KPIs to Measure the Performance of B2B Purchases

In the current business environment, it is essential for companies to monitor and evaluate the performance of their B2B (Business-to-Business) procurement activities. Measuring performance accurately is crucial to identify areas for improvement, optimize processes, and ensure that goals and objectives are achieved.


In this article, we will explore the key performance indicators (KPIs) that can be used to measure the performance of B2B procurement and provide valuable insights to drive efficiency and effectiveness in these activities.


Delivery Performance


Delivery performance is a crucial KPI for evaluating the performance of B2B procurement. It measures suppliers’ ability to deliver products or services within the agreed-upon timeframe. Delays or incomplete deliveries can have a negative impact on the supply chain and customer satisfaction. Monitoring and tracking delivery performance allows for the identification of supplier issues, logistical bottlenecks, or operational issues that need to be addressed.


Return Rate


The return rate is an indicator that measures the proportion of products or services that are returned to the supplier by customers due to defects, non-compliance, or other quality-related issues. By monitoring this KPI, companies can identify suppliers with quality problems or that do not meet the required standards. A high return rate indicates the need for adjustments in procurement practices, such as selecting more reliable suppliers or revising quality evaluation criteria.


Customer Satisfaction


Customer satisfaction is a fundamental KPI for evaluating the impact of B2B procurement activities on overall company results. Measuring customer satisfaction can be done through feedback surveys, evaluations, or complaint analysis. By tracking this indicator, companies can identify improvement opportunities, identify suppliers offering low-quality products or services, and implement corrective actions to enhance the customer experience.


Lead Time


Lead time is the time required for a product or service to be delivered from the moment it is requested to the moment it is received by the customer. Monitoring lead time in procurement activities is crucial to ensuring efficient workflow and meeting customer demands within established deadlines. Reducing lead time can improve company agility, minimize the risk of stockouts, and increase customer satisfaction.




Productivity is an important KPI for evaluating the performance of B2B procurement. It measures the efficiency of procurement activities, taking into account the time and resources required to complete the purchasing processes. To measure productivity, indicators such as average purchase cycle time, number of transactions per time period, and the ratio between the procurement team and the volume of purchases can be analyzed. Increasing productivity allows companies to accomplish more tasks with fewer resources, reducing costs and improving operational efficiency.


Price Evolution


Price evolution is a KPI that monitors changes in the prices of acquired products or services over time. Tracking this indicator is essential to evaluate the effectiveness of negotiation strategies and identify price trends that may impact acquisition costs. Analyzing price evolution also helps companies identify savings opportunities, such as negotiating long-term contracts, seeking suppliers with more competitive prices, or identifying market fluctuations that may affect the value of acquired products or services.


Supply Cost


Supply cost is a KPI that measures the total expenditure on the acquisition of products or services necessary for the operation of the company. This indicator encompasses not only the purchase price but also associated costs such as freight, taxes, storage, and other logistics costs. Monitoring supply cost allows companies to assess the effectiveness of acquisition strategies, identify areas of excessive spending, and seek savings opportunities. Reducing supply costs directly contributes to improved profit margins and company competitiveness.



Saving, or cost savings, is a KPI that measures the total value saved through efficient procurement practices. It encompasses cost reductions achieved through negotiating lower prices, taking advantage of discounts, identifying more economical suppliers, and reducing unnecessary spending. The calculation of saving can be done by comparing current prices with historical prices or market benchmarks. This indicator is crucial for assessing the financial impact of procurement strategies and demonstrating the value added by the procurement team.


By adopting a KPI-oriented approach, companies can align their procurement strategies with organizational objectives, make informed decisions, and continuously improve their procurement processes. The effective implementation of these performance indicators will enable companies to gain a competitive advantage in the B2B market, driving growth, profitability, and customer satisfaction.


Ultimately, the use of KPIs to measure the performance of B2B procurement is a key element for efficient and strategic management of acquisition activities, ensuring that companies are on the right path to achieve sustainable success in an increasingly competitive business environment.

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