The rise of mobile purchasing has redefined e-commerce - especially for B2B. What used to be a desktop-first world is quickly shifting, with business buyers now expecting mobile experiences that work as smoothly as the ones they get as consumers. But here’s the question: are suppliers keeping up?
This piece looks closely at where mobile B2B purchasing stands today - what’s working, what’s missing, and how businesses can do better.
Why Mobile Matters in B2B Purchasing
For many buyers, mobile devices aren’t just a convenience - they’re a core part of how business gets done. Whether placing an order in the field or reviewing an invoice between meetings, mobile tools have become essential. With digital transactions on the rise, mobile isn’t a bonus anymore. It’s a baseline.
Current State of Mobile Purchasing in B2B
A recent survey by OroCommerce, a leading B2B eCommerce platform, sheds light on how buyers feel about mobile purchasing today:
- 89% of B2B buyers expect to spend more through mobile in the next year.
- But only 4% say they’re “very satisfied” with the current mobile buying experience. A full 80% are just somewhat satisfied.
The demand is clearly there, but the experience still falls short for most.
Key Challenges Facing B2B Mobile Purchasing
Mobile buying in B2B comes with its own set of frustrations. Buyers often run into:
- Clunky Interfaces
More than half (56%) are put off by confusing layouts and hard-to-navigate screens - especially when compared to the simplicity they’re used to with consumer apps. - Payment Headaches
38% say mobile payment systems don’t offer enough flexibility or feel secure enough for high-stakes transactions. - Poorly Designed Configurators
For complex products, mobile configurators often make things harder instead of easier - frustrating nearly one-third (31%) of buyers.
The takeaway? Adoption is high, but performance is lagging behind.
Opportunities in Mobile B2B Commerce
There’s good news: for companies willing to dig in and fix these issues, there’s plenty of upside.
- All-in-One Platforms
74% of buyers want a single place to place orders, view invoices, and handle payments. When everything’s in one spot, the process feels smoother and less disjointed. - Stronger Security
With so much concern around mobile fraud, buyers take comfort in systems that follow strict standards (like PCI DSS) and clearly offer fraud protection. - Better Tracking
75% want real-time order updates, yet only half feel that current systems deliver. There’s a clear gap - and a clear chance to improve.
Strategies for Optimizing Mobile Experiences
To meet today’s expectations, here’s what needs to happen:
- Make Interfaces Easy to Use
Keep navigation simple. Minimize steps. Make sure it all works well on different screen sizes. And most importantly - test with real users often. - Offer Multiple Payment Methods
Buyers use a mix of credit cards, bank transfers, and trade credits. Give them options and make sure they’re secure. - Fix the Configurators
Tailor them for mobile so they don’t feel like an afterthought. Buyers dealing with complex products shouldn’t have to struggle. - Personalize the Experience
Use smart tech to recommend products or send timely messages based on activity. Already, 78% of buyers say this kind of personalization adds real value.
Looking Ahead: The Future of Mobile B2B Purchasing
Mobile’s role in B2B is only going to grow. In fact, 85% of buyers expect their mobile spending to increase in the next year. To stay ahead, suppliers should:
- Keep improving mobile design.
- Stay focused on secure and flexible payments.
- Consolidate tools so buyers don’t have to jump between systems.
Mobile is reshaping how B2B purchasing works. And while there’s real momentum, there’s also a gap between what buyers want and what they get. Companies that take the time to smooth out these friction points stand to gain more than just satisfied customers - they’ll earn loyalty, trust, and revenue.
Those that ignore it? They risk falling behind. Now’s the moment to get mobile right. Your buyers are already there.