From eCommerce to agentic commerce

The history of digital eCommerce can be read in three acts.

First, the monolithic model: the first online stores that opened a new sales channel.

Then, the headless and composable approach: more flexibility, omnichannel and personalization.

Today, a third stage appears: Agentic Commerce, where artificial intelligence agents are able to buy, negotiate and decide on behalf of people.

This global trend has a direct impact on the B2B commerce, where purchasing processes are longer and more complex.

What we mean by agentic commerce

Imagine a digital assistant that not only recommends products, but also understands the need, searches, compares and executes the purchase.

That's what agentic commerce is: delegating the operation to an autonomous agent.

The buyer stops browsing catalogs and forms. The agent takes care of everything.

Examples are already in use: recurring orders that are processed automatically or digital assistants that accompany the buyer in the selection of products.

B2B: the most fertile ground for progress

In B2B, recurring purchases, high-volume orders and the need to work with detailed technical data sheets, certifications and specific regulations abound.

In this context, AI agents find a natural space to provide value. They can take on repetitive tasks, process large volumes of information and maintain constant evaluation criteria. This translates into:

• Replenishment automation, reducing errors and ensuring continuity in the supply chain.
• Selection of suppliers based on technical criteria, evaluating documentation and certifications in a more agile way.
• Permanent comparison of prices and deadlines, something that in human environments is usually punctual and limited.
• Verification of regulations and legal requirements, like the future Digital Product Passport (DPP), where data traceability will be key.

Rather than replacing the human buyer, these agents work as a support that frees up time and resources, allowing you to focus on strategic decisions and in building business relationships.

What companies need to prepare

Agentic commerce is the result of a well-built digital base.

That base must be able to provide agents with the information and connections necessary to operate autonomously.

Many companies have already advanced along this path with digitalization projects, but not always with the coherence or depth required by this new scenario.

Preparing involves reviewing the fundamentals and ensuring that the organization is ready to open its data and processes to more automated interaction. For example:

• Structured and accessible data: Clear catalogs, consistent taxonomies, and comprehensive attributes. To have a PIM system is key to centralizing and maintaining product information.
• System integration: CMS, CRM, ERP and eCommerce connected to each other to ensure a unified view.
• Optimization for AI: Semantic content, Technical SEO and rich data that agents can reliably interpret.
• Data Governance: Transparency, constant updates and legal compliance as a basic condition for building trust.

These pillars are what allow digital agents to interact with the business effectively, without friction and with consistent results.

How the B2B sector should react

Agentic commerce is still under development, but its impact on B2B it will be inevitable. It is not a question of handing over the company to autonomous agents, but rather of starting to incorporate them progressively into areas where they can provide value.

The path is gradual: first to secure a solid digital base and then to move forward with concrete use cases. Some priority scenarios are:

• Repeated orders: Automating them reduces administrative burden and ensures continuity of supply.
• Complex catalogs with configurators: Agents can guide product selection in environments with many technical variables.
• Standardized RFP processes: Automation makes it easy to compare proposals and evaluate suppliers with consistent criteria.

Working on these fronts allows us to move forward without waiting for technology to reach its point of maturity.

In tomorrow's B2B, the “customer” can be both a person and an agent acting on their behalf. Being prepared for that interaction will make the difference between operating fluidly or with friction.

We're here to help

Agentic commerce will mark the next stage of B2B eCommerce. To take advantage of it, companies need a solid foundation: well-structured product information, accessible data and connected systems.

At Novicell, we help B2B companies to lay those foundations: organizing information, integrating platforms and optimizing content. Thus, your eCommerce will be ready to interact with both human customers and digital agents who will soon be a natural part of the buying process.

Contact us and talk to our specialists to start Prepare your eCommerce for new technologies.