B2B Ecommerce Market

Market Overview

The global b2b e-commerce market size was valued at USD 7,432.12 billion in 2022 and is projected to reach USD 36,107.63 billion by 2031, registering a CAGR of 19.2% from 2023 to 2031.

Market Dynamics

B2B Marketplace is a sales channel that allows users to build their own store within some of the largest e-commerce platforms in the country. High business scalability, coupled with the best technology platform, higher traffic and sales volume, broad audience profiles, and partner in delivery, contributes towards revenue generated by the B2Bs e-commerce marketplace. It offers several benefits, some of which are listed below:

• Comparing products and prices from a single source is more convenient than spending time contacting each individual supplier
• There’s a level of trust as buyers transact exclusively with suppliers who are members of the platform
• Suppliers get an opportunity to advertise their products to a pool of relevant customers
• Searching for e-mails and e-stores to find and compare products and their respective suppliers entails a significant expense for buyers

A significant number of start-ups are entering into the B2B e-commerce space to leverage the opportunities and profits provided by these marketplaces. B2B is considered the fastest-growing e-commerce platform and presents a high potential for small and medium businesses. For instance, Moglix, a start-up for B2B e-commerce transactions, primarily focuses on digitally transforming the manufacturing sector’s supply chain in India. The company is supported by International Finance Corporation, Jungle Ventures, Accel Partners, and industrialist Ratan Tata.

Regional Analysis

North America is Expected to Dominate the Global Market During the Forecast Period Due to the Large Number of Vendors Present in the Region

Some of the key B2B marketplaces in the U.S. include Amazon, Alibaba, eBay, Global Sources, and Made in China. A recent survey of B2B vendors revealed that 57% of B2B organizations believe that e-commerce is shifting from offline to online, which is validated by the significant investments made by B2C giants such as Amazon, eBay, and Google. B2B e-commerce is a billion-dollar industry, and various companies are generating a significant amount of revenue through the marketplace. The below graph shows the revenue generated in 2015 by some of the key B2B companies located in the U.S.

Europe is a prominent consumer base for the e-commerce sector with its 20 national commerce associations. It includes the Greek e-commerce Association (Greece), e-Commerce Poland Chamber of Digital Economy (Poland), and KAUPPA.FI (Finland), among others. According to export.gov, in France, 20% of French business firms purchase via B2B online marketplaces. The below figure depicts the segment-wise share of B2B e-commerce in France.

Improving infrastructure facilities and the rising number of internet users are envisaged to propel the market growth in Asia-Pacific. The ubiquity of smartphones in the region contributes to the growth of the B2B e-commerce market. According to GSMA, smartphone users in Asia-Pacific reached 2.5 billion, and this momentum is expected to remain strong in the coming years.

Latin America is projected to witness significant growth in the global b2b e-commerce platform market during the forecast period, owing to the increasing number of internet users and rising social media user base. According to Internet World Stats, the number of Internet users in Latin America was around 417 million in 2018. B2B online transactions in Latin America have been growing considerably on account of the increasing shift of wholesalers and manufacturers from traditional systems to online platforms.

The Middle East and Africa region are expected to witness considerable growth in the B2B e-commerce market, owing to the region’s high spending potential as a result of a high per capita income. Additionally, constructive regulations related to e-commerce in the Gulf Cooperation Council (GCC) countries are likely to encourage the growth of the B2B e-commerce market in progressive economies.

Segmental Analysis

Based on category of supply, the global B2B Ecommerce is segmented into Office Supplies, FMCG, IT Products, Industrial, Manufacturing, Maintenance, Repair, and Janitorial and Sanitation. Office supplies dominate a significant portion, ensuring smooth day-to-day operations in corporate environments. FMCG (Fast-Moving Consumer Goods) in B2B caters primarily to retailers and bulk buyers, offering essential consumable goods. The IT products segment focuses on the provision of tech hardware, software, and solutions tailored for organizational demands. The industrial and manufacturing categories cater to the heavy-duty needs of factories and production units, providing machinery, equipment, and parts. Maintenance and repair offer specialized tools and services to ensure longevity and functionality of equipment. Lastly, the janitorial and sanitation category ensures businesses maintain a clean and hygienic environment, which is especially vital in the current health-conscious era.

Based on deployment, the global B2B Ecommerce is segmented into Supplier-Oriented, Buyer-Oriented, and Intermediary-Oriented. Supplier-oriented models prioritize vendors, enabling them to list products and directly interact with buyers, ensuring they have control over pricing and branding. In contrast, the buyer-oriented model shifts the emphasis to the purchasers, allowing them to post their requirements and invite suppliers to bid, ensuring they get the best deals and tailored services. Meanwhile, the intermediary-oriented approach serves as a bridge, where third-party platforms connect buyers and sellers, facilitating transactions and sometimes offering added services like payment processing or logistics support. Each model offers a unique perspective, underscoring the multifaceted nature of B2B Ecommerce interactions.

In the global B2B Ecommerce landscape, businesses typically employ two primary sales channels. The first is direct sales, where companies sell their products or services directly to other businesses through their own online platforms or websites, ensuring full control over the customer experience, branding, and pricing strategies. On the other hand, marketplace sales refer to transactions that occur on third-party B2B online platforms or marketplaces. These platforms host multiple sellers and provide them with an established customer base, infrastructure, and often streamlined payment systems. While direct sales offer a more personalized and brand-centric approach, marketplace sales provide the advantage of immediate access to a larger audience and reduced overheads. Both channels play a crucial role in the evolving B2B Ecommerce ecosystem.

Based on end-use industries, the global B2B Ecommerce is segmented into Automotive, Construction, Manufacturing, Information Technology, Telecom and Media, Transportation and Logistics, Retail and Distribution and Others.  The automotive sector leverages B2B e-commerce for sourcing parts, tools, and machinery, while the construction industry taps into online platforms to procure materials and equipment efficiently. Manufacturing firms turn to digital marketplaces to buy raw materials and sell finished products. The IT sector uses them for software, hardware, and service solutions trading. In the realm of telecom and media, businesses procure tech solutions and broadcast equipment. Transportation and logistics entities rely on B2B platforms to enhance freight management and supply chain operations. Retailers and distributors utilize online channels for bulk purchasing and global sourcing. These diverse applications emphasize the transformative role of B2B e-commerce across different industries.