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B2B ecommerce

Helping B2B Ecommerce players understand digital adoption, behavior, usage and preferences of key stakeholders

What We Do

Market sizing and landscaping
User needs assessment
Buyer NPS diagnostic
Seller NPS diagnostic
Voice of Customer
Category trends
Unit economics benchmarking
GTM research
Product benchmarking
Product assortment gap analysis
Industry outlook
Customer journey mapping

Market sizing and landscaping

What is the TAM / SAM of the market?
How has the market evolved over the years?
What are the most important trends shaping the market?
How is the market likely to grow going forward?
What are the various segments within the market?
What is the competitive intensity?
What are the adjacent opportunities / threats to the market?

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User needs assessment

Which ecommerce websites are the customers aware of?
Which products / categories do they prefer purchasing online / offline?
What are the drivers / barriers to purchasing online for the above?
How frequently do they purchase online?
How do they rate their purchase experience on different platforms?
What are the key elements to provide a comprehensive user experience?

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Buyer NPS diagnostic

What is the current NPS for the target brand?
What is the level of customer satisfaction and loyalty?
What are the drivers for promotion / detraction?
How does customer NPS for target compare to that of competition?
What are the relative strengths and weaknesses?
What are the key levers to drive customer NPS?
How much finance / credit is offered?

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Seller NPS diagnostic

What is the current NPS for the target brand?
What are the drivers for promotion / detraction?
How does customer NPS for target compare to that of competition?
What are the relative strengths and weaknesses?
How do they perceive the target w.r.t. modern trade and general trade?

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Voice of Customer

What is the perceived customer perception of the brand?
What are customers saying about the brand amongst peers?
What is the relative positive and negative feedback?
How important is customer recommendation / feedback for the performance of the brand?
What are customers saying about competition?

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Category trends

What are the various product categories? How large are they?
What is the range of products offered by various categories?
How are the categories growing? Which are the fast-growing categories?
How are the categories evolving? Product, competition, customer perspective?
What are the various drivers and inhibitors shaping growth?

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Unit economics benchmarking

What are the different revenue streams per customer? What are the drivers?
How much does it cost in time and money to acquire the customer?
What are the fixed and variable costs associated? What are the drivers?
What is the breakeven scale and time taken to reach breakeven point?
How do unit economics vary across customer segments?

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GTM research

What services is the company offering and then business strategy for it?
What is the position of the brand in the market?
What is the customer acquisition strategy, customer segment?
What is the partner acquisition strategy?
How has the customer experience been across the life cycle?
What is the marketing mix of the demand and brand?
How is the supply chain and distribution managed?

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Product benchmarking

What product variants are offered by competitors at different price points?
What is the competitive position of the brands products vs competition?
What are the features for which the customer is willing to pay a premium?

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Product assortment gap analysis

What is the product assortment of the target?
How does the product assortment compare w.r.t. competition?
What should be the optimal range of product assortment in terms of no. of products, product feature combinations, price points, etc.?
What are the addressable potential and unmet customer needs?

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Industry outlook

What is the current industry landscape and the road ahead?
How fragmented is the industry?
What are the growth opportunities and challenges in the market?
What are the key trends driving the industry? Key disruptions?
How will advancements in technology and changing consumer preferences shape the industry?
Who are the competitors and their positioning?

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Customer journey mapping

How do customers forecast demand?
How do customers place orders? What is the frequency?
How do customers manage inventory levels and stocking?
How is the delivery to end customer managed and fulfilled?
What are the payment terms and credit cycles?

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Connect with our B2B ecommerce Experts

Madhur Singhal

Mentor

Aryaman Tandon

Mentor

Hitesh Gossain

CEO, Network

Amar Choudhary

CEO, Intelligence & Insights

Aditya Thakur

Growth Leader, Operations

Related Case Studies

Market assessment for opportunities in supply chain financing in B2B commerce

Objective

Client wanted to assess the opportunity in providing credit to the supply chain participants in the maintenance, repair, and operations product market

Methodology

Conducted in-depth qualitative primary conversations with 80+ channel partners and N = 50 customers to identify and assess their behaviour and preferences
Understood channel partner behaviour – technology usage, margins, credit usage, and credit partners involved in the system

Impact / Output

Client was able to get a holistic view of the supply chain & its intricacies and got an overview of the opportunities in the space

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Market sizing and growth projection of MRO products

Objective

Client wanted to understand the B2B spend in the addressable maintenance, repair, and operations product, and respective drivers of growth / inhibitions

Methodology

Identified requirement of MRO supplies across manufacturing organizations, including their sourcing need, frequency and efficiency in procurement from the traditional supply chain
Segregated the market into various products and services verticals
Benchmarked key market players on various features and operational parameters across these segments

Impact / Output

Enabled the client to understand the market opportunity and its growth drivers for MRO products in India

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Understand buying preferences and behavior for MRO products

Objective

An investment firm wanted to evaluate a B2B e-commerce platform for MRO products to understand procurement channels & vendor stickiness, spend, pricing, KPC & pain points

Methodology

Conducted N = 50 in depth conversations with MRO buyers across business verticals like automobile, pharmaceuticals, textile, electronics, oil & gas, iron & steel etc. to understand their perception of the Target and competing B2B ecommerce platforms
Benchmarked value propositions and supplier feedback for Target and competition

Impact / Output

Client was able to get a holistic view of the target and understand its value position and differentiation with competitors

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Understanding the supplier value proposition of social commerce platform

Objective

An investment firm wanted to understand the value proposition of a leading social commerce platform for suppliers

Methodology

Conducted in-depth qualitative interviews (N = 13) to understand needs met by target vs competitors
Understanding unique propositions of target for product suppliers
Analyzing validation of economics and Lead-to-order process
Evaluating key pain points and future outlook towards target vs competitors

Impact / Output

Client was able to get a detailed understanding of the different archetypes of suppliers, how they choose a platform, the channels they use, behaviour – frequency, continuity, product categories etc

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