Before technology comes the question of what a digital sales channel is meant to achieve. This category is about target pictures and sequences: which customer groups to serve first, which processes noticeably relieve the internal sales team, when a dedicated portal pays off and when a lean catalogue is enough. We cover taking stock and clarifying requirements, the collaboration between sales, IT and management, step-by-step budgeting and how to measure progress without getting lost in metrics. Articles on market observation and analysis are part of it as well. The goal is a roadmap that fits the business — not a project that tries to do everything at once. In addition, we look at involving the internal sales team early so the new channel is supported in daily work rather than bypassed.
Marketplace, own shop or hybrid? How wholesalers and manufacturers choose their B2B platform strategy in 2026: margin, data ownership and reach in focus.
67 percent of B2B buyers want to buy rep-free. How a Shopware self-service portal with real-time inventory and contract pricing relieves your sales team.
Unite B2B and B2C in one Shopware instance: separate customer groups and prices, clean net and gross logic, assortment control and two matching checkout flows.
The decisive B2B KPIs beyond order counts: conversion by customer group, order value, customer lifetime value, reorder rate and acquisition cost defined.
Email flows as a revenue lever in the B2B store: welcome series, cart recovery, reorder reminders and reactivation -- triggered by ERP and purchase history.
How to digitize your B2B sales: process automation, order management, self-service portals and measurable ROI.