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2025 B2B E-Commerce Trends Report

B2B e-commerce is transforming rapidly as business buyers expect the same speed, convenience, and transparency they experience as consumers. This B2B extract from the 2025 E-Commerce Trends Report highlights how B2B e-tailers are adapting - from social commerce and marketplace expansion to better delivery, easier returns and more sustainable operations to stay competitive in a digital-first world.

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E-Commerce Trends Report: Business Edit

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The consumer experience is now the B2B standard

Business buyers now expect:
  • Fast and flexible delivery
  • Transparent order tracking
  • Friction‑free returns
  • Personalized product recommendations
  • Simple, intuitive checkout experiences

B2B retailers are responding by bringing the best of B2C directly into the B2B journey across every sales channel.

B2B e-commerce in numbers

58%

OF GLOBAL B2B RETAILERS SELL ON AT LEAST 3 E-COMMERCE PLATFORMS

78%

EXPECT THEIR WEBSITE SALES TO GROW OVER THE NEXT 3-5 YEARS

76%

OFFER CUSTOMERS DIGITAL WALLET PAYMENTS

35%

OFFER CUSTOMERS BUY NOW, PAY LATER OPTIONS

64%

OFFER PRODUCT SUBSCRIPTIONS

18%

CHARGE FOR DELIVERY AND RETURNS ON SUBSCRIPTION

61%

USE AI ACROSS THEIR E-COMMERCE PLATFORMS

38%

ARE LIKELY TO USE AI-POWERED PRODUCT RECOMMENDATION TOOLS

Social media means business for B2B

48% of B2B retailers say social media is essential to their e-commerce business. From first glance to final decision, B2B brands are using social platforms to turn interest into sales – with product images (60%), short videos (57%) and stories (48%) the most common types of content.

Infographic showing B2B social media statistics and B2B social media trends: 87% of B2B retailers run paid social media advertising; 73% expect social media sales to increase in the next three to five years; 59% sell on Facebook and 34% on LinkedIn; 44% expect to sell more on Instagram within five years.

Marketplaces are becoming a core B2B channel

Marketplaces offer a fast, familiar way to reach more customers – and 56% of B2B retailers are making the most of them. Amazon remains the top choice, but more businesses are branching out across app-based platforms. For B2B sellers, the future of marketplace selling looks less like single-channel reliance and more like multi-platform strategies.

Infographic showing B2B marketplace statistics and B2B e-commerce trends: 75% of B2B retailers expect marketplace sales growth in the next three to five years, 45% monitor competitor marketplace offerings monthly, and top marketplaces used include Amazon (69%), Alibaba/AliExpress (26%), eBay (21%), Shein (20%), and Temu (19%).”

Black Friday isn’t just for B2C anymore

Black Friday is an opportunity for B2B retailers to increase visibility, attract new customers and re-engage existing ones with well-timed, limited offers. Peak sales events like Black Friday are now part of how B2B retailers sell – whether that’s to respond to seasonal demand or end-of-year buying cycles.

Infographic showing B2B e commerce Black Friday statics and B2B peak season trends: 85% of B2B retailers run paid social media advertising, 77% make a sale during Black Friday or Cyber Monday, 67% say customers trust their Black Friday offers, 63% saw increased Black Friday sales from 2023 to 2024, and 48% sell more during Black Friday and Cyber Monday.

Cross Border sales continue to rise

International selling has become standard for many B2B retailers. But for those not yet selling overseas, cost and complexity remain barriers. 44% say delivery is too expensive, 37% say the same about the cost of returns and 32% want to avoid the hassle of customs. The right delivery and returns partner can help retailers overcome these hurdles – simplifying international logistics and opening up new markets.

Infographic showing B2B cross border e commerce statistics: 72% of B2B retailers sell to businesses in other countries, 41% of orders are sent internationally, and top sales destinations include Germany (45%), France (38%), the USA (26%), Italy (26%), and Spain (23%)

Delivery and returns shape B2B customer loyalty

If the delivery and returns experience meets expectations, B2B retailers can build trust and keeps buyers coming back. But it’s not always easy. For some businesses, customs clearance is a real challenge – 17% say it’s the main reason items are returned. Delivery speed also matters, with 48% of B2B sellers prioritizing logistics partners with faster transit times. More are also moving to paperless returns, with 38% already offering paperless returns.

Infographic showing B2B delivery and returns trends: 96% of B2B retailers say delivery and returns are critical to securing sales, 87% say free delivery or returns boosts sales, 56% say out of home delivery locations are essential, and 46% offer ‘free’ delivery by including the cost in pricing.

Sustainability is becoming a B2B requirement

87% of B2B retailers say it matters to their company, and many are backing that up with action. From more sustainable delivery options to trade-in programs and clearer recycling guidance, B2B brands are making practical changes. For businesses with long-term growth in mind, building a more sustainable operation is fast becoming the standard for many B2B retailers.

Infographic showing B2B sustainability trends: 76% of B2B retailers offer sustainable delivery options, 72% communicate the environmental impact of delivery, 62% use sustainably sourced packaging, 43% provide clear recycling instructions, and 40% offer trade in or buy back programs

B2B vs. B2C: Are their e-commerce strategies really that different?

Infographic showing B2B e commerce trends in social channels and cross border selling: 76% of retailers expect to use Instagram more by 2030, 72% expect app sales to rise in the next three to five years, 66% host live shopping events, and 65% use social media for product discovery. In cross border trends, 72% sell internationally, 65% localize language and currency, 58% adapt stores for all countries they serve, and 55% ship 25% to 50% of orders overseas.

Key takeaways for 2025

  • Social commerce is accelerating
  • Marketplaces play a core role in sales strategy
  • Peak sales events drive meaningful B2B growth
  • Cross‑border expansion continues despite complexity
  • Delivery and returns are major loyalty drivers
  • Sustainability is a commercial differentiator

Ready to Elevate Your B2B E‑Commerce Strategy? DHL eCommerce helps B2B retailers grow internationally with reliable delivery, simplified returns, and sustainable shipping solutions.

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