The underlying motivation for SAP’s $8.3 billion buyout late last year of Concur, the venerable online expense management system, just became a lot clearer. Brace for an explosion in online selling between businesses, motivated largely by operational efficiencies.
This year, $780 billion of all business-to-business (B2B) tractions—think trade between retailers and wholesalers, or professional services such as travel management—will flow through digital channels, according to a new forecast by Forrester Research. That’s about 9.3% of the anticipated total.
Five years from now, the share will be more than 12%, or $1.1 trillion annually.
Two industries will experience far higher penetration than that average by 2020: drugs and “druggist sundries,” and electrical and electronic goods will see 20% of all B2B sales go digital, Forrester predicts. Other sectors won’t hit that mark, but the electronic portion will grow fast—including automotive parts, machinery, and grocery goods.
“B2B buyers are now…
View original post 431 mots de plus