1、The Definitive Guideto B2B E-commerceBuyer Demandsin 2024Original industry researchIn association withThe Definitive Guide to B2B E-commerceBuyer Demands in 2024Foreword2The Definitive Guide to B2B E-commerce Buyer Demands in 20241A word from our partners:the B2B eCommerce Association3A word from ou

2、r partners:Greenwood Consulting4A word from our partners:OroCommerce4Executive Summary5Methodology65 key takeaways7Part 1-B2B trade isnt moving online its already there8Part 2-Challenges at the checkout11Part 3-The credit they deserve:payment terms and settlementmethods drive buyer loyalty and conve

3、rsion rate13Part 4-Deal-breakers and deal-makers:how to give your buyerswhat they want in 202417About Hokodo21About our partners22Foreword 1 Forrester,Predictions 2024:Exploration Generates Progress Harvard Business Review,B2B Sales Culture Must Change to Make the Most of Digital ToolsB2B buyer beha

4、viours and demands are in a state of flux.As digitally savvy Millennials and Gen Zers become the predominant groups in the workforce,theres a growing expectation for online and omnichannel procurement experiences that reflect the effortlessness of B2C e-commerce.To put some numbers to it,Forrester p

5、redicts that buyers aged 25-44 will make up 75%of B2B buying teams this year,while Harvard Business Review estimates digital natives to comprise more than three quarters of the workforce by 2025.At Hokodo,weve spent the past six years developing solutions that address one of the most urgent needs of

6、 B2B e-commerce sellers:the ability to offer flexible payment terms,instantly,at the point of need,even on a customers first purchase.As B2B trade continues to shift rapidly in the direction of digital preference,it has become evidently clear that the problems extend far beyond just payment terms.Fo