Are you tracking the right KPIs for B2B e-commerce?

Welcome back to?The Future of B2B Commerce! ??

2025 is the year when B2B e-commerce takes a big step forward in data-driven decision-making. But here’s the challenge: many companies still aren’t tracking the right key performance indicators (KPIs).

Could missing KPIs be holding back your e-commerce growth?

In our latest?Nordic B2B Report, we asked how Nordic B2B-companies measure their digital interactions with customers. The results were eye-opening.

Among the 637 companies selling through digital channels:

• Only?41%?track online orders.
• Just?33%?measure revenue from digital sales.
• Only?22%?measure customer satisfaction with their webshop.

These numbers are concerning. If you’re investing in digital sales, you?must?track your results. Otherwise, you’re just guessing, and guessing won’t put you ahead of the competition.

Start here: Simple KPIs every B2B leader should track

If you don’t have a structured way of measuring your digital sales yet, start simple. Here are 5 key numbers to start tracking:

??Website traffic:?Track website visits monthly. Identify trends over time and what pages and products are most popular.

??Online orders:?Keep track of monthly online order volume and share insights on buying behaviors.

??E-commerce share of total sales:?Identify whether this percentage is growing and how it compares to traditional sales. What products get sold online?

??Average order value (AOV):?Compare the AOV of your online shop to traditional sales. Do customers buy more or less online?

??Customer satisfaction:?Use surveys or Net Promoter Score (NPS) to measure how happy your customers are with your digital experience.

Measuring total sales alone won’t tell you the full story. By breaking down your online sales performance, you’ll gain the insights needed to grow and improve. The leadership team should ensure that each responsible department reports on these key metrics so they can make informed strategic decisions.

The big takeaway

B2B e-commerce can evolve from a passive sales channel into an active growth driver. But that only happens if you track the right things.

"You can’t optimize what you don’t track."

What KPIs are you focusing on in 2025? Reply and let me know!

Cheers, Malin

?? Work with Litium

Whenever you're ready, here are 3 ways Litium can help you:?

1. We help B2B companies scale their business and build revenue growth with our platform for digital commerce.?

2. We’re keen to build a community around B2B commerce, sharing our knowledge and insights. Join our tribe and share your ideas and learnings!?

3. Crafters of commerce. We work with a B2B expert network; our ecosystem of partners and advisors have extensive knowledge and experience in digital transformation. The expertise is second to none.

Reach out if you want to discuss your opportunities: [email protected] or contact me directly at [email protected].