B2B Ecommerce Considerations

© 2012 ShopVisible LLC, All Rights Reserved. www.ShopVisible.com

WEBINARMAY 8, 2012

Tim Toews

Former CIO

Office Depot

Sean Cook

CEO

ShopVisible

EFFECTIVE APPLICATION OF COMMERCE IN B2B ENVIRONMENTS

Agenda

•What is B2B Commerce•Breaking Down the Critical Components•Q & A

We all understand B2C Commerce…

YouMeHerHim

Them…

The “Consumer”

Mobile

In store

Web

The B2C-ification of B2B

• Business buyer by day = Consumer buyer by night• User experience and familiarity with:

• Search Technology

• Cross-sell• Up-sell• Checkout• Real Time Inventory• Promotions/Gifts

Natural extension of the paradigm

The “B2B Consumer”Mobile

In store

Web

B2B Commerce – Critical Components

• Sales force automation• Customer relationship management• Order management• Supply chain• Fulfillment• Accounts receivable• Business Intelligence

Supporting Sales

• CRM considerations• Prospect load, review and assignment

• Pipeline management • Pipeline forecasting• Account management• Quote management

Customer Setup: Defining the Hierarchy

• Hierarchy• Bill to• Ship to• Cost Centers• Customer Contacts

• User Types• Super user vs. User• Desktop user• Fixed tender user

= =

Products and Catalogs

• Catalog views• Product visibility by group/account

• Granular permissions• Control what can and can not be purchased

• Customer specific nomenclature

Group 1

All ProductsAll Payments

Group 2

Products A & BPO Only

Group 3

Products B, C, DPOCC

Pricing Structure Considerations

• Price lists by group• Contract pricing• Pricing methods• Special pricing• Rebates• Hierarchies• Avoiding channel conflict

Ordering Process

• Authenticated process: User is “known”• This knowledge drives:

• Product level - what they have the ability to see• Payment type - how they can checkout • Attribution - which cost center they are associated

with

• Workflow and approval processes• Permissions - what they have the ability to spend

Credit and Invoicing

• On accounts receivable• Purchase orders releases• Procurement cards• Support of special terms

Fulfillment

• Core fulfillment capabilities • Proprietary customer documentation• Staged/future orders• Large orders• Desktop delivery• Multi ship to

Reporting and Business Intelligence

What does the business organization care about?

Detailed Data

Ability to Reconcile Accurately

Process Efficiency

Reporting and Business Intelligence

• Exportable CSV data• Integrations and xml support• Detail by:

• Product• Purchaser

• Purchaser’s cost center• Date of purchase• Transaction amount• Payment type

What should you as the business be looking for

from a platform?

© 2012 ShopVisible LLC, All Rights Reserved. www.ShopVisible.com

THANK YOUQ&A

Tim Toews

Former CIO

Office Depot

Sean Cook

CEO

ShopVisible

seanc@shopvisible.com

www.shopvisible.com

www.linkedin.com/in/ttoews