According to Spain’s INE, Spanish manufacturing sold €197,941 million through eCommerce in 2024. But only 27.5% of industrial companies with 10 or more employees sell online: more than seven in ten still don’t. For a manufacturer or distributor, that’s a huge competitive opportunity.
1. Start with how orders come in today
Before choosing technology, measure: how many orders come in by email, phone or sales rep, how long it takes to enter them into the ERP and how many errors they cause. That’s the first return on a B2B portal.
Industrial customers need:
- Private access with their pricing, discounts and payment terms.
- Quick ordering by part number, list import and reorders.
- Stock by warehouse and real lead times.
- Order history, delivery notes and invoices.
You can try a quick-order example on our industry sector page.
3. ERP integration: the key to ROI
Customers, pricing, stock, orders and invoices must be synced with your ERP. Without integration, the portal creates work instead of saving it. It’s the part that adds the most value and requires the most care.
4. Complete technical product data
Attributes, compatibility, drawings and datasheets. A PIM centralizes the information and publishes it to the portal, catalogs and marketplaces. With good data, attribute search finds the exact part.
5. Choose the right platform
Every B2B project is different. We evaluate using eight criteria: time to launch, features, integration, adaptability, security, SLA, dependencies and total cost. If you want to compare options, here’s our analysis of B2B eCommerce platforms in Spain.
6. Get customers on board
A portal doesn’t get used just because it exists. Invite your customers, train your sales team to recommend it and offer perks to those who order online: priority picking or special terms.
7. Win new customers
The portal is also an acquisition tool: technical SEO by part number and application, LinkedIn and B2B prospecting with AI Agents to open conversations with the right companies.
Conclusion
Digitizing industrial sales is one of the investments with the clearest return: less manual work, fewer errors and customers who buy more and more often. The key is to integrate the portal well with the ERP and support customers through the change.
At TRILOGI we are a B2B marketing and eCommerce agency for industrial companies and have worked with companies such as JBC, Visa, Akua, Empypro and Alianza Logistics. If you want to digitize your sales, let’s talk.
