KPI (key performance indicators) or key success indicators are important for measuring efficiency of B2B ecommerce. On one hand, they create a clear image of the affect that eCommerce has on the whole business, but at the same time they help in recognizing strengths i.e. weaknesses of your online business much easier. Also, B2B eCommerce KPI significantly helps in defining a future business strategy.
So, what does B2B eCommerce KPI actually relates to? Key success indicators in a B2B web shop include data like turnover range, CR (conversion rate), average value of eCommerce orders and the rate of keeping visitors. The KPI you choose have to be in accordance with your eCommerce goals and your business goals in general.
For example, practice has shown that cost savings, the increase of efficiency and client satisfaction are some of the most important issues for B2B ecommerce companies in 2019. Is your goal a higher rate of client satisfaction?
Then B2B eCommerce KPI such as the rate of keeping visitors or repeated visits can indicate the level of satisfaction of your clients. If your goal is increasing sales, focus on a KPI like the number of online orders and the average order value.
In order to help you manage your online sales channel more easily and efficiently, we give you on overview of the top 6 B2B eCommerce KPI, i.e. key business indicators.
B2B eCommerce KPI 1: The rate of keeping visitors in a B2B web shop
This key indicator of success indicates the ways you can improve the user experience in your B2B eCommerce. Because a pleased client will surely buy from the web shop again.
For a great number of B2B companies, eCommerce is still an alternative to “classical” sales channels.
That’s why many of them want to analyse when and for what reasons clients “switch” to the online sales channel.
For example, if certain buyers start ordering products or services online more often, it can mean only one thing. B2B eCommerce fulfils their expectations and needs. On the other hand, if clients switch back to offline ordering after some time, it is a clear indicator that a B2B web shop needs improvements.