EDI: reliable, but reserved for key accounts
EDI transmits standardised orders directly from one system to another. It is the most reliable solution, but every partner has to invest in the technology and adopt a common format, so it is mainly used with the largest customers.
The B2B portal: effective if customers adopt it
An online ordering portal structures the data from the moment it is entered. Its success depends on customer adoption: many prefer to stick to their habits, especially when they order from numerous suppliers.
Email, PDF and Excel: the daily reality of sales admin
In most B2B companies, the bulk of orders arrive by email: in the body of the message, as a PDF generated by the customer’s software, as a scan or as an Excel file. It is the simplest channel for the customer, and the most costly for the supplier.
Should you force the change?
Imposing a channel on your customers carries a commercial risk: a customer who has to change their habits may go elsewhere. The alternative is to accept orders as they arrive, and to automate their processing.
Combining channels
The right approach is often a mix: EDI for partners who are equipped for it, a portal for those who want one, and automatic reading for everything else. Our comparisons set out the strengths of each approach.