The critical success factors for a B2B web shop are:

 

User Registration:  Users of your B2B web shop should be required to register before ordering, allowing you to check the credit-worthiness of the user before spending time and money processing an order.  Your B2B web shop should be inaccessible unless the user has registered and obtained a password, or it should be accessible for evaluation purposes only.

 

Customer Feedback:  Your B2B web shop should invite users to make comments in an easy, e-mail format.  In addition, you may want to consider asking for feedback on the user registration form, or offering an incentive for such feedback. Information you receive as a result must be fed into your Monitoring and Strategy processes.  Of course, e-mail inquiries should be returned within three business days.

 

Web Site Structure:  The site should be easy to use since prospective new customers may be quickly dissuaded by broken links or difficult navigation, especially as an increasing number of your competitors establish a web presence, offering buyers more reliable and preferred alternatives if your site is difficult to use.  It is for these reasons that order forms should be tested and retested for ease of use. 

 

Scalability: Your B2B shop should be able to grow and adapt with its users, and have adequate performance to be available to all users all the time.

 

Connecting to a Marketplace: You can connect your web shop to an industry marketplace, increasing your potential for new visitors to the site, and channeling some of the B2B site sales into the marketplace for transaction processing on the marketplace's systems.