Closing the Gap: Creating B2B Ecommerce with a B2C Experience Jack Bolous路 Senior Application Development Consultant 路 Dunn Solutions Name 路 Title 路 Dunn Solutions
Today’s Agenda Introduction to Dunn Solutions Ecommerce Growth
B2B Ecommerce Challenges SAP hybris - Meeting the Challenges Demonstration Questions
Dunn Solutions is a full-service IT consulting firm founded in 1988
Minneapolis Delivery ďƒ— Training
Chicago Delivery
Raleigh, NC Delivery ďƒ— Training
Bangalore, India Delivery
Practice Areas
Application Development
Analytics
Solutions
Training
Frameworks
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Analytics & BI Platforms
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Certified SAP/Liferay
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Accountable Care Orgs (ACO’s)
Data Warehouse & Data Integration
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Classroom, Onsite, Computer Based & Virtual
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Corporate Legal
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Higher Education
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Optical Shop
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Portals
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eCommerce & Content Managed Websites
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Mobile App Development
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Custom App Development
Predictive Analytics
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Mentoring & Custom Training
SAP Partnership 1995
Classrooms Minneapolis
Raleigh, NC Present
SAP Gold Partner
Top level, partner since 1995
National coverage
Authorized Education Partner since 1995
Selected Clients
Agenda Introduction to Dunn Solutions Ecommerce Growth
B2B Ecommerce Challenges SAP hybris - Meeting the Challenges Demonstration Questions
Ecommerce Growth – U.S. Projections • U.S. Ecommerce sales will grow to $414 billion in 2018 according to Forrester • eMarketer predicts ecommerce sales to grow to $491.5 billion by 2018
Customer Name / 8
B2B Ecommerce Growth – U.S. Projections • U.S. B2B Ecommerce sales will exceed $1.13 trillion by 2020 according to Forrester • U.S. B2B Ecommerce sales will grow to nearly $1 trillion by 2018, more than twice the $414 billion in B2C Ecommerce
B2B Ecommerce / 9
B2B Ecommerce Growth Factors • 74% of B2B buyers research 50% or more of their purchases online
• 30% of B2B buyers purchase online 50% or more • Forrester expects 56% of B2B buyers to purchase online 50% or more by 2017
• 60% of B2B buyers spend more overall when they can buy through online and offline channels
B2B Ecommerce / 10
Agenda Introduction to Dunn Solutions Ecommerce Growth
B2B Ecommerce Challenges SAP hybris - Meeting the Challenges Demonstration Questions
Current B2B Ecommerce Challenges • Customers want an individualized company pricing
• Customers are seeking the ability to request quotes and negotiate prices • Customers want Integrated Self-Service Management
B2B Ecommerce / 12
Customers want an individualized company pricing • Customers often have individually established prices on various products
• Customers may often have individualized prices for bulk orders
Today’s Ecommerce / 13
Customers are seeking the ability to request quotes and negotiate prices
• B2B Customers often need the ability to request quotes. • Additionally these customers want the ability to negotiate these quotes
Today’s Ecommerce / 14
Customers want Integrated Self-Service Management
• Customers want the ability to manage who has access
• Customers want to setup rules and limits for their employees • Customers want the ability to review and approve submitted orders
Today’s Ecommerce / 15
Agenda Introduction to Dunn Solutions Ecommerce Growth
B2B Ecommerce Challenges SAP hybris - Meeting the Challenges Demonstration Questions
SAP hybris • Omni-Channel ecommerce platform • • • •
Provides similar customer experience across multiple channels Online, mobile, point-of-sale, call center, social media and print Launched in 1997 Acquired by SAP in August 2013
• Strong Product Content Management capabilities
• Customized catalogs and pricing per customer or segment • Supports products with multiple characteristics
• Complete Order Management capabilities • • • • •
Order approval rules and workflows Payments Fraud Checking Warehouse Integration Punch-Out Support
• Integration with SAP systems
• 50% of B2B customers use SAP
B2B Ecommerce / 17
How We Can Support Unique Customer Prices • Able to create custom catalogs for customers • Able to create Secure Customer Portals Cog Widget Spinner Driver
$45 $69 $20 $109
Company A Cog Widget Spinner Driver Whatsit
$50 $79 $29 $129 $75
Cog Widget Spinner Driver
Rules
Master Catalog
$50 $79 $29 $129
Company B Cog Widget Spinner Driver Whatsit
$40 $69 $19 $119 $75
Company C B2B Ecommerce / 18
How Can We Support Quotes with Negotiation • Allow customers to select products using a shopping cart
• Establish allowed thresholds for quotes to be requested • Ecommerce Managers can review and offer a quote with new prices • Allow customers to accept, decline or request a requote.
Today’s Ecommerce / 19
How We Can Enable Integrated Self-Management • Allow customers to setup custom approval processes hierarchy of employees and roles
• Allow customers to create rules, cost centers and permissions • Establish limits to cost centers and employees
B2B Ecommerce / 20
Our Ecommerce Platform Needs these Important B2B Features • Custom Catalogs and Pricing
• Content Targeting for Customers • Self-Service Account Management • • • • • •
Assign rights to employees Setup individual purchasing limits Configure approval rules and workflows Manage cost centers and budgets Auto-replenishment of orders Request Quotes
• Multi-Channel • Order offline, online, and mobile • Customer experience is similar across all channels
• Secure Customer Portal
B2B Ecommerce / 21
Agenda Introduction to Dunn Solutions Ecommerce Growth
B2B Ecommerce Challenges SAP hybris - Meeting the Challenges
Demonstration Questions
Summary • Creating a successful Ecommerce strategy is critical to growing your B2B business
• Companies face numerous challenges to successful B2B Ecommerce • Creating Individualized Experience • Different Terms & Contracts • Increased Service & Convenience • Special Approvals • Rising Costs of Smaller Customers • Products Available Online & Offline
• Implementing a full-featured ecommerce solution, like SAP hybris provides B2B features needed to be successful • • • •
Custom Catalogs & Pricing Content Targeting for Customers Self-Service Account Management Multi-Channel
B2B Ecommerce / 23
Questions & Answers Jack Bolous¡ Senior Application Development Consultant
Dunn Solutions jbolous@dunnsolutions.com