## The Evolving B2B Buyer
B2B buyers increasingly expect B2C-like experiences. In 2026, we're seeing several key trends reshape how businesses sell to each other online.
## 1. AI-Powered Personalization
Artificial intelligence is transforming B2B eCommerce:
- **Personalized product recommendations** based on purchase history
- **Dynamic pricing** that adjusts to customer relationships
- **Intelligent search** that understands industry terminology
- **Chatbots** that handle routine inquiries 24/7
## 2. Mobile-First B2B Experiences
B2B buyers are increasingly mobile:
- 70% of B2B searches start on mobile devices
- Mobile-optimized ordering is now expected
- Progressive web apps (PWAs) gaining adoption
- QR codes for quick reordering
## 3. Self-Service Account Management
Buyers want control over their accounts:
- View and pay invoices online
- Manage multiple shipping addresses
- Set up approval workflows
- Download documentation and certificates
## 4. Enhanced Product Information
Rich product content drives conversions:
- 360-degree product images
- Technical specifications and datasheets
- Video demonstrations
- Customer reviews and ratings
## 5. Seamless ERP Integration
Real-time integration with back-office systems:
- Live inventory availability
- Customer-specific pricing
- Order status visibility
- Automatic credit checking
## Preparing for the Future
To capitalize on these trends, B2B sellers should:
1. Audit your current digital capabilities
2. Survey your customers about their needs
3. Prioritize mobile experience improvements
4. Invest in product content management
5. Ensure your eCommerce platform integrates with your ERP
## Conclusion
The B2B eCommerce landscape continues to evolve rapidly. Companies that embrace these trends will be well-positioned to meet changing buyer expectations and grow their online revenue.
[Learn about our B2B eCommerce solutions](/products/b2b-ecommerce)