9 Steps to Building a B2B Business Case

How to build a B2B business case for ecommerce

I didn’t write this article.  I wish I did, and I know I could, but someone at Sterling Commerce already did, so why not just give them the credit and make it available here?  I think it’s a great white paper and anyone considering investing in a B2B sellside eCommerce project should read it.

Go visit their website for a ton of other information, and then come back here when you’re ready to implement a pragmatic, cost effective B2B solution 🙂

For those of you struggling to write the B2B business case for your organization, here is my paraphrasing of their overview of their 9 step process:

  1. Target your audience – make sure everyone reading it can relate to it
  2. Consider the context – build your case to acknowledge the current economic climate
  3. Secure Solid Executive Sponsorship –  we’ve yet to see one of our projects sponsored by anyone lower than President or CEO.
  4. Team up with a Business Partner – this isn’t about technology…it’s about the business.  Make sure someone in the business is driving the project.
  5. Frame the Problem-and the solution-in business terms. – this isn’t about technology…it’s about the business.
  6. Build a Realistic Cost-Benefit Picture – it’s either about making more money or saving it…or both.  Pick the greatest value proposition and deliver on it!
  7. Don’t Leave Out the Indirect Benefits – but don’t put too much weight on them either, especially in this economy!
  8. Make the Business “Own” the Benefits – this isn’t about technology…it’s about the business.
  9. Establish Key Vendor/Solution Selection Criterion – and make sure that it ends up picking us 🙂

If I had written this white paper, I would have added one more critical step.  Not
only because that would have rounded it out to 10 steps, but because
there really is one more step that I think is crucial to getting your
business plan accepted and to succeeding with your implementation.

Plan for an Incremental Rollout – don’t allow more than 30-60 days elapse before you start deriving real (monetary) value from your solution!


Technical White Papers – Sterling Commerce – 9 Steps – B2 B BizCase R3

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About Author

Sam Bayer

Sam Bayer founded Corevist in 2008 and served as CEO until his retirement in 2022. During his tenure, his mission was to capitalize on the convergence of the growing popularity of Cloud delivered services and the consumerization of B2B ecommerce to build a company that delivers real value to his clients and a great place to work for his team.