So what’s the next big thing in B2B ecommerce? In this session, you will learn where B2B ecommerce is going beyond consumerization but to instant commerce. This session will examine: what factors will lead to B2B sector consolidation; who benefits when demand chains meet supply chains; what is driving the new Era of Instant Commerce™; and which new business models will profit from this new era?
3. DIGITALLY
ENABLED
SALES
PROCESSE
S
OMNICHAN-
NEL B2B
RISING
INNOVATION
GAP
B2C BEST
PRACTICE
S IN B2B
COSTS OF
CHALLENGES W/
EXISTING
TECHNOLOGY
INCREASED
SCALE &
COMPLEXITY
NEW
MARKET
PRESSURE
S
TIGHTER
PARTNER
INTEGRA-
TION
CHANGING
BUYER
BEHAVIORS
CONSUME
R-IZATION
OF B2B
NEW
BUSINES
S
MODELS
MATURING
ECOMMERC
E
OPERATIONS
GLOBAL-
IZATION
INTERNET
OF
THINGS
MOBILITY
CHANGING
WORKFORCE
& BYOD
BUSINESS
DIVERSIFICATION
& ACQUISITIONS
THE SHIFTING LANDSCAPE
OF B2B COMMERCE
4. WHAT THE CONVERGENCE OF DIGITAL AND
PHYSICAL COMMERCE LOOKS LIKE FOR US
web mobile POSdigital goodsmarketplace content etc.Internet of things
Trading partners & suppliers
HANA
BUT WHAT ABOUT THE FUTURE?
5. THE FUTURE REQUIRES
SIMPLIFYING COMPLEXITY OF
DATA & PROCESSES TO
ENABLE GREAT CUSTOMER
EXPERIENCES AND ENHANCE
PRODUCT AFFINITIES BY
LEVERAGING FUTURE STATE
TECHNOLOGY PLATFORMS.
6. Single View
of Product
Single View
of Orders
Single View
of Customers
Single View
of Stock
WMS Store Systems
ERP
CRM
Single Source of
Truth
10. CREATE ONE EXPERIENCE
Enable brand consistency
in terms of the context of
underlying assortments,
offers, promotions
content, across all
customer touchpoints.
Provide a real-time
system of reference that
enables single views of
product, pricing and
promotions, inventory,
orders and customers.
Incorporate mobile. Platform that is built
on an open foundation
and easily integrates
legacy systems
as well as emerging
touchpoints and
experience-focused
technologies.
12. VALUE OF PROCESSES TO YOUR COMPANY„S
OMNI-CHANNEL STRATEGY High Points for Value
Source: RSR Research, June 2013
13. 10%
B2B
B2C
Base: 101 B2B eCommerce professionals; 55 online retailers
Source: Q4 2013 Global B2B eCommerce Online Survey done in partnership with Internet Retailer; State of Retailing Online, 2013
3%
Buy
NOW!
14. GLOBAL SMARTPHONE OWNERSHIP NOW EXCEEDS 20 % AND IS STILL
RAPIDLY GROWING. THIS HAS GONE FROM 0% IN 2007!
YET 50% OF B2B COMPANIES DO NOT HAVE A
MOBILE STRATEGY!
Sources: Brand Anywhere & Luth Research Inc.;
Q4 2013 Global B2B eCommerce Online Survey done by Forrester and Internet Retailer; 152 B2B eCommerce professionals
19. 69%
Forrester Research commissioned study for hybris. Base: 225 online B2B companies around the world
14%
33%
22%
31%
1 year
1-2 years
3-5 years
Never
“We expect to stop
publishing our print
catalog within the next
…”
22. Why Services?
• Enhance connection to customers during and after the product purchase
• Simplify configuring, pricing, and quoting products/service bundles
• Extend the brand relationship to make it hard for competitors to replicate
SERVICES:
Service Offers and Simply Service
• IT’S A BIG
MARKET!
Source: U.S Bureau of
Economic Analysis, 2011
$7.0
MIO
(Services)
$3.6
TRILLION
(Products)
26. Experience Management: Personalization, Content Management
Platform Framework (Scalability, Performance, Security, Integration, Agility)
OCC API
OCC API
OCCAPI
Commerce Management: Cart, Promotion, Merchandizing
Order Management: Orchestration, Flow, Inventory, Fulfillment
MDM for Commerce: Product, Supplier, Customer, Digital Assets
Integration Services
hybris Architecture Overview
27. Which is reflected in how we talk about the platform
both in an agnostic and an SAP context today.
BACK END
WEB CALL CENTER CONSOLE MOBILEPOS SOCIALTV PRINT
ORDER MANAGEMENT
PLATFORM
MASTER DATA
OMNI-CHANNEL LOGIC
EXPERIENCE MANAGEMENT
ERP WMS IS/RETAIL CRM SAP MDM / HANA SUPPLIERS
28. YOUR CUSTOMER.
ATHOME. ONTHESTREET. ENGAGEDONYOUR
WEB,BRANCH,ORSTORESITE. ALWAYSON.
YOUR PLATFORM.
ONYOURPREMISE. INTHECLOUD-
YOURS,OURSORPUBLIC. ALWAYSON.
31. Order Management
Services
B2C Commerce
Accelerator for China
Commerce Search
Enhanced Subscription
Functionality
Subscription Billing
Gateway
B2C Commerce
Accelerator
B2B Commerce
Accelerator
Omni Commerce
Connect
Mobile App SDK
Next Generation Cockpit
Framework
Support for SAP Hana
DB
Notes de l'éditeur
[introduction]
The valueof across-channelstrategyisclear but a lotoforganizationsare still askingthemselves: „Howcan I get a singleviewofthecustomer?“BUT theyshouldratheraskthemselves: „Howcanmycustomersget a singleviewofmybrandregardlessofthechannelstheyareusing?““Retailers say they want single view of customer; that’s the inside out approach. You have to think of the customer having single view of a brand, or of a retailer. That’s today, and that’s what’s different.”You have to make it easy for consumer’s to interact with your brand! Consistent Experience:- Consistent answers/information no matter on which channel or touchpointthe interaction takes place (sounds simple, but not the case today: different avalibilities, different pricing, different stock locations, different product specifications -> customers are confused and are not buying)Ability to continue a dialog/communication when switching channels (brands should know how their customers interacted with them on different channels, i.e. when a customer walks into a store, the store clerk should have the information of past online browsing history and help the customer to finish the buying process)- Equal treatment on all channels (today: too much focus on digital channels, but physical stores are not connected -> customers want to get treated the same way on all channels) Organizations need to:- Enable brand consistency in terms of the context of underlying assortments, offers, promtions content, across all customer touchpoints- Provide a real-time system of reference that enables single views of product, pricing and promotions, inventory, orders and customers- Incorporate mobile- Platform that is built on an open foundation and easly integrates legacy systems as well as emerging touchpoints and experience-focused technologies