Identifying what type of metrics are critical to our business and measuring them over time will be key to your B2B e-commerce strategy.

When we talk about business-to-business (B2B) e-commerce, it's true that we can't help but think of the Asian giant Alibaba, but let's remember that e-commerce isn't all Alibaba and Amazon, now more than ever we have to be present in digital commerce, positioning ourselves with our customers with platforms that facilitate B2B transactions.

But how do we measure the success of our B2B portal?

First of all, we need to be clear about what impact we want on the business, otherwise it will be very difficult to objectively measure the effectiveness of our B2B portal.

Below I propose some key performance indicators (KPIs) that I believe will help us measure the performance of our B2B commerce.

Sales Total sales and percentage of revenue from the B2B portal, compared to other sales channels.

Average Order Value The average value of the order placed through the B2B portal vs. other channels.

Adoption Percentage of our customer base that orders through the portal.

Growth Both in terms of adoption by our customers and in terms of revenue.

Purchase Frequency Frequencies of purchases from our customers, before and after the implementation of our B2B portal.

Single-Channel Penetration Percentage of customers who buy through different sales channels.