State of the B2B E-commerce in Poland!

May 13, 2022 by
Frank Calviño

B2B e-commerce in Poland is booming. Currently, over 90% of the Polish B2B companies are planning to develop e-commerce channels between this year and the next. 

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According to a report presented by E-Commerce Poland, alongside the Polish Chamber of Digital Economy, currently, over 40% of businesses in Poland are B2B selling online. 

And close to 25% of this B2B e-commerce in Poland claimed to receive 80% of their revenue via this channel. 

State of Polish e-commerce 

The report collected information from 155 Polish companies offering products, services, and solutions to businesses surveyed during March and April 2022. 

The Polish e-commerce market has been growing fast: in 2020, over 11.000 new online stores were launched, most of them B2C stores. 

And B2B also keeps growing, with currently 25% of companies not yet active in B2B e-commerce considering entering this business area before the end of 2022. 

The report also mentions that one in four B2B e-commerce companies puts the share of e-sales at over 80%, but similarly, 23% admit that this share is 10% or less. This disparity in the statistic is a clear indication that Poland B2B sellers are still at very different levels of digitization.

There is also a matter of maturity in Polish e-commerce, currently, half of the online businesses providing B2B products or services, have been active for over 5 years. Meaning that these online stores are more than stable. 

B2B e-commerce in Poland is aimed at exports? 

Almost 25% of de companies surveyed indicated that they use their e-commerce, primarily, for B2B cross-border operations. 

And over 95% of the companies claim to have experienced positive effects such as a growth in sales and number of customers, not only in Poland but also in other European markets.

“23% of companies suggest introducing a new way to talk to business customers online. Localization is key for any cross-border strategy”

This leads to 85% of surveyed companies seeing e-commerce as a way to sell more cross-border, even if they haven’t implemented it yet. 

IT costs…the elephant in the room

The most commonly cited negative impacts are increased IT costs, the need to hire experts, and the elevating the cost of their services. And this will keep on growing, for obvious reasons, that's a fact.

Even so, almost all B2B e-commerce providers see the need to further develop and invest in this solution: Expanding their product offerings, integrating their sales channels with social networking sites, and positioning were identified as the main directions.

Finally, surveyed companies mentioned the following benefits of e-commerce implementation: 

  • INCREASE IN SALES: 57%
  • INCREASED CLIENT NUMBER: 48%
  • INCREASE THE ASSORTMENT ON OFFER: 32%
  • INCREASE IN CUSTOMER PURCHASE FREQUENCY 29%
  • REDUCTION OF SALES COSTS: 27%
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