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Death Of The B2B Salesman: Reports From the Frontline

Innovate Your Manufacturing Business to Increase Revenue and Reduce Costs with Digital CommerceFebruary 21, 2017

GEORGE SCOTTCIOGE Water and Process TechnologiesDON DAVISmoderatorEditor-in-ChiefInternet Retailer & B2BecNews

ANDY HOARGuest Speaker VP & Principal AnalystForrester

2016 CloudCraze Software LLC. All Rights Reserved.

Brand New Day In B2B Commerce Andy HoarVP & Principal AnalystFeb 21, 2017

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43% B2B buyers prefer to buy directly from the brand that manufactures the product vs. a distributor that sells itBase: 100 B2B BuyersSource: Forrester/Internet Retailer Q4 2015 Global B2B Buy-Side SurveyBase: 100+ B2B BuyersSource: Forrester/Internet Retailer Q4 2017 Global B2B Buy-Side Survey

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2015 Forrester Research, Inc. Reproduction Prohibited

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20% B2B buyers would be willing to pay slightly more to buy directly from the brand that manufactures the product Base: 100+ B2B BuyersSource: Forrester/Internet Retailer Q4 2017 Global B2B Buy-Side Survey

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2015 Forrester Research, Inc. Reproduction Prohibited

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B2B Selling Spectrum

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VImbalance

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Investment

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What It Means

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Customer Obsessed Operating Model

2015 Forrester Research, Inc. Reproduction Prohibited#

Customer Obsessed Operating Model

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Customer Obsessed Operating Model

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Andy HoarVP & Principal Analystahoar@forrester.com@andyhoar1

forrester.comThank you

GE Water and Process TechnologiesB2B Commerce Journey21 February 2017

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GE Water and Process Technologies...our Business, our Customers21 February 201723GE Water and Process Technologies... B2B Commerce Journey

24Delivering comprehensive solutionsDesalination TechnologiesMunicipal SolutionsIndustrial WastewaterProcess ChemicalsUtilitySolutionsZero Liquid DischargeMonitoring & ControlSolutionsLeveraging our innovation, expertise and global capabilities to solve tomorrows water, wastewater, and process challenges for our customers

21 February 2017GE Water and Process Technologies... B2B Commerce Journey

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LATINAMERICA6

INDIA3MENA3ASIA PACIFIC4RUSSIA & CIS2

Herentals, BelgiumCotia, BrazilOakville, ON

Number of operating locations in the region

Oroszlany, Hungary

Trevose, PAEUROPE10

Center of Excellence

Headquarters

The Woodlands, TXBellevue, WANORTH AMERICA30

Bangalore, India

50,000 customers in 130 countries 10,000+ products 7,500 employees

Norfolk, VA

Boulder, COMinnetonka, MN

CHINA6

Dubai, UAESingaporeShanghai, China

Wuxi, China

Our global footprint and scale allows us to provide the right solutions for every challenge21 February 2017GE Water and Process Technologies... B2B Commerce Journey

Why is now the right time for B2B Commerce in GE Water?26Increase sales opportunities for Water by enabling existing and prospective customers to have a seamless ordering experience via a scalable digital industrial marketplaceMissionComplexity - 50K customers; ~ 500K lines, 230K Orders, 1600 sales reps, 200 Customer care agentsCustomer Expectations I can do this everywhere else why not GE Water? HygieneGrowth We cannot continue to add resources as we grow (Sales spends ~20 minutes on the phone today for each order!) need to increase revenue and reduce costs to improve marginsCapabilities / Technologies Cloud , Automation, Integration, Internet of ThingsEmpowering our customers Self Serve (ordering, payments, tracking)

Business Case21 February 2017GE Water and Process Technologies... B2B Commerce Journey

The Journey2727

One global, product catalogCustomer portal integrationAPM enabled auto-reorder

Existing Customers

1-Click Reorder via SFDCMobile ReorderInternal Stakeholders

Guest checkoutProspective Customers21 February 2017GE Water and Process Technologies... B2B Commerce Journey

Our eStore2821 February 2017GE Water and Process Technologies... B2B Commerce Journey200 Customers4000 transactions10x Growth in the first 2 Years

Targeting Another 10x this Yearhttps://estore.gewater.com/

Why CloudCraze?29

21 February 2017GE Water and Process Technologies... B2B Commerce Journey

CloudCraze partnered with us to develop a solution to expand commerce adoption and transform sales and service. The CloudCraze B2B Commerce Lightning Bolt app is the perfect vehicle.George Scott, GE Water and Power Client CIO

Improving Sales and Service results with expanded adoption of the online channel

Increased orders and order accuracy of spare parts by Field Service channelDecreased cost to serve with order process in as few as three clicks from anywhere on any deviceExpanded flexibility of user experience with CloudCraze B2B Commerce Lightning Bolt App

21 February 2017GE Water and Process Technologies... B2B Commerce Journey

CloudCrazeInnovate Your Manufacturing Business to Increase Revenue and Reduce Costs with Digital CommerceFebruary 21, 2017

2016 CloudCraze Software LLC. All Rights Reserved.

The B2B landscape is changing

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2016 CloudCraze Software LLC. All Rights Reserved.

As you heard from Andy Hoar of Forrester in the beginning of this webinar, the B2B landscape is changing. Business Buyers want to be able to buy online with the ease and convenience they find in their personal lives. With buyers preferring to buy direct from the manufacturer AND willing to pay slightly more to do so, Manufacturers are quickly moving to implementing B2B commerce.

Global Commerce Growth Across the B2B Landscape

#2016 CloudCraze Software LLC. All Rights Reserved.

And many B2B companies are already on the eCommerce bandwagon.

They are creating customer-facing self-service solutions that Connects directly with customers and provide a user experience similar to what they are familiar with in their personal online shopping experiencesIts delivered across devices: desktop, laptop, tablet, smartphone. Increasingly, cloud commerce solutions, specifically CloudCraze Commerce on Salesforce, are the preferred solution.

The only B2B eCommerce platform developed natively on SalesforceFastScalableConnected

So you can generate revenue in weeksFor 360-degree customer engagementAgile enhancements and capacity to adapt with market and customer demands

#2016 CloudCraze Software LLC. All Rights Reserved.

Thinking back to Andys customer-obsessed operating model, a commerce solution built on the leading system of customer engagement or CRM AND the most trusted cloud platformSalesforcefits right in.

CloudCraze is the only native commerce platform built on Salesforce,( the worlds leading CRM and most trusted cloud platform in the world. )Allows businesses to generate online revenue fastEasily scale for growthStay 100% connected with customers

Proven Global Success Across B2B Industries

Consumer ProductsSoftware, Media, PublishingManufacturing & DistributionHealthcare & Life Sciences

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2016 CloudCraze Software LLC. All Rights Reserved.

CloudCraze solves B2B Commerc use cases across industries: Consumer Goods & Services, Software, Media, Publishing, Health Care & Life Services, and especially Manufacturing

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Q & AThank you

2016 CloudCraze Software LLC. All Rights Reserved.#

Thank you

#2016 CloudCraze Software LLC. All Rights Reserved.

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