{"id":18479,"date":"2022-10-11T15:23:07","date_gmt":"2022-10-11T13:23:07","guid":{"rendered":"https:\/\/trilogi.com\/blog\/els-negocis-b2b-en-auge-en-el-sector-ecommerce\/"},"modified":"2026-10-23T18:30:04","modified_gmt":"2026-10-23T16:30:04","slug":"els-negocis-b2b-en-auge-en-el-sector-ecommerce","status":"publish","type":"post","link":"https:\/\/trilogi.com\/blog\/ca\/els-negocis-b2b-en-auge-en-el-sector-ecommerce\/","title":{"rendered":"Els negocis B2B, en auge en el sector eCommerce"},"content":{"rendered":"\n<p class=\"wp-block-paragraph\">El segment \u201cBusiness to Business\u201d sempre s\u2019ha caracteritzat per una naturalesa molt diferent de la del segment \u201cBusiness to Consumer\u201d: complexitat dels productes o serveis que es comercialitzen, processos de venda llargs i amb punts de contacte diferents, i n\u00ednxols concrets i especialitzats. Totes aquestes caracter\u00edstiques, juntament amb una tecnologia poc adaptada a la venda de productes no est\u00e0ndard, han fet que la digitalitzaci\u00f3 hagi trigat una mica m\u00e9s a arribar.<br>Tot i aix\u00ed, fa uns anys que la tend\u00e8ncia est\u00e0 canviant i els <a href=\"https:\/\/trilogi.com\/ca\/ecommerce-b2b\/\">eCommerce B2B<\/a> estan en auge, fins al punt que, segons estudis de mercat de Gartner:<\/p>\n\n\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\"><p>\u201cEl 80% de les interaccions de vendes B2B entre prove\u00efdors i compradors es produiran en canals digitals el 2025\u201d<\/p><cite>Estudi de Gartner \u201cSales Transformation: The Future of Sales\u201d<\/cite><\/blockquote>\n\n\n\n<h2 class=\"wp-block-heading\">Dades r\u00e8cord del comer\u00e7 B2B en el m\u00f3n digital<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">L\u2019estudi de Gartner \u201c<a href=\"https:\/\/www.gartner.com\/en\/sales\/trends\/future-of-sales\">Sales Transformation: The Future of Sales<\/a>\u201d aporta unes dades clares i interessants. La digitalitzaci\u00f3 \u00e9s el futur dels negocis B2B:<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>El 33% de tots els compradors volen una experi\u00e8ncia de compra sense venedors, una prefer\u00e8ncia que augmenta fins al 44% en el cas dels mil\u00b7lennials.<\/li><li>Els compradors dediquen nom\u00e9s el 17% del seu temps a reunir-se amb prove\u00efdors potencials quan valoren una compra. Amb menys temps cara a cara amb el client, creix la venda a trav\u00e9s de canals digitals.<\/li><li>El 2024, el 15% de les organitzacions B2B utilitzaran plataformes d\u2019eCommerce per donar suport tant als clients com als representants de vendes en totes les activitats de venda.<\/li><li>La despesa en tecnologies d\u2019eCommerce B2B continua creixent m\u00e9s del doble de r\u00e0pid que el mercat d\u2019eCommerce B2C.<\/li><li>El 74% dels compradors B2B fan recerca online per al 50% de les seves compres professionals abans de comprar, segons un estudi recent de Forrester.<\/li><li>El mateix estudi reflecteix que el 30% fa la meitat o m\u00e9s de les seves compres de feina online i el 56% espera fer-ne la meitat o m\u00e9s online d\u2019aqu\u00ed a 3 anys.<\/li><li>Els clients B2B prefereixen no haver de fer una trucada per comprar. El 93% dels compradors B2B prefereixen comprar online i el 75% afirma que comprar online \u00e9s m\u00e9s pr\u00e0ctic que comprar a un venedor (enquesta de Forrester)<\/li><\/ul>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Les expectatives del client B2B, cada dia m\u00e9s semblants a les del B2C<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Les compres dels consumidors finals s\u2019han convertit en una experi\u00e8ncia d\u2019autoservei r\u00e0pida i senzilla en qu\u00e8 la gratificaci\u00f3 instant\u00e0nia no nom\u00e9s s\u2019espera, sin\u00f3 que s\u2019exigeix. Les expectatives de les transaccions B2B han canviat fins a assemblar-se molt m\u00e9s a les demandes dels consumidors minoristes. Aquest canvi s\u2019ha produ\u00eft b\u00e0sicament perqu\u00e8 els compradors B2B tamb\u00e9 s\u00f3n consumidors minoristes, i moltes expectatives i comportaments del consumidor minorista afecten l\u2019experi\u00e8ncia de compra B2B, que s\u2019assembla cada cop m\u00e9s a les experi\u00e8ncies B2C.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">En relaci\u00f3 amb aquesta tend\u00e8ncia, destaquem cinc caracter\u00edstiques que fan que el m\u00f3n B2B s\u2019assembli cada cop m\u00e9s al B2C:<\/p>\n\n\n\n<ol class=\"wp-block-list\" type=\"1\"><li><strong>Experi\u00e8ncia omnicanal B2B:<\/strong> els compradors B2B esperen poder veure la informaci\u00f3 del producte, analitzar activitats, rebre lliuraments i gestionar devolucions o canvis en tots els canals amb una interacci\u00f3 unificada.<\/li><li>\u00a0<strong>Comoditat i immediatesa:<\/strong> els compradors B2B ara tamb\u00e9 esperen una recompensa immediata amb les seves compres.<\/li><li><strong> Autoservei<\/strong>: els clients B2B prefereixen no haver de fer una trucada per comprar i tenir flexibilitat.<\/li><li><strong>Depend\u00e8ncia de les ressenyes:<\/strong> les ressenyes, igual que en les vendes B2C, passen a ser rellevants. Cada cop es demanen m\u00e9s refer\u00e8ncies de clients com a part d\u2019una proposta.<\/li><li><strong>Migraci\u00f3 al m\u00f2bil:<\/strong> el m\u00f2bil s\u2019est\u00e0 convertint en un canal cada cop m\u00e9s rellevant en el B2B.<\/li><\/ol>\n\n\n\n<p class=\"wp-block-paragraph\">Les expectatives de vendes i serveis B2B no s\u00f3n exactament iguals que les del B2C i probablement mai no s\u2019alinearan perfectament. Tanmateix, totes les empreses B2B han d\u2019estar atentes als canvis rellevants en l\u2019\u00e0mbit del consumidor i actuar en conseq\u00fc\u00e8ncia.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>El segment \u201cBusiness to Business\u201d sempre s\u2019ha caracteritzat per una naturalesa molt diferent de la del segment \u201cBusiness to Consumer\u201d: complexitat dels productes o serveis que es comercialitzen, processos de venda llargs i amb punts de contacte diferents, i n\u00ednxols concrets i especialitzats. Totes aquestes caracter\u00edstiques, juntament amb una tecnologia poc adaptada a la venda [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":15820,"comment_status":"open","ping_status":"","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[1729],"tags":[],"class_list":["post-18479","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-etrends"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.7 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Els negocis B2B, en auge en el sector eCommerce | Blog Trilogi \u2013 The Digital Agency<\/title>\n<meta name=\"description\" content=\"El 80% de les interaccions de vendes B2B entre prove\u00efdors i compradors es produiran en canals digitals els propers anys. 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