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© 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
www.shopvisible.com
www.linkedin.com/in/ttoews
