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Why it’s Time to Invest in eCommerce: A Conversation for Ektron Customers
2Your Team Today
Edward Kennedy, Vice President Business Development @ Luminos LabsEd has spent the last seven years supporting enterprise businesses by designing, and executing digital commerce programs for brands and retailers. Today, Edward leads Luminos Labs’ client services and business development activities with the support of 70+ Luminos Labs professionals around the globe.
James Stout, Sr. Manager, Technology and Development Evangelism @ EpiserverJames is a 9-year WCM industry veteran with experience in strategy, planning, and development of enterprise digital solutions. As an Episerver Evangelist, James adds his voice to the Episerver community through blogging, speaking, and open-source projects. He has a passion for problem-solving and helping others succeed.
3
1. Business Drivers of eCommerce2. How Episerver is making eCommerce possible
for Ektron customers3. Checklist for getting Started
Agenda
Business Drivers of eCommerce
5
1st Generation2002 2nd Generation
2006 3rd Generation2009
Let’s Start with Perspective
Consumer expectations B2B expectations
How do you sell products today? Select all that apply• Direct salesforce• Brick-and-mortar stores• Online transactions• Dealers or distributors• Inside sales/call-center/fax
Live Poll #1
B2B Catching Up with Retail
$0 $100 $200 $300 $400 $500 $600 $7000%
100%
200%
300%
400%
500%
600%
700%
800%
900%
Series3; WholesaleSeries3; Manufactur-
ing
Series3; Media Series3; Retail
Wholesale Manufacturing Healthcare MediaEdu/Govt Financial Utilities Business ServicesRetail Consumer Products
$0 $100 $200 $300 $400 $500 $600 $7000%
100%
200%
300%
400%
500%
600%
700%
800%
900%
Series3; WholesaleSeries3; Manufactur-
ing
Series3; Media Series3; Retail
Wholesale Manufacturing Healthcare MediaEdu/Govt Financial Utilities Business ServicesRetail Consumer Products
% c
hang
e fr
om 2
013
to 2
019
U.S. eCommerce software investment by sector in millions 2014 to
2019
US Commerce Platform Technology And Services Forecast, 2014 To 2019, Forrester Research (2014)
Business Drivers of eCommerce Investments
Revenue Growth
Sell more to existing customers
Acquire new customers
Increase Profitability
Improve Customer Experience
Reduce operational expenses
Evaluating an eCommerce Investment
Benefits > Barriers = Benefits < Barriers =
Low Impact High Impact
High Synergy
Low Synergy
Evaluating an eCommerce Investment
Low Impact High Impact
High Synergy
Low Synergy
Evaluating an eCommerce Investment
High Impact
Low Synergy
Retail
Consumer Brands
Wholesale
Manufacturing
Services
Low Impact High Impact
High Synergy
Low Synergy
Evaluating an eCommerce Investment
High Impact
Low Synergy
Retail
Consumer Brands
Wholesale
Manufacturing
Services
Channel Conflict
Operational Readiness
Expertise & Experience
Technology Capabilities
Customer centricity
Customer Expectation
s
Channel conflict affects my ability to sell online. Rate from 1 (strongly disagree) to 5 (strongly agree)• 1 – I strongly disagree• 2 – I disagree• 3 – I’m neutral• 4 – I agree• 5 – I strongly agree
Live Poll #2
Low Impact High Impact
High Synergy
Low Synergy
Evaluating an eCommerce Investment
Improve existing sales channels with Digital
Experiences
Full transactional eCommerce with
change management plan
Find synergy for transactional eCommerce
What are your planned investments in digital technology this year? Select all that apply. • Ektron upgrade • Website redesign• Responsive/Mobile app development• eCommerce implementation• Implement or improve back office systems
Live Poll #3
How Episerver is making eCommerce possible for Ektron Customers
Ektron’s Commerce Module
Ektron Commerce
Cart / BasketCommerce on Rails Checkout
A More Comprehensive Approach to Commerce
Go to Market
Commerce Benefits from a CMS IntegrationProducts as ContentTagging & CategorizationSEOSingle Authoring EnvironmentPersonalizationSearch
Where Ektron Got it Right
Where ThreeWorlds Converge
Our Vision
• Full Commerce Platform, more comparable to Hybris or Oracle
• Personalization on commerce-managed pages (including products)
• Pre-built Integrations with Commerce Technology Ecosystem vendors
• Content Discoverability• Multisite / Market Management• Full control over the CX
23
Full Commerce Platform
Personalization on commerce-managed pages (including products)
Pre-built Integrations with Commerce Technology Ecosystem vendors
Content Discoverability
Multisite / Market Management
Full control over the CX
Epi Commerce for Ektron Customers
Digital Experience Cloud™
Web Services API
Product Catalog Customers
Orders
Marketing & Promotions
Markets
Media
Public API
Episerver Commerce
Financials
Paymentgateway
CRMsystem
Inventory & warehouse
mgmt
Shippinggateway
Other?Reporting
Pricing
DXH Connectors and Add-ons
Marketing Automation
Analytics / Optimization
Mobile / Social / Video
CRM
Translations
DAM / PIM
Search / Merchandizing
Payment / Tax / Shipping
Integration / ESB
Ecosystem
Background
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Kimball MidwestWith over 800 sales reps, Kimball Midwest prides itself on service. They have a sizeable product catalog, and complicating matters, each customer has unique pricing for each product.
70%Increase in number of customers ordering online45K+Number of SKUs available on the site
70%Increase in total online orders YOY
SolutionKimball selected the Episerver Digital Experience Cloud to create an easy-to-use online storefront that supports customer business rules for their B2B customer base.
Customer Success
Digitally Enabled Customer Journeys
Our Vision
Getengaged
Connect
Bevisible
Becometrusted Convert
Stayloyal
Getfulfilled
Be served
Background
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Mud PieMud Pie, award-winning manufacturer of innovatively designed and affordably priced gifts, sought to personalize their entire customer journey based on website behavior and back office data
157%Increase in revenue from mobile traffic
125%Increase in number of transactions
56% Increase in eCommerce conversions
SolutionWith Episerver Commerce and a marketing automation tool, Mud Pie has a continuous opportunity to create targeted, omnichannel experiences that convert visitors to buyers
Customer Success
Large CatalogsPerformance and Scale
Customer Name Catalog SizeBookstore 750,000+ SKUs
International Clothing Outlet40,000 active SKUs; up to 2,000,000+ SKUs available
Grocery Chain 275,000+ SKUsGlobal Home Furnishings Company 2,000,000+ SKUsA/V Premium Brand 15,000,000 SKUsWholesaler 120,000 SKUsBeverage Company 4,000,000 price variations
High Load and TrafficPerformance and Scale
Customer Name Site Traffic
Retail Chain (500+ Stores) • 2,320,000 visits/month• 15,600,000 page views/month
International Clothing Retailer • 2,500,000 visits/month• 100,000 visits/day (at peak)
Grocery Chain • 840,000 page views/month
Retail Chain • 750,000 visits/month• 1,700 visits/hour (at peak)
Clothing Retail Chain • 750,000 visits/month
Wedding/Bridal Registry & Vendor • 600,000 visits/month
Background
34
Varner GroupVarner Group is one of Scandinavia’s largest clothing retailers, with more than 1,300 stores that turnover more than $1.5B per year. Brands include Bik Bok, Carlings, Volt, Dressmann*, Cubus, Levi’s Store and more
90%*Online customers who purchase a campaign product 3MVisits/month to several pre-shopping sites
1300Clothing stores, turning over more than $1.5B in revenue
SolutionThe company began using Episerver CMS in 2008 and followed with Episerver Commerce in 2012 when it decided to launch online shops
Customer Success
CommerceFindCMS
The Path Forward
Ektron Commerc
e
Current State Side-by-Side Integrated CMS & Commerce
Or
Side-by-Side
+
High Level Architecture
Digital Experience Cloud™
Digital CommerceSolutions
SocialSolutions
Digital MarketingSolutions
Ektron Dashboard
CommerceEpiserver Commerce
ContentEktron CMS
Built with:• Partner Network• DXH Connectors and Add-ons
Connected with:• Marketing Tools• Google Analytics• Marketing Automation• Salesforce • Microsoft Dynamics• SharePoint• PIM• DAM
Episerver Managed ServicesAvailable for:• Cloud• Private cloud
Mobile
Episerver Framework
Episerver DashboardEpiserver Find – Search and Relevance
API Integration
Ektron Framework
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All-In– Episerver Content & Commerce– Unified Next-Gen Authoring– Full Content & Template Sharing– Personalization Throughout–Monetization of Marketing Content
The Path Forward
Adopt Episerver DXC
→
Digital Experience Cloud™
Digital CommerceSolutions
SocialSolutions
Digital MarketingSolutions
Episerver Dashboard
CommerceEpiserver Commerce
ContentEpiserver CMS
Built with:• Partner Network• DXH Connectors and Add-ons
Connected with:• Marketing Tools• Google Analytics• Marketing Automation• Salesforce • Microsoft Dynamics• SharePoint• PIM• DAM
Episerver Managed ServicesAvailable for:• Cloud• Private cloud
Episerver Find – Search and Relevance
Mobile
Episerver Framework
Episerver Digital Marketing
Checklist for Getting Started
Identify which Business Drivers of eCommerce Initiatives (Slide 9) apply to your business Sell more to existing customers Acquire new customers Improve user experience Reduce operational expenses
Determine where you fit in the Synergy/Impact Matrix (Slide 15)
Evaluate Ektron+ or 2epi model options Contact Luminos Labs for a complimentary readiness
evaluation
A Checklist to Get You Started
