9 B2B eCommerce Success Metrics
Outside of the traditional B2C measures (e.g. traffic, uniques, conversion %, CAC), multichannel companies and brand manufacturers should include these measures to understand the success and areas of improvement for their ecommerce channel.
- New online and offline accounts
- New users within current accounts
- Online and offline sales growth
- Online and offline AOV
- Promotion conversion %
- Lead conversion %
- Repeat purchase %
- Customer service inquiries
- Track the growth of the following actions: email, newsletter, catalog request, coupon download, sample requests
The ecommerce channel should be central to all other channels helping create channel harmony and drive sales across the company.
