Archiwum kategorii: B2B eCommerce

New era of B2B solutions

Business is changing, both this oriented on the retail client and on the business partner. New technologies makes the customers’ demands evolve quickly, affecting the rules of running business in a significant way. In order to grow a business, it is important to respond dynamically to the current market needs, because as Darwin’s theory says, only those most responsive to change will survive.

Large business has to be simple

Modern entrepreneurs, using the latest technology, want to run a business in a convenient, simple and useful way. When buying online, they expect to find a specific assortment, a personalized offer, an intuitive navigation, and, above all, the ability to get information in real time.

B2C companies for a long time understood the needs of today’s customers, actively introducing newer and newer e-commerce solutions. However, the wholesale companies must also match the sales to the needs of the modern market. The new B2B era means decline of the wholesale systems, which are discouraging by the look and allow only to check the offer and place an order. Modern B2B platforms comprehensively address business needs, provide advanced analytics, full integration with external systems, and tools to support the daily work of sales team. This is a combination of functionalities, which are mandatory for building long-term collaboration between businesses, with solutions previously reserved exclusively for B2C.

Integration with ERP, meaning the consistency of data

For companies operating in the B2B model, merging the sales system with other external systems is especially important. Business partners have individual prices, terms of payment, or merchant payment limits. In addition, the B2B sales system is not just a tool for the company’s employees – it is primarily a solution for contractors who expect to be able to check their current prices, payment status or order status. Entering all data manually, on a regular basis, would be extremely time-consuming and it could generate errors.

The success of a business depends on long-term relationships

In business to business sales, tools to build customer loyalty are much more important than in the case of retail sales. This kind of sales is based on solid business partners, not individual orders, made by occasional users. It is therefore worth to implement such solutions as: the offline product catalog, the function to create individual wholesale prices, or call centers, which makes it easy to organize telephone campaigns of a sales or information nature.

In modern B2B platforms, it is common to provide knowledge bases or forums for the customers. With this tools, the system administrator passes to the contractor the necessary knowledge of the product offer, such as detailed descriptions, photos, or information about promotional campaigns. The solution also allows to focus the work of sales department on sales activities by minimizing phone or email inquiries about basic product details.

The line between the online stores and wholesale platforms is blurred. Not only retail customers, but also business partners are looking forward to make good purchases with an intuitive navigation system. Dedicated e-commerce solutions, that meet business needs of the particular entrepreneurship and ensure the good UX of the system, are the evidence of a modern approach to the business and give the opportunity to grow one.

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How to manage discounts in e-commerce?

Managing discount policy is an art of finding balance between encouraging customers and making profit for the company. The question is: how to prepare a consistent discount policy and avoid mistakes?

When we want to design a discount policy, we should start with an analysis of the customer and his behavior, while sales data should be used as a source of knowledge. The second step is to determine the profitable levels of discounts, with the company’s assumed profits. The third step should be to define the activities for which the company wants to reward the customer. It is good practice to adopt the principle that the highest discounts are received only by a privileged group of customers, which is a priority for us. The analysis should provide us with practical knowledge to first and foremost be able to make a fair segmentation of our customers and, second, to implement an appropriate strategy tailored to the model and business area of the customer.

Discount Politics Module

Managing discounts is extremely simple thanks to Discount Politics Module. All data can be managed from the administration panel. It allows easy implementation of new forms of discounts. In addition, it provides the ability to determine the link between discounts, manage transport pricing strategies and set an individual basis for calculating the base price or post-promotion price. The order of the discounts is determined by the position of the delegate in the hierarchy – the higher in the hierarchy, the higher the discount form. Discount Policy Module is a excellent sales tool.

Each of 6 solutions, described below, has advanced technology, and the user interface has been designed so as the key functionalities are always visible. Consequently, no matter what functionality the administrator uses, he always has an easy access to the basic settings, such as whether the discount includes a cumulative discount, a discount on the base price, the discount limit, the exclusion of products from further discounts, or the possibility to stop a discount after application.

Customer individual discount

Owners of the online stores often encounter situations where the customer requires an individual approach, but unfortunately he cannot qualify for any of the categories of registered, one-time, or VIP customers. The best solution is to apply the Customer Individual Discount, which allows to set the discounts and assign them to selected contractors in an unlimited way.

It is a valuable solution for the seller to choose sequence or cumulative discounts. They have an option to set an individual price calculation basis. A sequence discount is recommended when the online store offers a discount on a product with the price already lowered by a previously discounted price. The second classic solution is a cumulative discount – always deducted from the base price of the product. An individual customer discount is perfect as a single solution, but it can also be a complement to the other 5 types of tools in the Discount Policy Module. It is worth remembering that when it is linked to other discounts, its priority is reflected in the list in the administration panel.


The customer who received a discount coupon will most likely visit an online store and decide to use it. The i-systems solutions allow to create a discount policy to drive targeted traffic. In addition, the solution allows the administrator to create coupons based on all possible parameters, including delivery costs, cart values, product flags, order quantities, or user categories.

The coupon tool is ideal for store owners with diverse customer groups. The i-systems solution allows to create group and dedicated coupons that multiply conversion. A great feature for online store administrators is the ability to automatically generate coupons, depending on the final price of the cart or for each product individually. Having coupons in Discount Politics is an investment in the store that builds relationships with customers and allows to attract new customers.


Promotion is a business concept, which in the Discount Policy Module is nothing more than defining the most powerful tools that drive sales. By activating the delegate responsible for the Promotion, we can primarily manage active store promotions and dependable discounts. This means the possibility of granting discounts to specific products, provided that other specific products are in the basket, the ability to exclude products and categories from applying a discount. In addition, the program allows to create an individual algorithm to apply discounts depending on the needs of the store or sales platform.

Depending on what sales results we want to achieve, we can use the mechanisms that activate the discount options, at a given time, and set the hierarchy and the amount of discounts. An important solution in this delegate is its compatibility with the other 5 delegates. The system allows you to schedule the exclusion period for the product category data from applying the discount.


Threshold discounts

Determining the discount thresholds is essential to maintain a consistent discount policy of the company. Owners of the online stores are pursuing a diversified discount policy in order to be competitive. Control of the system and correlation between different business groups is not always obvious. A Threshold Discount delegate, designed by i-systems, is an improvement in setting discount levels and their implementation. This solution is dedicated mainly to stores where many promotions have to be overlapped, for example, the seasonal promotion is overlapped with the coupon and the individual discount of the customer. In this situation, setting a discount threshold at a certain level will keep a consistent discount strategy.

Free delivery dependent on the product flag

An interesting way to give a discount is to assign it depending on the category of a product customer is to order. In that way, the designed discount offer is based on minimizing transport costs. In order to prepare such a promotion, the product flag must be specified. It determines whether the shipment will be free when the product in the cart has this specific flag. The delegate of free delivery dependent on the product has a very important function, which is the choice of the country the discount will be applied to. It is possible to choose the form and maximum cost of the transport.

Free delivery dependent on the cart value

There is also a possibility to set up discounts to make them dependent on the cart value. This is a favorite form of discount, especially in industries where customers are used to large orders. In this case, a price ranges for free shipping are being defined. Free delivery dependent on the cart value can be also correlated with the basic settings of the Discount Policy Module and, for example, it can exclude products from further discounts or add individual customer discounts.

Discounts and zero prices

A common problem for stores are products or services that have a zero price. This is a result of gratises and discounts. However, from the accounting point of view, zero-priced products cannot appear on the invoice. This issue can be solved in the Discount Policy settings. For example: one solution is to add a penny (or 0.01 in another currency) to the price of the product. Finally, in order not to change the final sum for payment, added units (0,01) are added to the prices and services of other products or transportation. The designed functionality of the Discount Policy module allows balancing of prices and smoothly running an integrated sales policy according to accounting standards.

Solutions for e-commerce

The Discount Policy module uses the latest solutions and is the answer to the challenges of the e-commerce market, where both the diversification of promotional activities and their compatibility are important. The program is a dedicated, multi-functional premium tool, equipped with key functionalities which provide users with: easy calculation of applied discounts, the ability to set active discount hierarchy and intuitive management of all active promotions in the store.

Advantages and disadvantages of open source

eCommerce market is a rapidly growing area. For companies which understand the potential of online sales it has become an important source of income. Fitting the needs of modern, more and more mobile customer, who wants to buy online efficiently and comfortably, is a basic feature of an efficiently functioning online store.

Choosing the right software for your business, either dedicated or open source, is a foundation while creating an online store. While following the internet portals, it is hard to resist the feeling that there is a bit of disinformation concerning advantages and disadvantages of an open source software.

Undoubtedly, it has a huge contribution to the popularization and development of eCommerce. However, being aware of the benefits and drawbacks of this kind of software, one can adjust the online sales system to the specifics of business, and most of all – demands of current and future customers.

Open source software in Poland and over the world

Among 10,000 biggest online stores worldwide, the most popular open source engine is Magento. According to Built With, Magento engine drives over 14% of all online stores, and next 8% are driven by Magento Enterprise engine.

Created by i-systems on the basis of: Global eCommerce Technology Distribution The shopping cart technologies used by online stores globally. Last updated Jan 20th 2016.

Created by i-systems on the basis of: Global eCommerce Technology Distribution The shopping cart technologies used by online stores globally. Last updated Jan 20th 2016.

Taking Poland into the consideration, Magento considerably losses in the market in favor of other solutions. This software supports only 4% of the Polish online stores. The leader at this level is PrestaShop, which is selected by 25% of the market. A common software is also WooCommerce, which occupies 19% of the market.

Created by i-systems, on the basis of: Top in Ecommerce usage in Poland · Week beginning Jan 25th 2016

Created by i-systems, on the basis of: Top in Ecommerce usage in Poland. Week beginning Jan 25th 2016.

Open source – the cost of implementation and development

The word ”open” doesn’t mean that the software is free of charge – it determines the open source code. Therefore, persons with appropriate development skills and the time can freely modify the store’s engine for their own needs. It is possible to create online store on this basis, however one should not expect that it would be totally for free. If you don’t have programming skills or time, or if you rather focus on actions to increase sales – you have to pay for such services.

Due to high demand, prices of the Magento specialists are one of the highest among the eCommerce programmers. The open source license such as basic Magento Community is free. However, if you want to have technical support and marketing modules, you have to buy Magento Enterprise with an annual license fee in the amount of more than 22,000 $.

Safety when choosing open source software

The open code is a solution that has its strengths and weaknesses. On the one hand it can mean better detection of errors and fixing them faster, and on the other hand increased risk of attack. Checking code by a large community is also fuzzy responsibility for errors. The example can be OpenSSL and gap “hearbleed”. For more than two years the gap was in browsers and web servers. No one noticed it, thinking that this was already checked.

Problems with updates and compatibility with following versions of open source

Open source is rarely compatible with the following versions. The problems associated with updates are often the subject on the forums. When there is a new version of Magento and online stores try to migrate, it is very often that integrations and dedicated extensions of the store stop working properly. Sometimes even official modules refuse to work. Then the store has to be built practically from scratch. Update complications caused that significant percentage of online stores is still working on the Magento version 1.7 engines.

Open source and the change of the company implementing online store

Open source allows to change the agency which creates eCommerce system. However, you should remember that the agency, being aware of the temporary agreement with the customer, not always fully engage in the tasks. It happens that stores generated on open source are written in a hurry, without consistent rules, attention to comments, specification and code culture. It means that the new agency in the initial phase has a huge problem, because they need to understand what the programmer had in mind. As a result, though trial and error, changes are being introduced, or some parts of the store are written from scratch. Then arises the so called “effect of technical debt”, which means biggest costs of modifications and software development in the future.

Commercialization of open source

Every software is finally replaced by the new solutions. The example can be OsCommerce software, which for a long time has been the most popular system for online stores. However currently, it is gradually displaced from the market in favor of other systems.

Popularity of open source software, created by i-systems on the basis of:

Popularity of open source software, created by i-systems on the basis of:

Currently, the driving force behind Magento 2, the premiere of which was announced more than three years ago, is ebay. During the works on the project, CEO and software creator – Varien – has left the company. He admitted off the record that he had different definition of “open source” than ebay. Development direction of this software can be seen by comparing Community and Enterprise version. The commercialization of open source software is standard practice. List of free modules, the number of users and products is gradually reduced, so as to companies wishing to develop their online activities, chosen paid model.

The cost of maintaining the open source software

The highest fixed costs of maintaining online store are hosting and the time of programmers. Open source is often an overextended system. For this reason it requires several times bigger resources than dedicated system of the same size. Optimization is troublesome, and the increase in traffic means the necessity to add computing power.

Open source created by self-educated community

Open source high popularity owes to the self-educated community. It is directly affected by growing number of new agencies implementing stores basing on the open source software. Open source software will always be more popular, because it clearly shortens the way of each interactive agency to the possibility of creating online stores. However, this type of stores has a low level of security – they are often a victim of attacks and data theft. It is also the most commonly used solution for creating fictitious shops.

Open source and new solutions

Today’s sales systems have moved beyond standard collection and handling of orders a long time ago. The current eCommerce market is changing very rapidly. Open source is always a few steps behind solutions that are developed by commercial companies in closed teams. That was in case of Responsive Web Design and OmniChannel. Waiting for a moment when a module will be ready may result in loss of customers of an online store, as they will be interested in shopping according to applicable standards at this time.

Open source software, such as Magento, WooCommerce and Presta is a very good complement of eCommerce market. It responds to the needs of small and medium-sized companies that have the experience and resources to independently develop a standard store. However, when a company wants to focus efforts on increasing sales, and it prefers to pay an external company to take care of the support, hosting and technical matters, dedicated software is worth considering. The costs of implementation and further development may be much lower than in the case of open source. Implementation of dedicated solutions is especially worth considering when the store’s functionalities are beyond standard ones, and they require constant monitoring and quick response to errors.

Herbamedicus expands the group of its customers through eCommerce

Herbamedicus Poland was established in 2010. With the Swiss preparations the owner met two years earlier. However, at this time he worked for a different international corporation, so he made a decision to carry out market analysis. After extensive research, it turned out that Polish consumers want to use natural healthy products.
Herbamedicus Poland offers Swiss preparations of natural medicine. All products contain extracts of herbs and medicinal plants, creating a fully natural products. The brand can be found in pharmacies, herbal shops, as well as in drug stores and retail chains, located throughout the country.

Reaching wider group of customers

The company carries out activities aimed at increasing the range of its customers. In April, they started cooperation with the Polish champion in bodybuilding – Michał Sawicki. Thanks of the campaign, Herbamedicus products are more and more often selected by active people.

– Not so long ago, our offer was addressed to the customer who was over 45 years old. However, we decided to expand our business and reach younger customer. Products for athletes, dermocosmetics, and coconut oils, addressed to all people who want to live a dynamic and healthy live were made. To reach younger customer, besides offline sales, we have created a mobile and technologically advanced eCommerce system – says Adam Jakobiuk, Chairman of the Board at Herbamedicus

Awards for modern eCommerce system

The company has recently been recognized with many awards. They received “Skrzydła Biznesu” [Business Wings] – an award granted to the companies searching for the new solutions for development, silver medal in “Konsumencki Lider Jakości 2016” [Consumer Quality Leader 2016], and title “Dobra Marka 2016” [Good Brand 2016]. Due to an implementation of the modern eCommerce system, Herbamedicus received title of “e-gazela biznesu” [Business e-gazelle]. Herbamedicus online store has a lot of B2B solutions and functionalities to support the automation of payments and order fulfillment. The management board particularly appreciate the dedicated Call Center module. Thanks to the implementation of this solution, the company effectively increases phone sales.


– Our eCommerce system is an innovative project. On the one hand it is easy-to-use and intuitive, on the other – it has several developed functionalities to increase the quality of customer service. We hired external companies to run phone sales. The decision to create proprietary Call Center module was a good choice – states Iwona Urbaniak, Office Manager at Herbamedicus.

Development of the new brands

The Swiss Herbamedicus company is not the only brand offered by a Polish company. In their offer they also have their own brands, such as Vitamedicus – herbal preparations, and Herba Pure – dietary supplements.
Despite many successes the company is not slowing down its development. They recently purchased land for the new office and warehouse. Currently they are waiting for an appropriate permissions and finalizing the construction project. The new warehouse is to be environment friendly and consistent with the overall idea of ​​the company. Completion of construction works is planned at the end of next year.

eCommerce solutions in B2B – receivable management

Receivable management is a process aimed mainly at the prevention of outstanding receivables from appearing. Effective receivable management combines activities which include prevention, monitoring and debt recovery. These are precisely the tasks of the ARMS module, which has proved itself useful not only in B2B systems. It improves the company’s financial liquidity and reduces the costs related to handling receivables. The work of the whole team responsible for company finance is streamlined as well.

Work and architecture

ARMS means Account Receivable Management System. It is an original module which monitors receivables and allows for quick reactions. The ARMS solution offers defining tasks at the user’s will. Every task has its own condition (e.g. the number of days past the payment deadline) and operation (e.g. sending a notification by e-mail). In the above example, if a contractor delays in payment by one week, an e-mail message with a reminder will automatically be sent to it. The number of days, notification form, message content and other variables may be freely edited.


The simplified diagram shows the ARMS module work process. The module starts working every day at a specified time. Then, it verifies the payment in relation to the customer’s reliability status. If the payment fulfills task conditions (e.g. no payment within one week of the invoice issue date), the module undertakes the next (previously defined) operations. All activities are recorded in the form of a log register. The main panel of the ARMS module shows a detailed history of operations and their results. Sample tasks in the ARMS module include:
– sending the customer an e-mail message with thanks on the day of issuing the document (invoice or order),
– adding a task for an employee to the calendar making him/her contact the customer three days past the payment deadline,
– automatic blockade of the contactor’s possibility of placing orders after missing specified deadlines,
– sending the customer an e-mail reminder two days before the payment deadline.

Customer segmentation according to the reliability status

Task defining can also be combined with the reliability status ascribed to a given customer. System settings offer three contractor reliability statuses: green, yellow and red, and any number of tasks can be defined for each of them. A sample list of tasks for the most reliable (green) customer may be limited just to an e-mail reminder of an unpaid invoice two days past the payment deadline. Yellow customers (those with a medium reliability status) may be additionally informed by phone one day before the payment deadline. The customer reliability status is not ascribed permanently: upon seeing that a yellow customer submits payments reliably and on time, we can transfer it to the green group.

The receivable management ARMS module proves itself useful in every sale type because its functions are not limited to debt recovery: it also places emphasis on preventive monitoring of payments. The possibility of combining it with other modules and solutions makes it a guarantee of maintaining the financial liquidity in the entire company.

B2B benefits in eCommerce you do not know about

B2B solutions in eCommerce are characterized by the fact that their results are not conspicuous right away. New code lines, invoices, statistics, analyses, reports and prognoses are not solutions giving us a thrill of positive emotions. They come (especially for people dealing with finance and its optimization) when we realise the likely benefits of B2B system in e-commerce. The solutions described were implemented by i-systems in Higma Service, a company supplying products, hygienic systems and professional chemical agents for companies, institutions and HoReCa sector.

Easy access to data

Even today you can find some archaic solutions, frequently adopted in companies. The nightmare of each tradesman – one main computer with access to all data which can be used for entering the order in the system. The tradesman is forced to ask the computer owner (usually Sales Manager) to provide the hardware to her/him even for a couple of minutes.
It would be hard to find a better example of wasting resources and losing time for the team. Open web access to the IT system for all company employees enables the tradesman, having her/his own account, to come and enter the order in the system from any computer connected to the Internet. The introduction of such a solution (along with other) help Higma Service sales representatives to meet with as much as 12 customers during a single day and to prepare a customised offer for each of them, including a full presentation. Such a solution offers also a comprehensive control of each ordering stage. It is enough to have a look at the system to learn what happened to a specific order, when and why.

Optimisation of overhead costs and expense prognosis

Each document in the form of a sheet of paper can be lost, get wet, be taken by the wind and is a cost in itself. Higma Service generates over 23 thousand invoices a year and several times more Goods Dispatched (WZ) Invoices. This is an immense amount of paper which was replaced by electronic documents. They are generated automatically and attached to the order performance stage preferred by the customer. What is more, the electronic documents are grouped in sets to analyse and obtain Business Intelligence information more easily, of key importance for the strategic decisions. Such an analysis of data can be created any time in a month, not only after the end of any settlement period.

Improving the work qualify of sales representatives

B2C or B2B solutions can actually be reduced to H2H, that is Human 2 Human, relations. Here, personal likings and dislikes (partially subconscious) of our sales representatives towards some companies come to play. How to encourage the sale representative, beside her/his personal animosities, to contact and visit all the companies? The IT system can also be helpful here. The solution implemented suggests the employee should make an appointment for the meeting and if s/he keeps ignoring the message, s/he will lose the opportunity to make other appointments before vising all customers suggested by the system.

Logistics handling

Warehousing costs constitute a large part of sales companies’ expenses. The logistic solution adopted analyses sales of products and prognoses warehouse shortages. Thanks to that, the warehousing space is optimized and does not generate unnecessary costs. Such a policy can reduce warehousing costs by 45%. Additionally, each manufacturer connected with the company can generate the sales reports for their products themselves as this offers information to both companies for improved cooperation.
Business activity cost optimisation is the most important challenge for companies in almost any sector. As you see, B2B systems are able to optimize costs in many areas of the company operation: from sales, through employees’ time management, debt recovery, offering, expense control, to the logistics. It is worth considering implementation of B2B solutions in e-commerce as some money can still be obtained from the designated subsidy from the EU funds.

B2B eCommerce: how to reduce costs and increase profits?

eCommerce activities in B2C are very easy to identify and define: a store offers a product, the customer buys it. We can also speak of marketing, offer comparison, customer service and, eventually, the transaction. When we ask about eCommerce in B2B, the most frequent answer is the sales of the same products but in wholesale amounts and preferably on pallets. eCommerce area in B2B looks, however, different. What is more: it can change entirely the company strategy and its efficiency.

eCommerce in B2B is the abundance of opportunities

There is a multitude of studies, analyses and reports describing the sales potential of the Internet B2B channel. According to the most cautious estimates, the level of 150 billion PLN is within easy reach (unless it has already been exceeded). This is close to six times more than B2C market, but only about 5% of all B2B transactions. Observing the development of the Polish eCommerce sector, we frequently look at the U.S. The said share in that country reaches 30%. The potential is, thus, present but where is it exactly? The products most frequently bought in the Internet business to business sales include: office products, raw materials, manufacturing materials and products related to using the company assets. Also Higma Service sells such products. The case of competitive advantage building by this company through technology will be described below.

Optimising the costs of acquiring and retaining the customer

Strong competition between distributors makes it difficult to compete by means of the price, which is more and more similar for all distributors. If it is more difficult to compete by means of the price, you can offer more to the Customer for the same price. What can this added value be in B2B eCommerce transactions? It can be comprehensive control of the expenses, minimizing the likelihood of mistaken order performance and consequent reduction of error handling costs, complete automation of document flow, improved efficiency of employees’ work or the ability to report and verify sales plans in real time. If we are able to provide such a benefits’ package to the business customer, they loyalty will grow. What is more, the exit barrier will be much higher and we will reduce customer rotation, still offering the same product for the same price.

Business analysis a key to success in B2B eCommerce

All large B2B and IT projects should be started from a cross-sectional analysis. Implementing the project for Higma Service, key eCommerce challenges were identified, that is: more efficient service of customers in the entire territory of Poland, creation of a settlement mechanism for contract customers having many outlets, higher automation of the sales process, elimination of errors caused by a growing base of compatible products, improved efficiency of meeting scheduling or improved warehouse management. Each of those aspects contributes to significant improvement of the financial efficiency of the company.

Solutions adopted

Abraham Lincoln used to say that every work can be done if it is divided into small tasks. The same is true for IT solutions. In the said case, all works were divided into three major stages. The first consisted in creating new infrastructure and taking the load off the resources possessed by simplifying and automating repeatable processes; the second one was devoted to improving the entire sales process and creating new tools increasing the operating capacities of the sales department employees; the third one assumed that all the regular customers will be covered by the panel facilitating the process of sales, service and debt recovery.

Big data – collection and effective use of business data

Public institutions, mechanical and food industry, medical sector, education, administration, catering and hotel sector (HoReCa) as well as private companies have different needs and expectations. The collection and analysis of data have become an important aspect of business. According to the studies by InsightExpress, 80% of Polish IT managers believe that big data will be the grounds of their corporate strategies in the five years to come. The demand for such specialists grows by about 30% a year. Another basis for operation in eCommerce is data analysis. For such operations, a unique tool enabling to optimize business processes between the company and its vendors in everyday work.

Business results obtained

The introduction of innovative solutions changes the nature of work performed. After the said system was implemented, the time and labour intensity required for the handling and performance of orders were reduced by 50%. Human and equipment resources were liberated and they can be shifted to perform other tasks. In Harvard Business Review Poland published in January, in the article devoted to the Internet of things we could read the statement by Jeff Immelt who claims that each industrial company will be the software producer. This vision can be expanded also to services and it can be added that each company will have to invest in cost optimizing software in the years to come. The said software will open up new opportunities for optimization and the B2B eCommerce case described is a perfect example of that.