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The press is full of stories about the impact of e-commerce on the High Street but there is much less said about what it means for business-tobusiness (B2B) companies, where often the level of change can be just as profound. B2B companies need to embrace e-commerce as it represents an opportunity to significantly improve profitability, but doing so takes far more than just launching a web ordering portal. It requires an approach that integrates e-commerce with the rest of the business. This article describes some of the challenges, the solutions and the potential benefits of undertaking such a change.