‘B2B eCommerce Sites Must Look Beyond “Rogue” Buyers’ – Forrester
Duncan Jones says, “If you’re trying to use e-commerce in a B2B context, it is no longer safe to ignore the procurement role within your customers’ organization. At the moment you may be able to market and sell successfully direct to end-user customers, but not for long. The growing imperative for chief procurement officers (CPOs) to guarantee compliance with various external laws and internal policies is driving a much tougher stance on so-called rogue buying.
I’ve been studying the customer’s side of B2B e-commerce for a number of years. The clients I speak with work in procurement, finance, and the part of I.T. that supports those two functions. One of their most common questions is: “how can I prevent employees buying stuff directly from sell-side websites?” This used to be purely due to concerns about cost—they assumed that their e-procurement application would direct employees to approved suppliers who would, they believed, be the cheapest“.
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