB2B | Pablo Renaud
TENDENCIAS
•Alibaba – Launched in 1999, this Chinese-company serves
millions of buyers and suppliers globally.
•ThomasNet – Leading online platform for B2B seller
discovery and product sourcing with over 500,000
suppliers
•IndiaMart – India’s largest B2B marketplace with over 3.5
buyers and a selling model similar to Alibaba.
•eWorldTrade – This US-based platform is the world’s
fastest growing B2B portal and services more than 220
countries.
•TradeIndia – India’s second largest marketplace with over 3
million registered users.
•DHGate – Online marketplace for wholesale consumer
products with about 1.2 million sellers globally and 10
million buyers.
•Amazon Business – Specific B2B portal for Professional
Sellers to reach business customers on Amazon.
•FGM Vendors – Online wholesale marketplaces that
operates like an online tradeshow.
•Wholesale Central – Largest wholesale directory of active
wholesalers and wholesale products since 1996.
•Joor – Largest wholesale marketplace for fashion with
155,000 retailers and 1,500 brands,
•Global Sources – A B2B media company that is a primary
facilitator of trade with Greater China using English-
language media. They have more than 1.5 million

73.
#ecommB2B | Pablo Renaud
EJEMPLOS
https://www.mercateo.es

74.
CANAL DE RELACIÓN
CON EL CLIENTE

75.
#ecommB2B | Pablo Renaud
EJEMPLOS

76.
RESUMEN
•Verticalización de marketplaces
•Foco en la personalización de la experiencia
•Foco indiscutible en el smartphone
•Migración a la nube de las platformas B2B
•La omnicanalidad también se impondrá en B2B
#ecommB2B | Pablo Renaud

77.
#ecommB2B | Pablo Renaud
Muchas gracias
Pablo Renaud
pablo@renaud.es
https://www.renaud.es/