It has been a great year for B2B E-commerce and it is important to keep an eye on the digital and technology trends to embrace the success you want for your business. The purpose of this webinar was to bring forward the amazing B2B capabilities of Magento and how integration with back-office systems / ERP will help your business become more efficient. We covered: · B2B Digital Commerce Trends · Assessing your needs / How to create a MoSCoW list · InSync Magento / SAP Business Connector · Featured Case Study For more such webinars, please keep an eye on: http://www.appseconnect.com/webinars

1. Why B2B is the new B2C
B2B Commerce with SAP & Magento

2. Today’s Presenters
Gene Ferriter
The Plum Tree Group
Solution Specialist
Maria Delgado
CommerceBlend
Marketing Specialist
Sulagno Mukherjee
InSync
Business Dev. Manager

3. Join the Conversation!
#B2BisthenewB2C
@ThePlumTreeGrp @CommerceBlend@appseconnect

4. Points to be addressed
1
Why B2B is the
new B2C
2
B2B Digital
Commerce Trends
3
Assessing your
needs / How to
create a Moscow list
4
Magento B2B
Features
5
InSync Magento / SAP
Business Coordinator
6
Featured Case
Studies

5. Don’t forget your free template!
A template that has been adapted
by Commerceblend and The Plum
Tree Group from its original version,
in order to help you to assess and
prioritize your needs as a B2B
merchant, for online selling.
It will help you to go a step behind
on identifying the particular needs
that apply to your business.
Use the link shared on the chat
window to download now!

6. Why B2B is the new B2C

7. Forrester forecasts
will be a $1.13 trillion
market by 2020
The Golden Age: A B2B Renaissance

8. Are you prepared to take advantage
of this growth?

9. Where are you on the B2B Continuum?

10. Does your business have a B2B Component,
like Wholesale customers?

11. Are your best B2C customers actually businesses, like
an interior designer ordering furniture for a client?

12. Your business may be B2C, but creating corporate
customer groups and events can propel business.

13. Even though your customers may be B2C, B2B partners
come in many forms, including advertising.

14. Do You Have What it Takes
to Compete Successfully?

15. Major Forces Shaping B2B
Millennials
They’re trending as the new
B2B buyers. This implies
changes on procurement
processes. They’re digitally
oriented and prefer to do
research by themselves
and to have a self-service
web experience, before
being reached out to by a
sales rep throughcold-
outreach.
Mobility
8 out of 10 B2B buyers
said they would use
smartphones to access
digital content, according
to Schieber Research on
April 2016. Plus, 42% of
researchers use a mobile
device during the B2B
purchasing process. UX
across these devices is as
important as contextual
relevance.
Direct Selling
The Age of the Customer,
intense competition, and
shifts in purchasing
behavior from young
procurement professionals
force B2B merchants to
leverage their sales’ growth
digitally, in order to optimize
costs while understanding
who they’re selling to (web
analytics).
Procurement
Processes
Research done by
Forrester, HBR and IDC not
only show that 74% of B2B
buyers conduct more than
half of their research online
before talking to a
salesperson, but also that
75% use social media to
research vendors through
customer ratings and word-
of-mouth.

16. How to Capitalize
on These Forces

17. Much of this comes down to
customer experience.
“Every time customers are exposed to an improved shopping
experience, their shopping expectations are reset to a new level.”
“68% of b2b shoppers say they’re unlikely to return to a website
that does not provide a satisfactory customer experience”.
Forrester’s North American Technographics, Customer Lifecycle Survey
“How would you rate your company’s B2B website customer experience versus…?

18. Personalization
• Product recommendations
across interactions.
• Special pricing list.
• Repeat past orders.
• Personalized content
across devices.
• Best-sellerlist.
• Account Based Marketing
(ABM).

19. Quality Content
• Product info, features and functions
• Practical product information
(training, demos, product news)
• Best Practices
• Case Studies
• Customer Ratings/Review
• Vendor information (Peer
Testimonial).
• Data and stats to help them make
a buying decision
• B2B related videos
• Searchable content on-site and
off-site
• Interactive Product Catalog

20. Marketplace
• Users land on these sites first,
than on your website.
• They make the B2B experience
more consumer-like.
• Wide variety of products from
different vendors, at different
prices on different locations. Its a
matter of speed and
convenience.
• Simplifies time-consuming and
extensive extra tasks.
• Big opportunity for SMEs and
selling abroad.

21. Mobile B2B Purchases
• Increase efficiency and timeliness
of payments.
• Reduces costs of dealing with paper
and reduction in lost checks.
• Increases customer convenience.
– Mobile payments (mobile
wallets).
– Security issues.
• Centralized payment tracking.
• Accept multiple payment methods.
• Provide clear and concise content.
• Keep web forms minimal.

22. What Are Your B2B Needs?

23. How Magento Will
Help You to Capitalize

24. Why Merchants Love Magento
Flexibility
Extensibility
Scalability
Ecosystem

25. Magento is the #1 Digital Commerce Platform
Provider for Fourth Straight Year
31 % of mid-to-large
companies rely on Magento
for their commerce platform,
more than any other vendor
including Demandware and
Hybris
Magento now powers
over 25% percent of all
ecommerce sites in the
Alexa top one million sites
list, more than any other
ecommerce platform
Magento has 45
customers with more
than $100 million in
annual online sales,
53% more than
Demandware

26. New B2B Features with Magento 2.0
Accounts:
–Set user roles and permissions
–Accept payments on credit and manage credit status
Ordering:
–Reorder from prior orders
Catalogs & Pricing:
–Assign custom catalogs and pricing to customers

27. Add-Ons for B2B
• Net Terms
• Credit Limits
• Tiered Pricing
• Quotation Tool
• Multi-Warehouse
• Split Shipments
• Partial Payments
…and many more

28. "Being a B2B business, yet presenting a
B2C experience for our customers was
very important, and Magento allowed
us to do that.”
BRAD KUHNS
Sr. Manager, Ecommerce Business & Marketing, Zoetis

29. “Thanks to the smooth operation and high
usability of Magento, the acceptance of
the new solution is outstanding. Furthermore,
we can handle the orders of Burger King®
much more efficiently.”
OLIVER JÄGER
Project Manager, Burger King

30. Roadmap B2B Features
Accounts:
–Create and manage company accounts and account hierarchy
–Assign account “Super Users”
Ordering:
–Create and manage requisition lists
–Quick ordering by SKU
Quotes:
–Support request for quote process
–Manage quotes, notifications, and change history

31. Assessing Your Needs
MoSCoW List

32. “(MoSCoW list) is the prioritization technique
used in management (business, project and
software development) to reach a common
understanding with stakeholders”
APRECS, BUFFERED MOSCOW RULES.

33. When managing a project it is important to establish the customer’s
priority in order to make progress, reach goals and fulfill deadlines.
This prioritization could be developed based on requirements, tasks,
products, use cases or tests.
Must have: Minimum Usable SubseT (MUST) of requirements which the project
guarantees to deliver. Critical to the deadline. Alone lead the project to success.
Should have: Important but not necessary within the timebox. The team should try
to deliver as many of the “should” requirements as possible.
Could have: Desirable but not necessary. Could improve user experience and
customer satisfaction.
Won’t have: Less critical or not appropriate at the time. Not planned into the
schedule.

35. How to create a
MoSCoW list?

36. 1. Establish a Set of Requirements
Meet with the rest of
your team to establish
the customers’ ultimate
requirements. Decide
which is the final goal
and what needs to be
done in order to get
there.

37. 2. Prioritize Them
Prioritize all of the requirements
listed in the prior step. This
ranking will help the team to
understand the most important
needs, the correct order they
should be developed and what
is not expected to be delivered
if there is pressure reaching the
ultimate goal.
MUST have requirements
shouldn’t take more than 60%
effort unless there is a low
factor external risk or estimates
are known to be accurate.
DSDM Consortium - Balancing Priorities
https://www.dsdm.org/content/moscow-prioritisation

38. 3. Use the MoSCoW List Template
Use a predetermined
MoSCoW list template
(Content offer opportunity)
to organize the ranking
set in the prior step. Add
timelines, responsibilities
and resources.

39. 4. Discuss and Review Priorities
Throughout the development
of every specific project, it is
important to review their
priority and relocate them if
necessary. New specifications
may be fundamental while
others may have lower their
urgency. Assign the right
resources and time to each
one of these.

40. InSync Magento / SAP
Business Connector

41. Standard Configurations in ERP for
Operating in B2B Model
• Multiple contact persons for
a customer company
• Sales representative to each
customer company
• Customer specific pricing /
Customer group specific pricing
• Product group specific discount
• Credit limit for customer
companies
• Volume discounts
• Make to order approach:
generating available quantities
of the requested product and
delivery due dates

42. Extend Features of Magento to
Support B2B Model
• Enable maintainingcompany
accounts with separate contact
person accounts
• Sales representative accounts to
be associated with the company
accounts
• Customer specific pricing
• Product group specific discount
• Credit limits for customer
companies
• Company specific catalogue
• Placing orders with Purchase
Order document
• Order approval checkpoint

43. Integrating Magento (B2B) and SAP
Business One
SAP Business One
• Orders placed by Contact
persons or sales Reps can be
synced to SAP as
Standard/Draft/Unapproved
Order
• New business partners can be
created in SAP with Contact
Person from Magento
• Purchase Order number can
be synced from Magento
• Update credit limit in SAP
bases on new sales
• Invoice creation in SAP in case
of online payment in Magento
Magento
• Company and contact person
accounts can be created in Magento
from SAP
• Products can be listed in Magento
from SAP
• Customer specific product pricesand
tier prices can be fetched from SAP
• Credit limits can be updated in
Magento from SAP
• Delivery details can be posted in
Magento with tracking details from
SAP.
• In case of MTS approach inventory
value of products can be updated in
Magento in real time from SAP
warehouses.In MTO approach the
nextarrival date of product stock can
be Fetchedfrom available to Promise
report.

44. Featured Case Studies

45. LEATT - Sports Products
What the client needed:
• Streamline eCommerce
operations with Inventory,
Order Management and
Shipping Process.
• Eliminate Manual Data Entry
and data duplication.
• Real Time data exchange to
ensure Online User’s
satisfaction.
• They want to maintain both
B2B and B2C Business process
from a single website.

46. LEATT - Sports Products
The value delivered
to the client:
• Fully Automated Sync in Real
Time.
• End to End Mapping between
eCommerce and ERP Business
Process.
• Software Scalability, Support
eCommerce Growth &
geographic expansion.
• Improved efficiency in Sales,
Purchase and Inventory
Management.

47. “Our main goal was to establish automated integration between
our Ecommerce site and our back-office – SAP Business One.
AppsEconnect ticked most of the boxes to fulfill our requirement
and helped us save huge amount of time and resources by
eliminating the need to manual capture and update data.
APPSeCONNECT has Simplified our day to day processing and
is capable and flexible enough to match most of our business
needs in terms of system integration.”
Herman Keuler
Leatt, USA
LEATT - Sports Products

48. Premier Research Labs - Nutritional Supplements
What the client needed:
• Connect Magento Enterprise
eCommerce Websites with
SAP Business One 9.0 ERP.
• Two Magento Websites
exchange the data with two
company databases of SAP
Business One, so sync data
based on company specific.
• Real Time Data Sync for Sales
Orders for further processing.

49. The value delivered
to the client:
• Mapping of business processes
between offline and online
system through proper
business logic.
• Quick Processing of Sales
Orders through Real Time sync
of Magento Web Orders into
SAP B1 ERP.
• ‘Set and Forget’.
Premier Research Labs - Nutritional Supplements

50. “Our client sells enough items online per day to the point that manually entering orders
from Magento into SAP would have been time consuming and error prone. The
connector allows our client to focus on what they do best – selling products and
maintaining relevant industry content on their sites.
Our client doesn’t have a large technical team, we needed something that could run on
its own and just work. The APPSeCONNECT agent does this quite well. Our client is able
to keep their Customer Service Representatives (CSRs) in SAP rather than forcing them
to bounce between Magento and SAP to handle customer orders.
Now that we’ve implemented Magento for them and connected it to SAP using
APPSeCONNECT, they’re getting tremendous response from their customers in the
form of orders on the site. APPSeCONNECT was the best choice for this solution and
we would certainly recommend it again for a Magento->SAP integration project.”
Terence McDevitt
Project Manager, Premier Research Labs
Premier Research Labs - Nutritional Supplements

51. Background:
Richardson Sports is a manufacturer,
distributor and marketer of sports
related headware. As they continue to
grow and expand Richardson Sports
is looking to transition its frontend
web platform to a new technology
that better meets the needs of their
customer and yet connects closely to
their backend systems such as SAP
Business One.
Richardson Cap - Retail

52. Richardson Cap - Retail
What the client needed:
• To have an online portal with
B2B capabilities catering to their
resellers and sales
representative
• The system needs to have a
bi-directional integration with
their back office SAP Business
One.
• A product personalization
interface for resellers to do a
custom headware design
• A state of the art mobile friendly
fully responsive interface

53. The value delivered
to the client:
• A modern looking adaptive interface
following industry best practices.
• An enhanced ecommerce engine
catering to Richardson’s B2B
requirements built on Magento
Enterprise edition.
• An automated bi-directional flow of
customer, order, invoice, shipment and
product data between the two platforms
– Magento and SAP.
• A fluid product personalization tool that
allows their resellers to custom
configure the headware and embellish it
with decoration.
Richardson Cap - Retail

54. Additional
Resource for You

55. Don’t forget your free template!
A template that has been adapted
by Commerceblend and The Plum
Tree Group from its original version,
in order to help you to assess and
prioritize your needs as a B2B
merchant, for online selling.
It will help you to go a step behind
on identifying the particular needs
that apply to your business.
Use the link shared on the chat
window to download now!

56. Where would you like to be on the
B2B Continuum by 2017?
Use the link shared on the chat window to download now!

57. Time for Q&A
commerceblend.com
plumtreegroup.net
insync.co.in
Download for free here