Sterling overivew settembre 2012

© 2012 IBM Sterling Commerce

IBM Sterling Solutions Portfolio 2012

Verzicco Luca Maurizio - [email protected]

© 2012 IBM Sterling Commerce© 2011

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Sourcing, controlling and

procurement of goods and services

Targeted and personalized marketing across all customer interactions

Selling and fulfillment of products and services across all channels

Servicing customer needs across all

interaction channels

MarketBuy

Service SellCustomer

InsightInsight StrategyStrategy

EngagementEngagement

Chief Marketing

Officer

“Brand consistency and experience across

all customer interaction channels”

VP of Commerce, Stores &

Operations“Efficient, low-cost

order to cash processes and

improved store sales”

Broad Scope LOB focused Industry tailoredDelivery flexibilityCross-IBM Investments

VP of Customer Loyalty

“Happy, Loyal, Recurring Shoppers”

Chief Sourcing & Procurement

Officer

“Right Product, Right Place, Right Time, Right Price”

Smarter Commerce is a strategic approach that places the customer at the center of all business operations

Strategy

IBM Case Manager


IBM’s integrated portfolio for Smarter Commerce

Buy Market Sell Service

Core Business ProcessesCORE BUSINESS SOLUTIONS

VALUE CHAIN STRATEGY AND SERVICESMarket and customer mgmtAligning sales, marketing and operations

to engage with customers

Innovation and business valueInnovating and aligning business models to

drive value to the customer

• Trading Partner Mgmt• Supplier Management• Supply Chain Visibility• Logistics Management• Inventory Optimization

• Predictive Analytics/Modeling• Behavioral Segmentation• Cross-channel Campaign

Mgmt• Search Optimization, Ad

Targeting• Marketing Resource Mgmt

• B2B & B2C Cross-channel commerce

• Distributed Order Orchestration

• Fulfillment and Supply Chain Optimization

• Mobile Commerce• Retail Store

• Delivery & Service Scheduling

• Customer Self Service Enablement

• Reverse Logistics• Case Management

Operating and Organization ModelsDesigning operations, supply chain and the

organization model to deliver customer value

Workload Optimized SystemsSystems, Storage and Software focused on agility, integration and automation to drive relevant business outcomes

Advanced AnalyticsStore analytics | Purchase analytics | Consumer loyalty | Predictive and prescriptive | Social analytics | Web analytics | Master data mgt

© 2012 IBM Sterling Commerce44

Sterling Commerce Company Overview

• Founded in 1975

• Headquartered in Columbus, OH

• 2,500 employees world wide

• More than 18,000 customers world wide

• Recognized as a leader by key analysts in B2B integration and cross-channel solutions

• Sterling Business Integration Suite

• Sterling Selling and Fulfillment Suite

• Offers great flexibility of deployment with Managed Service and Software as a Service (SaaS) options

Top 100 Largest Software Companies

100 Great Supply Chain Partners for 2009

Executive 100

Top 100 Provider

Top 100 Logistics IT Provider

PM 100 by Managing Automation


Too much connections around the world !!

© 2012 IBM Sterling Commerce6 © 2010 Sterling Commerce intellectual property. All rights reserved. 6

Take too much time to work with you? BYE BYE !!

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Too many manual processes create …. too many document processing errors.


Our Mission …

To help our customers…

…and do it better than anyone else

Connect

Communicate

Collaborate

Customers

Partners

Suppliers

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Multiple Systems

Multiple Connections

Multiple Partners

Multiple Processes

How many Trading Partners?

How many protocols supported?

How manyIntegration Platforms?

How many order-capture applications?

How many order-fulfillment applications?

How many shipments executed?

How many orders planned ?

How many carriers connected?

How many supported Data Formats among Trading

Partners?

Today B2B Commerce view

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Process

Protocol

Enterprise B2B

Method

Data / Format

People

VisibilityGovernance

B2B Integration - Simplify The Complex

Systems

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Two Suites That Transform and Optimize

Connect People, Processes, and Technology Streamline the Commerce Lifecycle

Enable Seamless and Secure Integrationof Key Business Processes

Enhance the Way Companies to Do Business and Commerce

Business Integration Suite

Selling and Fulfillment Suite

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© 2012 IBM Sterling Commerce25 September 2012

A comprehensive, yet modular, suite of industry leading integration solutions

Sterling Business Integration Suite Integrates Any Partner, Any System, Any Where

• Improve business agility by securely and flexibly integrating with any partner, any system, anywhere

• Improve operational efficiency by seamlessly automating manual business and IT processes inside and outside your enterprise

• Improve business performanceby providing visibility into actionable information across your key business and IT processes

Visibility and Control

Process Automation

On boarding and Management

Communications

Security

B2BIntegration

ManagedFile

Transfer

On

Prem

ise

as-a-Service

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Products, Solutions and Services

Connect DirectFile GatewaySecure Proxy

Control Center

MFT

Sterling IntegratorEDI /B2B Capabilities

B2B Gateway

Selling and Fulfillment suiteEnables company to control

complex Supply Chain process from Order Capture to Fulfillment

ApplicationsApplications

- Sterling Collaboration Network (Van)

With 20,000 + customers and Millions of invoices managed

- SWIFT Service Bureau

Professional Services


IBM Managed File Transfer Suite

Monitor file transfer activity & SLAsIBM® Sterling Control Center

B2B On boarding and file transfer via mail boxing

IBM® Sterling File Gateway

Preventing unauthorized accessIBM® Sterling Secure Proxy

IBM® Sterling Connect:Direct® Secure Plus

Peer-to-peer file transfers via file system

IBM® Sterling Connect:Direct®

File transfer via messagingIBM® WebSphere MQ File Transfer Edition

© 2012 IBM Sterling Commerce15 25 September 2012


The Sterling Selling and Fulfillment Suite enables companies to optimize their multi-channel selling and fulfillment processes by enhancing how they interact with their suppliers, customers and partners to deliver the perfect order.

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Sterling Selling and Fulfillment Suite


Smarter Commerce Sterling Application Solutions

Analytics

Enterprise Marketing

Foundation

Data

Business Process

Integration


How do you manage a consistent offering through your different channels?

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Call center Internet In-person

Resellers Geography Competition


Support the ways customers sell

Store

Call Center

Field Sales

Field Sales – enable field sales and service representatives to manage all aspects of order capture, quoting and service fulfillment processes

Call Center – provide CSRs with a true 360-degree view of all customer activity

Store – allow store personnel to manage various order capture processes

Mobile – extend access and usage to mobile devicesMobile


IBM® Sterling Configure, Price, QuoteManages the Opportunity to Order processAutomates the configuration of complex products

one location for business users to manage product/service information, and configuration and pricing rules

Guide prospects, customers, partners, sales, in selecting and validating products and services based on their specific needs

Automate the quote approval process

Automate the proposal generation and order creation

multiple selling channels, which include web, call center, store, and field sales


IBM® Sterling Configure, Price, Quote delivers key benefits

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Reduce the order lead time by automating the Opportunity to Order process

Drive revenue by providing flexible pricing capabilities as part of the quote to partners, customers, and sales organization

Improve customer serviceby enabling channel partner to configure the right products and services


STRATEGIC PLANNING ASSUMPTION

By 2014, comprehensive, integrated automation of CPQ processes will help companies grow sales by 5%.

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Store Create Order Check Status Cancel OrderInitiate/Track Return

Schedule DeliveryChange Order PickupResearch

Product

Create Order Check Status Cancel OrderInitiate/Track Return

Schedule Delivery or PickupChange Order

Schedule Store Pickup

Research ProductMobile

Create Order Check Status Cancel OrderSchedule Delivery or PickupChange Order


Research ProductWeb Initiate/Track

Return

Call Center Create Order Check Status Cancel OrderInitiate/Track Return

Schedule Delivery or PickupChange Order


Research Product

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Order Manager The Multichannel Challenge

Buy online/mobile, fulfill from vendor

Buy online/mobile, return to store

Build quote online/mobile, add in store

Order from call center, ship from store

Buy online/mobile, fulfil from DC

Buy online/mobile, pickup in store

Order from call center, pickup in store

Buy in store, fulfill from DC


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IBM Sterling Logistic Management

+ integration with ILOG Optimizazion products


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ISStore

StoreCall

CenterWeb

IS Channel IS ChannelIS Channel

Mobile Internet

ISSupplier

Market Place

ISSupplier

ISSupplierISSupplier

ISStore

ISStoreIS

Store

Distributed Order Management

Distributed Order Management (DOM) connects partners and systems to enable cross-channel processes

IS Channel

Catalogue

Business logicCross-channel flow

Manage appointments

Click and Collect

Drop Ship / Market Place

Save the sale

Return Everywhere

Single Checkout

Supply Chain Visibility


Integrated solution for all partners

Transportation Mgmt

Supplier PortalSupply Chain Visibility

ShippersCarriersCustomers

StoreLocations

DistributorsWarehouses

SterlingSterlingCommerceCommerce

BuyersSuppliers

Order Manager


TMS / WMS Provides Complete Management

Inventory Control

Inbound

Outbound

Value Added Services

KM/Yard Management

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Sterling Supply Chain Visibility (SCV) – IBM Cloud/SaaS

Sterling Supply Chain Visibility enables companies to optimize their inbound and outbound processes through complete end-to-end visibility across global trading partner networks to minimize supply chain disruptions and improve supplier performance.

ASNPurchase

Order

TMS

Demand Planning MRP

Replenishment Procurement

Plan Supply

Shipment Status

WMS

PaymentInvoiceReceipt

ERP/ Financial

Supply Chain Management Logistics Finance

PO Commit

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Increased Annual Sales & Margin Vendor Special order, expanding service business (in-home and in-store

services) Increased Customer Loyalty, do to ease of fulfillment and

capturing the order Reduced retail store order administration costs Reduced call center expense

#1 specialty retailer in US for consumer electronics, personal computers, appliances, and more -$20B+ annual revenue

Multiple legacy order management systems prevented: Unified cross-channel customer experience Leveraging inventory data across channels and consistent

order processing business rules Easily assimilating new supply chain partners

About the Company

Sterling Commerce Solution Sterling Commerce Solution Results

Challenges

Multi-channel enterprise order management

Solution Sterling Commerce Application Solutions

Sterling Commerce Retail Order Management for single instance, multi-channel enterprise order management

Enables coordination and fulfillment of complex customer orders Sourcing and allocation of product and services across multiple fulfillment

sources Real-time inventory visibility across internal and external fulfillment

partners Home delivery, vendor special order, in-home installations, …

Order Management


Spain's largest retail group and a world leader in department stores.

Department store model: all types of products and services, from fashion to accessories.

Having invested on a long-term ecommerce strategy, ECI needs to enable true multichannel features across channels and labels.

ECI needs to take advantage of current downturn to completely reshape its entire model in the following 3 years

Top class customer online services.

About the Company

Results

Challenges

Sterling Commerce SolutionSterling Commerce Solution

OrderConfiguration

DOM Distribute

Order Management

Multi-Channel

Cross-Channel Order Management streamlines order and fulfillment processes across all channels and the extended supplier network.

Enable features at store like save-the-sale or store return

Integrate on-line channel seamless with store.

Transformation of the Home Delivery Business Unit with Sterling Commerce DOM


Reduce lead-time by 57% by proactively managing and reducing response times to potential order delays

Increase fill rates by 10% by identifying potential order delays and shortages

Reduce backorders by 85% by optimizing inventory in their stores to reduce out-of-stock items

One of the world's largest retailer-owned hardware cooperatives, serving 54 countries with more than 5,000 stores and 12 regional distribution centers.

Fragmented visibility into the physical movement of shipments Too much data to proactively resolve supply exceptions Inefficient use of inventory

About the Company

Sterling Commerce Solution Sterling Commerce Solution

Results

Challenges

Better Inventory management using Supply Chain Visibility

Solution

Sterling Supply Chain Visibility

Supply Chain Visibility


B2B ITALIAN REFERENCEABLE CUSTOMERS


Hospitality / Franchise

Telco / MediaRetailHigh TechManufacturingAerospace / Automotive

Services

Life Sciences

Financial Services

Sample application customers by vertical


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