Transform Your B2B Business with - info2.magento.com personalization ... Steps to Success in B2B Ecommerce, Aberdeen Group, February, 2015 20.5% ... across enterprise systems All Others

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Transform Your B2B

Business with

Magento Commerce


Mark BrintonSenior Technical Product Manager

Magento Commerce

Aaron KrassHead of Solutions Consulting, Americas

Magento Commerce


Magento is Transforming B2B Commerce

Faster Time to

Market

Lower

TCO

Reduced

Complexity

Core B2B Commerce Needs

Managing

Corporate

Accounts

Creating

Powerful

Buying

Experiences

Enabling

Efficient Quoting

and Ordering

Simplifying

Management

and Reporting

Managing Corporate Accounts


B2B Buyers Want to Engage Online

Will make half or more

of work purchases

online by 2020

Research half or

more of their work

purchases online

Research work

purchases on their

phone

Forrester/Internet Retailer Q1 2015 US B2B Buyer Channel Preferences Online Survey. Forrester/Internet Retailer Q2 2014 and Q1 2017 Global B2B Buy-Side

Online Survey.

55% 61%64%


Ecommerce Increases Buyer Productivity

Immediate Access To:

• Order and quote history

• Company spending data

• Available credit

• Inventory availability

• Quick re-ordering

• Up-to-date product information

SAVE

TIME

IMPROVE

OUTCOMES

REDUCE

COSTS


Selling to Companies is Complex

B2B ecommerce must support multiple buyers and varying

organizational structures


Custom Catalogs & Pricing Are Required

Building the B2B Omni-Channel Commerce Platform of the Future, Forrester Consulting, August 2014

72%agree their platform must

provide flexible price

lists/catalogs for different

users


Flexible Payment Options Are Important

Use credit or

debit card

Building the B2B Omni-Channel Commerce Platform of the Future, Forrester Consulting, August 2014

88%

Pay via Purchase

Orders75%

Use online

payment services59%

Purchase through

eProcurement portal36%


Easily Support Corporate Accounts

• Accept new company requests online

• Set up multiple buyers per company

• Assign buyer roles and permissions

• Create personalized catalogs and price lists for customers

• Take credit cards, PayPal, and payments on account

• Enable buyers to track orders, quotes, credit, and inventory

Demo goes here

Creating Powerful

Buying Experiences


Experience is the New Battlefield

Customers 2020: The Future of B2B Customer Experience, Walker Information.

43

50

3734

2016

0

10

20

30

40

50

60

Today 2020

Experience Products Price

How Important Are the Following to Your Business Strategy –

Today and in 2020? Average Out of 100 Points


By 2018, companies

that consumerize their

B2B digital commerce

sites will gain market

share and see revenue

increase up to 25%

+25%

B2B digital

leaders see 5 times

more revenue growth

than their peers

5X

gartner.com/binaries/content/assets/events/keywords/crm/gartner-crm-predicts.pdf

mckinsey.com/business-functions/marketing-and-sales/our-insights/how-b2b-digital-leaders-drive-five-times-more-revenue-growth-than-their-peers

+30%Increased sales vs.

competitors without

effective personalization

Differentiating Experiences Pay Off


B2B eCommerce Delivers Results

63%

61%

56%

52%

20%

24%

35%

43%

9%

6%

4%

Conversion Rate

Percent of Total Online Sales by Repeat Customers

Average Order Value for Online Orders

Profitability per Online Order

Increasing Staying the Same Decreasing

“Compare the performance of the following metrics from 2016 to 2017.”

Forrester/Internet Retailer Q3 2017 Global B2B Sell-Side Survey


B2B Companies are Going Direct

Direct

relationships

enable

Customer insights

Better brand control

Improved margins

B2B buyers prefer to buy

directly from the brand

that manufactures the

product 88%


Sales Are Global and Multi-brand

New

Geographies

Multiple Brands

& Product Lines

Long-Tail

Segments


Create Powerful Buying Experiences

• Serve all buyers with a mobile-ready,

responsive site

• Boost sales with powerful

merchandising, promotions, & content

• Support B2B and B2C selling, multiple

brands, and multiple geographies

• Bring new campaigns to market fast

with staging and preview

Demo goes here

Enabling Efficient

Quoting and Ordering

38%Want flexibility

to purchase 24x7.

22%Want a faster

process.

*Forrester/Internet Retailer Q1 2017 B2B Buy-Side Online Survey of 183 B2B Buyers

B2B Buyers Are

Demanding Ease and

Efficiency.

17%Purchase on

sites that are

easiest to use.


B2B Purchasing is Different

• Request for Quotes (RFQs) are

common practice

• Buyers frequently re-order products


Buyers Still Need In-Person Assistance

Sales and Customer Service teams are still

critical to online purchasing


Manual Order Processing is Costly

Cutting the Costs of Sales Order Processing, APQC, 2016

$7.00

$12.60

$21.00

$2.00

$4.00

$6.00

$-

$5.00

$10.00

$15.00

$20.00

$25.00

Top Performers Median Bottom Performers

Traditional Channels New Channels

Average Cost per Sales Order by Channel


Enable Fast, Friction-Free Purchasing

• Efficiently manage quote

requests via a streamlined

workflow

• Enable fast ordering by SKUs

• Simplify recurring orders using

requisition lists

• Empower internal teams to

place orders for customers or

assist them with orders

Demo goes here

Simplifying Management

& Reporting


Ecommerce Is Part of a Larger Solution

“To what extent do you agree or disagree with the following

statement? Our eCommerce platform must:”

Building the B2B Omni-Channel Commerce Platform of the Future, Forrester Consulting, August 2014(Respondents who agreed or strongly agreed)

Integrate with our

back-end systems75%

Integrate with our

warehouse, shipping

& fulfillment systems74%

Integrate with our

call center system75%

Integrate with our social

media platforms62%


Integrated Systems Unlock Better

Business Performance

Steps to Success in B2B Ecommerce, Aberdeen Group, February, 2015

20.5%

16.5%15.2% 14.8%

12.1%11.1%

6.3%5.4%

9.3%

7.8%

1.3%

4.0%

0.0%

5.0%

10.0%

15.0%

20.0%

25.0%

Cross-sell and up-sell revenue

Return onmarketing

investments

Revenue from net-new customers

Annual companyrevenue

Improvement inaverage cost percustomer contact

Customer lifetimevalue

Ye

ar-

ove

r-ye

ar

pe

rce

nt

ch

an

ge

Companies that seamlessly integrate dataacross enterprise systems

All Others


Customization is Always Required

Unique

Processes

Systems

Designs

Challenges


IT Resources are Impacting Growth

Say amount of resources

could impact growth

39%

Intershop Ecommerce Report 2015, Aberdeen Group research, 2016

Say attracting and retaining

top talent is a key challenge

27%


Simplify Ecommerce Management

• Easily integrate with backend systems

• Meet complex requirements with the global

Magento Ecosystem

• Focus on your business, rather than

IT - with reliable cloud commerce

• Provide complete inventory visibility

with Magento Order Management


• Extensive APIs

• Open, modern platform

• Off-the-shelf connectors

Integrate with Any Backend System

ERP

CRM

PIM

OMS

WMS

ESB

Provide Complete

Inventory Visibility

• Accurate, real-time inventory levels across all locations

• Business rules “smart source” inventory to reduce fulfillment costs and meet delivery SLAs

• Orchestrate orders across channels

Dropship

Network

Branches

Internal

Distribution

Center

Suppliers

Channel

Partners


Extend Your Team with the Magento

Ecosystem

Solution

Implementers

1000+

Magento Marketplace

Extensions

1000+

Of Custom

Extensions

100s

Platform in B2B & B2C

#1

Top-Tier Solution &

Technology Partners

300Developers

6,600 Certified

235K+


Focus on Growing Your Business.

Leave IT to Us

• Reliable and scalable hosting

AWS-based, 24x7 monitoring, 99.99% SLA

Multiple global hosting regions

• High-speed CDN and performance

management tools

• Optimized for Magento

• Single contact for licensing,

hosting, and support services


Insights Are Key to Achieving Goals

Revenue

Conversion Rates

Cross-selling / Up-selling

AOV

Campaign ROI

Cost to Serve

Order Errors

Acquisition Cost

Return Rates

Customer Lifetime Value

Customer Satisfaction

Online Adoption Rate

New vs. Repeat Customers

Best Sellers

Orders by Product

Sales by Product

Sales

Cost

Loyalty

Products


Fuel Your Growth with Business

Intelligence

• Quote to order conversions

• Sales rep KPIs

• Company metrics

• Company metrics

Demo goes here


Magento Commerce B2B Features

Flexibility to Adapt. Fast Time to Market. Low TCO.

Documents

Transform Your B2B Business with - info2.magento.com personalization ... Steps to Success in B2B Ecommerce, Aberdeen Group, February, 2015 20.5% ... across enterprise systems All Others