Mark Morley, Industry Marketing Director

B2B Challenges Facing Divested Companies

Slide 2 | © 2013 GXS, Inc.

Introduction

• The global economy has recently been

through a significant period of change

• Companies in all industry sectors

continue to streamline their businesses

to raise much needed operational capital

• Divesting operations allows companies

to rethink their corporate strategies

• Divestitures provide the ideal

opportunity for companies to re-evaluate

IT and B2B strategies and re-focus on

core competencies

Slide 3 | © 2013 GXS, Inc.

Divesting an Operation can be ComplexIt will impact all areas of a business...

IT and B2B Infrastructure

Distribution Network

Global Office Locations

Manufacturing Plants

Retail Network

ERP CRM ERP CRM

Divested Operation

Slide 4 | © 2013 GXS, Inc.

Which B2B Direction Do You Take?

Outsource B2B?

Use Existing B2B

Platform?

Implement New B2BPlatform?

• Following the divestiture of a

company, there are three

possible directions a company

could take for managing their

future B2B requirements:– Continue to use existing B2B

platform– Implement and manage a

brand new B2B platform– Outsource the management of

the entire B2B platform to a trusted partner

Slide 5 | © 2013 GXS, Inc.

Typical B2B Activities Following Divestiture

• Document Mapping – potentially hundreds of document maps will need to be transferred from the parent company to the newly divested operation

• ERP Integration – ERP integrations from the parent company will have to be re-established in the new operation

• Trading Partner Management – trading partners will need to be managed during and after the divestiture has taken place

• Global B2B Support – Loss of support from a parent organisation means that global B2B support services will have to be provided to maintain global trading capabilities

• Legacy Platform Upgrade – could provide the ideal opportunity to introduce new B2B technologies to the divested operation

Slide 6 | © 2013 GXS, Inc.

Document Mapping

• Following divestiture, companies

have one of three options with

respect to document maps– Transfer Existing Maps

– Transfer & Modify Maps

– Develop New Maps

• These options will mean significant

disruption for the divested operation

Slide 7 | © 2013 GXS, Inc.

ERP Integration

• ERP platforms can be difficult to

integrate to a divested B2B platform

• Personnel with ERP related skills

may reside with the parent company

• The divested operation may need

support to manage global instances

of an ERP platform

• Separation from the parent company

seen as an opportunity to develop a

fully integrated ERP/ B2B platform

for the first time

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Community Management

• Following divestiture it is important

to maintain continuity with trading

partner relationships

• The divested operation will need to

work out a strategy for managing

trading partners in different

locations around the world

• Trading partners will require

ongoing training, development and

support with the divested

operation’s new B2B platform

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Global B2B Support

• Providing global B2B support for all

users across an extended enterprise

can often be the most difficult area

to manage following divestiture

• For global operations, 24x7 multi-

lingual support will be required

across multiple time zones

• The divested operation will need to

manage regional document,

connectivity and industry specific

B2B standards around the world

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Technology / Legacy Upgrade

• Following divestiture, companies

may see this as an ideal opportunity

to upgrade from legacy B2B

platforms and technologies

• Upgrading to new technologies

allows the divested operation to

develop a flexible B2B platform that

can grow as the company grows

• Provides opportunity to develop a

more robust B2B platform with

increased availability/reliability

Slide 11 | © 2013 GXS, Inc.

Thank You

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