40% of Polish B2Bs sell online

Over 90 percent of Polish B2B-companies plan to develop ecommerce channels. Around 40 percent of business providers already sell online. For one in four companies in Poland, ecommerce drives over 80 percent of revenue.

These are some of the findings of a new report commissioned by E-commerce Poland. For the study, 155 Polish companies offering products, services and solutions to businesses were surveyed during March and April 2022. The Polish ecommerce market has been growing fast: in 2020, as many as 11 thousand new online stores were launched. Although the B2B branch is expected to grow, it does have its unique challenges.

90% of companies want to sell online

The report shows that over 40 percent of B2B-companies already sell online. Of these businesses, 1 in 4 say that ecommerce channels generate as much as 80 percent of their revenues. Moreover, a quarter expects a significant revenue increase from online sales (over 20 percent) in the coming year.

Half of online business providers have been active for over 5 years.

Most Polish B2Bs have been active online before the pandemic boom in ecommerce. For instance, half of online business providers have been operating longer than 5 years. Conversely, there are no ecommerce companies younger than 2 years old. However, 90 percent of companies say they want to start selling online.

1 in 4 companies use ecommerce for crossborder

For those that have launched online channels, 95 percent experience positive effects such as a growth in sales and number of customers. Nearly 85 percent of surveyed companies see ecommerce as a way to sell more cross-border – 1 in 4 companies already use ecommerce for selling abroad.

1 in 4 B2B companies use ecommerce for crossborder sales.

Higher IT and marketing costs

Entering the B2B ecommerce arena also has its challenges. Firstly, the majority of Polish companies (over 40 percent) say that a mere 5 percent of their industry’s customers shop online. Furthermore, companies that have started selling online say IT and marketing costs are higher. For 10 percent of B2Bs, traditional sales have since decreased.