德国B2B电子商务行业市场前景及投资研究报告-培训课件外文版2024.5阿里巴巴1688

INDUSTRIES

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MARKETSB2Be-commerceinGermanyCHAPTER

01OverviewBusiness-to-business(B2B)e-commerceGrossMerchandiseValue(GMV)forecastinEuropefrom2022to2025(inbillionU.S.dollars)ForecastB2Be-commerceGMVinEurope2022-20252,0001,8001,8171,6721,6001,4001,2001,0008001,5061,333600400200020222023202420254Description:Thebusiness-to-business(B2B)e-commerceGrossMerchandiseValue(GMV)inEuropeisforecasttogrowsteadilyfrom2022to2025.By2025,theB2Be-commerceGMVisestimatedtoreachover1.8trillionU.S.dollarsinEurope.

ReadmoreNote(s):Europe;2021Source(s):AgileIntelResearch;FundingroundsofB2Be-commercecompaniesheadquarteredinEuropebetweenNovember2022andMarch2023(in1,000euros)FundingroundsofB2Be-commercecompaniesheadquarteredinEurope2022-202370,00060,00060,00050,00040,00030,00020,00010,000035,00033,00018,500900300170Agriconomie(France)

October(France)Brigad(France)HectareAgritech*

BeamyLabs(Sweden)(UK)Grow-ID(Netherlands)WaandaGmbH(Germany)5Description:BetweenNovember2022andMarch2023,Frenche-commercecompaniesdominatedfundingactivityinthe(business-to-business)EuropeanB2Bsector.LatestfundingroundofthefintechstartupOctoberamountedto35millioneuros.Brigad,onlineplatformforemploymentinthehospitalitysector,followedwith33millioneuros.AgritechmarketplaceAgriconomieoutrankedotherplayers,asitslatestfundingroundwasworth60millioneuros.ReadmoreNote(s):Europe;*ConvertedfromBritishpoundsReadmoreSource(s):AdevintaASA;Dealroom.coEmergingB2Be-commercestartupcompaniesbasedinEuropeasofMay2022,bytotalfunding(inmillionU.S.dollars)B2Be-commercestartupsbasedinEurope2022,byfundingDisclosedfunding*inmillionU.S.dollars050100150200250300350400450Ankorstore(France)Choco(Germany)Akeneo(France)423275197Wasoko(Denmark)Everphone(Germany)Foodles(France)15210547Lendis(Germany)CollectivFood(UK)Tracktor(France)34221817MegaLoop(Germany)6Description:AlthoughGermanyhostsmostoftheemergingB2Be-commercecompaniesbasedinEurope,theFrenchwholesalemarketplaceAnkorstorehitthehighestfundingvalue,with423millionU.S.dollarsasofMay2022.BasedinPariswhereitwaslaunchedin2019,Ankorstoreconnectsretailersandindependentbrandsinover20countriesworldwide.ReadmoreNote(s):France,Germany,UnitedKingdom;asofMay2022Source(s):TracxnTechnologiesShareofcompaniesinGermanywhomakesonlinesalestocompaniesorgovernmentbodiesfrom2014to2022OnlinesalestocompaniesorgovernmentbodiesinGermany202220%18.5%18.3%18%16%14%12%10%8%17.2%16.5%14.5%13%12.4%11.8%11.1%6%4%2%0%2014201520162017201820192020202120227Description:In2022,around13percentofcompaniesinGermanysoldproductsonlinetoothercompaniesorgovernmentbodies.Thiswasanincreasecomparedtopreviousyears,butfigurespeakedin2016.

ReadmoreNote(s):Germany;2014to2022;Allcompanies,excludingthebankingsectorwithatleast10employeesSource(s):EurostatHowwellisyourcompanypositionedintermsofe-commerce?B2Bcompaniespositioninrelationtoe-commerceinGermanyin202145%42%40%35%30%25%20%15%10%5%33%17%5%2%0%VerywellWellAverageBadlyVerybadly8Description:In2021,around42percentofB2BcompanymanagersorprojectleadersinGermanysaidtheircompanywaspositionedwellwhenitcametoe-commerce.Peopleareincreasinglyturningtoonlinesolutionsduetotheconvenience,soitisimportantforcompaniestobeabletokeepupwiththeirdemands.Onlyfivepercentthoughttheircompanywasbadlypositioned.ReadmoreNote(s):Germany;April26toMay7,2021;125decidersorprojectmanagersfromB2BcompaniesSource(s):ECCKöln;IntelliShopHowwouldyoujudgethecurrenteconomicsituationofyourcompany?EconomicsituationofB2BcompaniesinGermanyinQ12023605450403023192010040VerygoodGoodAverageBadVerybad9Description:In2023,around54percentofB2BcompaniesinGermanyjudgedtheireconomicsituationasgood.23percentfelttheirsituationwasverygood.ReadmoreNote(s):Germany;February8to20,2023;208wholesalersandmanufacturersSource(s):Creditreform;ECCKölnInwhichofthefollowingareashasyourcompanyinvestedheavilyoverthelastfewmonths?InvestmentareasofB2BcompaniesinGermanyinQ12023Shareofwholesalersandmanufacturers0%

10%

20%30%40%38%50%60%DigitalizationofthesellingprocessSocialmedia53%Digitalonboardingand/oridentificationofbusinesspartnersContentmarketing33%30%Marketingautomation28%Riskmanagement25%Fraudpreventionindigitalbusiness23%10Description:Inthefirstquarterof2023,around53percentofB2BcompaniesinGermanyinvestedheavilyinthedigitalizationofthesellingprocessinpreviousmonths.Therewasalsoaninvestmentbyabout38percentofcompaniesinsocialmedia.

ReadmoreNote(s):Germany;February8to20,2023;208wholesalersandmanufacturersSource(s):Creditreform;ECCKölnCHAPTER

02FinancesEstimatedB2Be-commercerevenueofphysicalgoodsinGermanyfrom2017to2021,withaforecastfrom2022to2025(inbillionU.S.dollars)EstimatedB2Be-commercerevenueofphysicalgoodsinGermany2017-2025350313.2230025020015010050280.05251.37226.22204.27164.06122.97108.42201895.77201702019202020212022*20232024202512Description:InGermany,thesalesrevenueofbusiness-tobusiness(B2B)transactionsofphysicalgoods(e.g.carpartsorelectronics)wasvaluedat204.3billionU.S.dollarsin2021,upfromthepreviousyears.Afurthergrowthisforecastby2025,whentherevenuefromB2Be-commercesalesisexpectedtoreach313.2billionU.S.dollars.ReadmoreNote(s):2021Source(s):estimatesShareofbusiness-to-business(B2B)organizations'revenuecomingfromdigitalchannelsinGermanyinselectedyearsfrom2020to2024B2Borganizations'revenuesharefromdigitalchannelsinGermany2020-202460%50%40%30%20%10%0%57%43%30%202020222024*13Description:In2022,B2BcompaniesinGermanygotaround43percentoftheirrevenuefromonlinesales.By2024,thisfigureispredictedtoriseto57percent.

ReadmoreNote(s):Germany;2022Source(s):SalesforceResearchShareofbusiness-to-business(B2B)organizationsinvestingindigitalcommercechannelsinGermanyin2022,bychannelB2Bcompanies'investmentindigitalcommercechannelsinGermany2022Shareofrespondents0%10%20%30%40%50%60%70%Customerservicecenter,phone/mailorderWebsite61%53%52%51%49%SocialmediaThird-partymarketplacesPoint-of-saleThird-partydistributorsMobileapp44%42%Salesrepresentatives29%14Description:In2022,around61percentofB2BcompaniesinGermanywereinvestingincustomerservicecentersorphone/mailorders.Only29percentofcompanieswereinvestinginsalesrepresentatives.

ReadmoreNote(s):Germany;February2022;4,000commerceleadersSource(s):SalesforceResearchShareofenterprisesthatmakeB2BandB2Ge-commercesalesviaawebsiteinGermanyfrom2014to2021Germany:shareofenterprisesthatmakeB2B/B2Ge-commercesalesviaawebsite202120%18%18%18%16%14%12%10%8%17%17%14%12%12%11%6%4%2%0%2014201520162017201820192020202115/statistics/669732/share-of-enterprises-that-made-b2b-and-b2g-e-commerce-sales-via-a-website-germanyThisstatisticdisplaystheshareofenterprisesthatmadeB2BandB2Ge-commercesalesviaawebsiteinGermanyfrom2014to2021.In2021,12percentofenterprisesbasedinGermanymadeB2BandB2Ge-commercesalesthroughawebsite.

ReadmoreNote(s):Germany;2014to2021Source(s):EurostatShareofcompaniesinGermanyintheinformationandcommunicationsectorwithonlinesalestocompaniesorgovernmentagenciesfrom2013to2021OnlinesalesintheareaofinformationandcommunicationtocompaniesGermany202235%33%30%30%30%25%20%15%10%5%26%23%23%21%20%18%0%20132014201520162017201820192020202116Description:Around18percentofcompaniesintheGermaninformationandcommunicationsectorwereB2Bcompaniesthatmadeonlinesalestocompaniesorgovernmentagencies.Thiswasaslightdecreasecomparedtothepreviousyear.

ReadmoreNote(s):Germany;2013to2021;Companiesinthefieldofinformationandcommunication,excludingthebankingsector(withatleast10employees)Source(s):EurostatWhatshareofyourtotalsalesrevenuedoyoucurrentlyinvestintoe-commerce?ShareofinvestmentbyB2Bcompaniesine-commerceinGermanyin202240%34%35%30%25%20%15%10%5%18%16%13%10%10%0%0-5percent6-10percent11-20percent21-30percent31-60percentMorethan60percentShareoftotalsalesrevenue17Description:In2022,around34percentofB2BcompaniesinGermanyinvestedzerotofivepercentoftheirtotalsalesvolumeintoe-commerce.Roughly18percentofcompaniesinvestedbetween31and60percent.

ReadmoreNote(s):Germany;Q32022Source(s):ECCKöln;IntelliShopHowhighdoyouestimatetheshareofonlinebusinessinyourannualsaleswillbe?B2BcompaniesestimatedshareofonlinebusinessinGermany202220%18%16%14%12%10%8%19%17%12%11%11%10%10%9%6%4%2%0%<5%5%-9%10%-14%15%-29%30%-49%50%-74%75%-89%>90%18/statistics/1423685/b2b-companies-estimated-online-business-germanyAttheendof2022,almost20percentofB2BcompaniesinGermanyexpectedlessthanfivepercentoftheirannualsalestocomefromonlinebusiness.17percentofcompaniesexpect90percentormoreoftheirrevenuetocomefromonlinechannels.ReadmoreNote(s):Germany;October10toDecember9,2022;89companieswhouseonlinesaleschannelsSource(s):ibiresearchBywhatpercentagedoyouwanttoincreaseonlinesalesinthenextfiveyears?DesiredincreaseofonlinesalesforB2BcompaniesinGermany2022Shareofrespondents20%0%10%30%40%50%0%1%-25%1%46%26%-50%51%-75%76%-100%>100%22%6%10%15%19Description:In2022,around50percentofcompaniesinGermanywantedtheironlinesalestoincreasebyupto25percentoverthenextfiveyears.Roughly15percentofcompanieswantedtheirsalestoincreasebyover100percent.

ReadmoreNote(s):Germany;October10toDecember9,2022;87companieswhouseonlinesaleschannelsSource(s):ibiresearchWhatdoyoudotoincreaseonlinesales?MeasuresB2BcompaniestaketoincreaseonlinesalesinGermany2022Shareofrespondents0%10%20%30%40%50%60%70%70%80%Newoffersonproducts/expandingtheproductrangeMoreonlinesaleschannels70%Increaseofthemarketingexpenses52%DevelopmentofnewnationalmarketsNewrangeofservices50%40%Focusingonprofitablecustomers(customerlifetimevalue)Acquisitionofmarketsharesthroughtakeovers41%19%20/statistics/1423700/b2b-companies-online-sale-increase-measures-germanyIn2022,around70percentofB2BcompaniesinGermanyexpandedtheirrangeofproductsorintroducedoffersontheirproductsinordertoincreaseonlinesales.Aroundhalfofcompaniesfocusedonthedevelopmentofnewinternationalmarkets.ReadmoreNote(s):Germany;October10toDecember9,2022;90companieswhouseonlinesaleschannelsSource(s):ibiresearchWhatinvestmentplandoyouhaveforyouronlineshop?InvestmentplansofB2BcompaniesfortheironlineshopsinGermany2022Shareofrespondents0%10%20%30%40%50%60%70%67%80%SEO/SEARelaunch/replatformingProductdatamaintaneceSearchfunction/filterAddons/plug-ins57%53%49%49%Configurator47%Chatbots24%21Description:In2022,around57percentofB2BcompaniesinGermanyinvestedinrelaunchingorreplatforminginordertoimprovetheironlineshop.Almosthalfimprovedtheirsearchfunction.ReadmoreNote(s):Germany;October10toDecember9,2022;90companieswhouseonlinesaleschannelsSource(s):ibiresearchCHAPTER

03WebsitesandmarketplacesLeadingfeaturesofB2Be-commercesitesinGermanyin2023TopfeaturesofB2Be-commercewebsitesinGermany202350%47%45%40%35%30%25%20%15%10%5%34%30%29%29%27%0%OnlineavailabilityindicatorCustomerportalAbilitytoreprintinvoices

Mobileoptimizationofanddeliverynotes

theonlineshopFinancing/installmentpurchasesVirtualReality/AugmentedReality23Description:InGermany,business-to-business(B2B)companiesgaveinsightintothemostimportantfeaturesofB2Be-commercesitesin2023.Morethan45percentofB2Bbusinessesstatedthattheonlineavailabilityindicatorisvitaltohaveontheirwebsitetoselltheirservicesorproducts.Customerportalswasimportantforalmost35percent,whiletheabilitytoreprintinvoicesanddeliverynoteswasintegralforroughly30percentofB2Bcompaniesthatsellproductsdigitally.

ReadmoreNote(s):Germany;January11to20,2023;174respondentsSource(s):ECCKöln;StripedGiraffeShareofB2BofflinesaleslikelytobecannibalizedbyB2Be-commerceinGermanyin2023B2BchannelcannibalizationinGermany202370%60%50%40%30%66%18%20%10%0%17%Upto30%ofsaleswillbegeneratedviaonlinechannels30%to50%ofsaleswillbegeneratedviaonlinechannelsOver50%ofsaleswillbegeneratedviaonlinechannels24/statistics/1418429/germany-b2b-channel-cannibalizationGermanbusiness-to-business(B2B)companiesgaveinsightintowhetherornottheythinkthatofflinesaleswillbecannibalizedbye-commercein2023.Twothirdsofthembelievedthate-commercewilltakeover30to50percentofofflinesales.

ReadmoreNote(s):Germany;January11to20,2023;157respondentsSource(s):ECCKöln;StripedGiraffeShareofB2BcompaniessellingproductsandservicesonlineinGermanyin2023,bychannelB2BcompaniessellingonlineinGermany2023,bychannel50%46%46%45%40%35%30%25%20%15%10%5%26%13%11%0%OwnonlineshoporonlineportalMarketplacesOnlineshopsfromotherprovidersEDI(ElectronicDataInterchange)Donotsellproductsonline25Description:In2023,thechannelsGermanbusiness-to-business(B2B)companiesusedtoselltheirproductsandservicesonlinevaried.ThemajorityofB2Bbusinesses,around46percent,usedtheirownonlineshopsorportals.Thesamepercentageusedonlinemarketplaces,whilelessthan30percentofcompaniesusedonlineshopsfromotherproviderstoselltheirservicestootherbusinesses.

ReadmoreNote(s):Germany;January11to20,2023;200respondentsSource(s):ECCKöln;StripedGiraffeDoesyourcompanyhaveitsownmarketplace?SurveyonB2BcompanieshavingamarketplaceinGermany202360%48%50%40%30%20%10%0%35%14%2%Yes,wealreadyhaveourownmarketplaceNotanymorebutweareplanningtocreateourownmarketplaceNoandwearenotplanningonitDon'tknow26Description:In2023,around35percentofB2BcompaniesinGermanyhadtheirownmarketplace.Around48percentofcompaniesdidnot,butwereplanningtocreateone.

ReadmoreNote(s):Germany;June21toJuly18,2023;300companiesSource(s):Creditreform;ECCKöln;IntershopWhydoesyourcompanynothaveitsownmarketplace?ReasonsB2BcompaniesdidnothaveamarketplacesinGermanyin202350%45%40%35%30%25%20%15%10%5%47%35%33%26%23%12%9%0%Productsaretoo

Increasingcomplexity

ToomuchofatimeFearoflosingexclusiveproximitytocustomersLackoftechnicalknow-howLackofstaffIncreasingspecifictosellonamarketplaceinfulfillmentcommitmentcompetitivepressureduetogreatermarkettransparency27Description:In2023,around47percentofB2BcompaniesinGermanywhodidnothaveamarketplaceanddidnotplantocreateonesaiditwasduetothefactthattheirproductsweretoospecifictosellonamarketplace.For33percentitwastoomuchofatimecommitment.ReadmoreNote(s):Germany;June21toJuly18,2023;43companieswhodidnothaveorplantohaveamarketplaceSource(s):Creditreform;ECCKöln;IntershopWhatwerethemainreasonsforsettinguporwantingtosetupyourownmarketplace?ReasonsforoperatingaB2BmarketplaceinGermanyin2023100%88%90%80%70%60%50%40%30%20%10%0%58%21%14%DevelopmentofnewsourcesofIncreaseinrevenueBettercustomerjourneyControlovertheservicelevelrevenue¹28Description:In2023,around88percentofcompanieswithplanstocreateamarketplaceinGermanysaidthattheyopenedamarketplaceinordertodevelopnewsourcesofrevenue.58percentsaidthatitwasordertoincreasetheirrevenue.

ReadmoreNote(s):Germany;June21toJuly18,2023;251companiesplanningtocreateamarketplaceSource(s):Creditreform;ECCKöln;IntershopWhatinvestmentareyouplanningforyouronlineshop?SurveyofB2Bcompanies'investmentintheironlineshopsinGermanyin2022Shareofrespondents0%10%20%30%40%50%60%70%67%80%SEO/SEARelaunch/replatformingProductdatamaintaneceSearchfunction/filterAddons/plug-ins57%53%49%49%Configurator47%Chatbots24%29Description:In2022,around57percentofB2BcompaniesinGermanyinvestedinrelaunchingorreplatforminginordertoimprovetheironlineshop.Almosthalfimprovedtheirsearchfunction.ReadmoreNote(s):Germany;October10toDecember9,2022;49companiesplanningtoinvestintheironlineshopSource(s):ibiresearchCHAPTER

04UserexperienceShareofB2BbuyerspurchasingonAmazonBusinessin2022,bycountryShareofB2BbuyerspurchasingonAmazonBusiness2022,bycountryShareofB2Bbuyers0%10%20%30%40%50%60%70%68%80%IndiaSouthAfricaUAE47%46%NetherlandsBrazil38%38%China37%UnitedStatesUnitedKingdomGermanyAustralia29%25%25%22%Japan18%31Description:AmazonBusinessisapopularbusiness-to-business(B2B)marketplaceoutsidetheUnitedStates,asurveyfrom2022revealed.Nearly70percentofB2BbuyersuseditinIndia,whileSouthAfricafollowedwith47percent.UnitedArabEmiratesrankedthird,with46percentofB2BbuyersshoppingonAmazonBusiness.ReadmoreNote(s):Worldwide;November25,2022toDecember5,2022;2,261B2Bbuyers;20yearsandolderSource(s):Censuswide;WundermanThompsonCommerceShareofB2BbuyerspurchasingonAlibabain2022,bycountryShareofB2BbuyerspurchasingonAlibaba2022,bycountryShareofB2Bbuyers0%10%20%30%40%50%60%70%ChinaIndia66%35%33%31%UAESouthAfricaBrazil26%UnitedStatesAustralia19%19%19%NetherlandsUnitedKingdomGermany17%15%32Description:Alibabaisapopularbusiness-to-business(B2B)marketplaceinChina,wherethecompanyisheadquartered.Asurveycarriedoutattheendof2022showedthatusageratesweresignificantlylowerincross-bordermarketslikeIndia(35percent)ortheUnitedArabEmirates(33percent).InEurope,theNetherlandshadthehighestshareofB2BbuyersshoppingonAlibaba,with19percent.ReadmoreNote(s):Worldwide;November21,2022toDecember5,2022;2,261B2Bbuyers;20yearsandolderSource(s):Censuswide;WundermanThompsonCommerceTypeofdatausedtopersonalizeB2BdigitalexperienceinEuropein2022TypeofdatausedtopersonalizeB2BdigitalexperienceinEurope2022Shareofrespondents0%5%10%15%20%25%30%35%40%Personaorjobtitle/function/rolePersonalizedbasedonkeyaccountsegmentContact-levelengagementhistory37%36%36%35%35%34%34%33%Account-levelengagementhistoryRegion,countryorlanguageBuyerjourneystageSpecificformfills/contentrequestsPersonalizedtospecific,namedaccountsOtherfirmographicdata(e.g.revenue,employeecount)Industry27%23%Wedon`tusedatatopersonalizeexperiencesorcontent5%33Description:Personalizationisatrendinbusiness-to-business(B2B)e-commerceanddigitalcontent,too.In2022,B2Borganizationsuseddifferenttypesofpersonaldatatoenhanceandtailorcustomerexperienceforbuyers.Accordingtoasurvey,jobroleorpersonawasthemostusedtypeofdata(37percent),followedbykeyaccountsegmentandengagementhistory(bothat36percent).ReadmoreNote(s):France;JuneandJuly2022;863respondentsSource(s):Market2Marketers;ON24WhatpersonalizationoptionsdoyouusetomakeonlineshoppingefficientforB2Bcustomers?UseofpersonalizationoptionsinB2BonlineshopsinGermany2022Shareofrespondents15%

20%0%5%10%25%30%35%40%45%44%50%LoginareaPersonalizedemails/newsletterPersonalizedoffersanddiscountsPersonalizedservicesandfunctionsPersonalizedprices46%43%43%38%Personalizedassortment35%34%AI-poweredproductrecommendationsAI-poweredsearch31%31%AI-poweredcustomizedstorenavigationWedon'tusepersonalization2%34Description:In2022,around44percentofB2BcompaniesinGermanyusedpersonalizedemailsand/ornewslettersinordertomakeonlineshoppingmoreefficientfortheircustomers.34percentusedAI-poweredproductrecommendations.

ReadmoreNote(s):Germany;July21toAugust9,2022;175companieswithanonlineshopSource(s):Creditreform;ECCKöln;IntershopBiggestchallengesfortheonlinecustomerexperienceinB2BpurchasinginGermany2022ChallengesforcustomersinB2BpurchasinginGermany2022Shareofrespondents10%

15%

20%0%5%25%30%35%40%45%44%50%DeliveryandtrackingRelationshipwithprovidersMobileordering39%39%VisibilityofproductfeaturesPaymentconditions34%34%SmoothpaymentprocessEasyreorderingprocessChoiceofreturnoptionsPersonalization33%33%31%29%AccesstoorderhistoryandaccountinformationOrderviaphonecall27%20%Noproblem6%35Description:In2022,around44percentofB2BcompaniesinGermanysaidthatthebiggestchallengeforthecustomerexperiencewasdeliveryandtracking.For33percentofcompanies,itwasasmoothpaymentprocess.Thiscouldbeduetothewebsitenotacceptingthecustomers'preferredmethodofpayment,orperhapsthepaymentbeingblockedforvariousreasons,makingitmoredifficultorimpossibleforthepurchasetobecompleted.

ReadmoreNote(s):Germany;2022;1,282respondents;GlobalB2BbuyersfromGermanySource(s):SanaHowimportantarethefollowingcriteriawhenpurchasingcomplexproductsonline?CriteriaforbuyingcomplexonlineproductsfromB2BbusinessinGermany2021Shareofrespondents30%

40%0%10%20%50%60%70%80%80%80%90%DetailedproductinformationQuickorderingprocessQuickdelivery77%77%QuickavailabilityVariousadviceoptionsClearwebsite76%76%LargeproductchoiceFurtherservices65%63%Varietyofguides,tutorials58%36Description:Around80percentofmanagersofB2BcompaniesinGermanyin2021saidthatoneofthemostimportantcriteriawhenmakingpurchasesonlinewashavingdetailedproductinformation.77percentsaidquickdeliverywasveryimportant.

ReadmoreNote(s):Germany;June22to30,2021;123decidersandprojectleadersfromB2Bcompanies;Shownaretheanswers'ratherimportant'and'veryimportant'Source(s):IntelliShopHowdoyouhandletheregistrationofnewcustomerswhologintotheonlineshop?SurveyontheregistrationofnewcustomersonB2BwebsitesinGermany2021Shareofrespondents0%

5%

10%15%20%25%30%35%40%45%50%Completelyautomated:customerregistersthemselves,nomanualfollow-up40%Partiallyautomated:customerregistersthemselves,manualfollow-upbycustomerservice45%Completelymanual:CustomercannotregisteronlineOther12%3%37Description:InGermanyaround45percentofB2Bcompaniesin2021saidthattheircustomerregistrationprocessfortheironlineplatformwaspartiallyautomated.Foronly12percentofcompaniesitwascompletelymanual.

ReadmoreNote(s):Germany;November2toJanuary15,2021;107companieswithanonlineshop/platformSource(s):Creditreform;ibiresearchWhichofthefollowingdoyouusetoprovideyourcustomerswithinformationaboutproductsandoffersonline?OnlinechannelsusedbyB2BcompaniestoprovideproductinformationinGermany2021Shareofrespondents0%10%20%30%40%50%60%60%70%OnlineshopSocialmedia60%Videoportal34%ElectroniccatologueMarketplace32%28%Internetforum26%38Description:Around60percentofB2BcompaniesinGermanyin2021,usedonlineshopsandsocialmediainordertoprovideinformationabouttheirproductsandoffers.28percentusedamarketplace.

ReadmoreNote(s):Germany;April26toMay27,2021;114≤n≤124decision-makersandprojectmanagersfrompredominantlyinternationallyactiveB2Bcompanies;Shownaretheansweroptions"ratherimportant"and"veryimportant"Source(s):IntelliShopCHAPTER

05SocialcommerceUseofsocialmediaplatformsbyB2BcompaniesinGermany,Switzerland,andAustriain2023ShareofB2BcompaniesusingsocialmediaplatformsintheGSAregioninGermany2023120%95.9%95.5%100%80%60%40%20%0%95.5%93.5%93.3%93.8%86.8%201720182019202020212022202340Description:In2023,almost94percentofB2BcompaniesinGermany,Switzerland,andAustriausedsocialmediaplatforms.Since2017,figureshaveconsistentlystayedatover90percent,

ReadmoreNote(s):Austria,Germany,Switzerland;2023;816respondentsSource(s):1.ArbeitskreisSocialMediaB2BWhichofthefollowingsocialmediaplatformswereusedbyB2BcompaniesinGermany,Switzerland,andAustriain2023?ShareofB2BcompaniesusingsocialmediaplatformsintheGSAregion2023100%91.7%90%80%70%60%50%40%30%20%10%0%71.2%67.7%55.7%42.4%31.6%16%LinkedInFacebookInstagramYouTubeXingX(formallyknownasTwitter)TikTok41Description:In2023,around92percentofB2BcompaniesinGermanyusedthebusinessnetworkLinkedIntopromotetheircompany.Almost68percentusedInstagram.ReadmoreNote(s):Austria,Germany,Switzerland;2023;816respondentsSource(s):1.ArbeitskreisSocialMediaB2BWhatdoyourelyonwhenmeasuringyoursocialmediaactivities?MeasurementofsocialmediaacitivtiesofB2BcompaniesintheGSAregion202250%45.7%45%40%35%30%25%20%15%10%5%34.1%31.6%31.3%20%10.7%0%NumberoffollowersNumberofsharesand

Shareofwebsitevisitors

Numberofcommentsretweets

fromsocialmediaNumberofpersonalleadsLengthofstay42Description:In2022,almost46percentoftheB2BcompaniesintheGSAregion(Germany,SwitzerlandandAustria)said