Organisational resistance and channel conflict cited as top B2B commerce challenges

Digital River, Inc. has announced the availability of a new white paper on the important factors to consider in managing global business-to-business (B2B) commerce channel initiatives. The complimentary copy of the white paper, entitled Conquering the B2B Commerce Challenge, is now available at

"In our work with companies around the world, we find many companies' B2B solutions are lagging behind their B2C counterparts, but we expect this trend to change rapidly during the next few years," said Jim Wehmann, Digital River's senior vice president of global marketing.

"The internal and external pressure on companies to better serve their business buyers, control costs and improve margins is driving the B2B adoption of many of the techniques, technologies and tools that have made B2C e-commerce a rich and seamless experience. Channel conflict, internal and external resistance, and the complexity of the B2B environment are only temporary obstacles to this adoption. Our key advice to companies is now is the time to build a solid, sustainable B2B e-commerce strategy."

Readers of Digital River's recently released white paper will gain insight into how B2B commerce is evolving along with the changing nature of business buyers and the pervasive impact of the global online ecosystem. The paper also covers best practices in B2B commerce, techniques for managing channel conflict as well as key considerations for any business looking to add a "direct-to-business buyer" sales channel. 

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