One Size Doesn t Fit All Reinvent Your B2B E-Commerce Strategy Featuring: Chip House, Four51 Jason Sproles, Support One Darin Lynch, Irish Titan Eric Smith, Modern Distribution Management Sponsored by: July 21, 2016
Agenda Introduction Distribution 2020 Survey Results Business Essentials & Integrations Best Practices & Organizational Buy-In Selecting the Best Platform for Your Business Q&A
Speakers Chip House CMO, Four51 Jason Sproles President, Support One Darin Lynch CEO, Irish Titan Eric Smith Associate Editor, Modern Distribution Management
One Size Doesn t Fit All Reinvent your B2B ecommerce Strategy
ABOUT FOUR51 17+ years in B2B Over 10,000 manufacturers, distributors & retail ops Solving Complex ecommerce needs for enterprises Cloud-based, API-first Platform Fast, Custom and Comprehensive ecommerce platform
DISTRIBUTION COMMERCE & TECH 2020
Digital Self-Service
67% OF DISTRIBUTORS MANAGE LESS THAN HALF OF THEIR ORDERS ONLINE TODAY. FOUR51 SURVEY OF NORTH AMERICAN DISTRIBUTORS, MARCH, 2016
ONLY 13% OF DISTRIBUTORS USE ECOMMERCE AS THEIR PRIMARY METHOD FOR MANAGING ORDERS. FOUR51 SURVEY OF NORTH AMERICAN DISTRIBUTORS, MARCH, 2016
WHY NO B2B ECOMMERCE? NOT A PRIORITY CAN T GET EXECUTIVES ON BOARD DON T HAVE ENOUGH BUDGET TO COVER THE PERCEIVED COST FOUR51 SURVEY OF NORTH AMERICAN DISTRIBUTORS, MARCH, 2016
48% OF DISTRIBUTORS EITHER DO NOT HAVE OR DON T KNOW IF THEY HAVE A BUSINESS PLAN THAT CONTEMPLATES GOALS AND STRATEGIES FOR THE YEAR 2020. FOUR51 SURVEY OF NORTH AMERICAN DISTRIBUTORS, MARCH, 2016
100% Primary Order Management Method in 2020? 75% 50% 57% 25% 0% Call Ctr Sales Reps Fax ecommerce EDI Other FOUR51 SURVEY OF NORTH AMERICAN DISTRIBUTORS, MARCH, 2016
WHICH TECHNOLOGICAL CHANGE PROVIDES THE BIGGEST OPPORTUNITY FOR YOUR BUSINESS BETWEEN NOW AND 2020? APPS MOBILE TECHNOLOGY ECOMMERCE FOUR51 SURVEY OF NORTH AMERICAN DISTRIBUTORS, MARCH, 2016
BUSINESS ESSENTIALS & INTEGRATIONS
Support One SAP Business One Gold Partner since 2007 Focused on Distribution and Manufacturing Experts in Business Process Optimization Focus on Customer short and long-term technology needs www.supportone.us
Support One - Business Essentials - Values Integrated Systems Accuracy Efficiencies Customer and User Experience Visibility www.supportone.us
Support One - Business Essentials - Value Considerations Good Data Clear Expectations Clear Requirements Resource Requirements www.supportone.us
Support One - Business Essentials - Benefit Business Intelligence Automation Operational Efficiencies Reduced Errors www.supportone.us
Case Study Prograde Systems Support One resolved many issues for Prograde by creating a more robust integration to Four51 ecommerce, providing business intelligence reports and tools, and optimizing workflows and business processes. Some primary benefits have been faster order-to cash cycles, process automation, strong integration to Four51 ecommerce and management of client owned goods. www.supportone.us
Prograde Print Distributor Case Study Doubled Annual Revenue in 3 years 700% increase in bottom line Created opportunity to optimize additional business operations Created opportunity to explore other lines of business www.supportone.us
B2B BEST PRACTICES & ORGANIZATIONAL BUY-IN @IRISH_TITAN, @LYNCH_DARIN
Founded in 2004 Business First, Online Second. Partnerships, Not Transactions Ecommerce, complex websites, digital strategy and marketing 33 Titans @IRISH_TITAN, @LYNCH_DARIN
INTEGRATION : ALPHA & OMEGA Inventory management Order management Fulfillment CRM External sales reps @IRISH_TITAN, @LYNCH_DARIN
MARKETING MATTERS Simplify Segment Shareables B2B <> B2C B2C Product Driven Maximize Transaction Value Large Target Market Shorter Sales Cycle Repetition Branding Merchandising and POS Strategies Emotional Buying Decision B2B Relationship Driven Maximize Relationship Value Focused Target Market Longer Sales Cycle Relationship Branding Educational and Awareness Strategies Rational Buying Decision @IRISH_TITAN, @LYNCH_DARIN
UNDERESTIMATE MOBILE AT YOUR OWN PERIL 91% Your Competitors Are Accommodating Tablets Count Tablet + Smartphone > Desktop @IRISH_TITAN, @LYNCH_DARIN
CONTENT RULES Growing Quickly Credible Device Consistency How-to s & Help Less 7% Same 20% Way More 32% Content IS Marketing, IS SEO More 41% @IRISH_TITAN, @LYNCH_DARIN
CHANNEL HARMONY, NOT CHANNEL CONFLICT Identify and Acknowledge Channels Share Data Align Goals @IRISH_TITAN, @LYNCH_DARIN
CUSTOMER EXPERIENCE Navigation Product Descriptions Personalization Easy Checkout DIY @IRISH_TITAN, @LYNCH_DARIN
ORGANIZATIONAL READINESS Sales Rep Support Customer Support Data Management Realistic Expectations @IRISH_TITAN, @LYNCH_DARIN
SELECTING A PLATFORM
Distribution Distribution Sales & Customer Service
Current B2B ecommerce deployments disappoint developers Lack of necessary integrations 47%* Lack of customization to business needs 42% Difficulty integrating with back-end systems 38% Insufficient staff expertise 37% Difficulty customizing the user experience 36% Forrester Research Thought Leadership Paper, 2016: Build Cloud B2B ecommerce Applications On Your Terms.
THE TIME REQUIRED TO MAINTAIN, ACQUIRE, IMPLEMENT AND DEPLOY ON-PREMISE SOLUTIONS IS LISTED AS THE TOP PAIN POINT FOR B2B ECOMMERCE DEVELOPERS. Build Cloud B2B ecommerce Applications On Your Terms, Forrester Research, Inc., 2016
On-premise $$$$$$ Licenses Hardware Support Upgrades Ongoing Maintenance Limited Flexibility Patches Employees Upgrades OrderCloud TM Hosted Platform. No Upgrades, Patches, or Maintenance Custom. Comprehensive. Fast.
USE OF PAAS WILL GROW 2X THE RATE OF SAAS, WHILE USE OF ON-PREMISE WILL DECREASE BY 7%. Forrester Research Thought Leadership Paper, 2016: Build Cloud B2B ecommerce Applications On Your Terms.
CASE STUDY: NATIONAL OFFICE SUPPLIER & RETAILER PROBLEM: Needed a new solution that would evolve along with the unique needs of their B2B customers. SOLUTION: Customize ordering for 400+ unique ecommerce sites, each with unique products & pricing Custom storefronts for each buyer company ERP Integration Punch-out orders managed seamlessly
QUESTIONS
Questions? One Size Doesn t Fit All Reinvent Your B2B E-Commerce Strategy Sponsored by: July 21, 2016