E-commerce for distributors has been a slow and sometimes frustrating process. For the last two years,42% of distributors polled, reported e-commerce comprised less than 5% of their companies’ total sales, and 20% reported they had zero e-commerce presence in 2014, despite the continued migration of B2B sales to the online channel.

Although most B2B buyers are doing research online before purchasing, distributors have been slow to adapt.Currently, many see e-commerce as a promotional tool rather than a method of sales.

This report provides a survey-based overview of the objectives and challenges distribution companies face around e-commerce today.