wc b2b business models
TRANSCRIPT
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8/9/2019 WC B2B Business Models
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8/9/2019 WC B2B Business Models
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WebSphere Commerce B2B Business Models
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Maret Messa!e
BusinessModels
WebSphere Commerce B2B solution pro"ides widest ran!e of out#of#
the#bo$Business Models to support all possible wa% to interact with customers usin! a
sin!le platform
Business Processes to reduce total cost of doin! business and impro"ecustomer&partner satisfaction b% automatin! '(B processes
Business)rocesses
*lectronics Industrial *+uipment ,elecom
Industr% )la%s
WebSphere Commerce Solution Strategy
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WebSphere Commerce B2B Business Models
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WebSphere Commerce B2B solution offers out#of#the#bo$support for wide ran!e of business models and processes
Marketing Catalog /Product
Information
Partner/ Channel
Relationship
Sales &Operations
Service &Support
WebSphere Commerce )latform
Targetto!ngage RecruittoMonitor SourcetoMerchandise "uotetoCash Re#uesttoResolve
Simple B2B Business Models Comple$
'(B Business )rocesses&.cti"ities
B2B /irect /istributor osted
)artners1alueChain
WebSphere Commerce B2B Solution Framework
*lectronics Industrial *+uipment ,elecom
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WebSphere Commerce B2B Business Models
WebSphere Commerce B2B Business Models
Marketing Catalog /Product
Information
Partner/ Channel
Relationship
Sales &Operations
Service &Support
WebSphere Commerce )latform
Targetto!ngage RecruittoMonitor SourcetoMerchandise "uotetoCash Re#uesttoResolve
Simple B2B Business Models Comple$
'(B Business )rocesses&.cti"ities
B2B /irect /istributor osted
)artners1alueChain
*lectronics Industrial *+uipment ,elecom
WebSphere Commerce B2B Solution Framework
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WebSphere Commerce B2B Business Models
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B2B /irect
Scenario
Sin!le seller sellin! directl% to customers orbusinesses
Manufacturers sellin! directl% to customers b%eliminatin! the channel 4e5!5 ibm5com6
Manufacturers sellin! production !oods to another
business etailers sellin! non#production !oods to business
or!ani8ations 4e5!5 Staples 'in6
Challen!es
Mana!in! uni+ue contract for each or!ani8ation
Support for hierarchical roles that !o"ern access andauthorit%
(peratin! multiple indi"idual sites for multiple bu%eror!ani8ation
BusinessCustomer Manufacturer9
etailer
eseller9/ealer
Consumer
B2B Direct Selling
!nterprise %ccounts
irect tocustomer
irect to'usiness
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WebSphere Commerce B2B Business Models
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B2B /irect ; WebSphere Commerce Capabilities
CatalogManagement
Contracts
MemberManagement
ExtendedSites
ey WebSphere Commerce Capabilities
Multiple catalo! hierarchies )roduct assortments Customi8ed and contract#dri"en catalo! "iew
Contract#based pricin! and policies Multiple contracts per customer Contract modelin! tools for business mana!ers
Confi!urable9 !ranular Business )olicies
ierarchical roles !o"ern access and authorit% Inte!rated worflow
Indi"idual9 branded stores for each B2B customer Multiple storefronts on a sin!le instance
Manages over ( million
products
Customer Examples!
Customi)ed* contract
driven catalog and pricing
Bu+er sites ,ith roles'ased pricing and approval authorit+
Thousands of 'u+ers sites
customi)ed for individual orgs
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Staples Supportin! /i"erse Contractual elationships
Challenge
Supportin! multiple customers bu%in!under multiple contracts
Indi"idual bu%ers ha"e differin! le"els ofpurchase authorit%
,rac site usa!e and online sales rates
Solution
=09000> bu%in! or!ani8ations each see
contract#specific pricin! and policies
Built#in appro"al worflow facilitatespurchase authori8ation across multipleusers at different or!ani8ational le"els
Benefits
("er ?=Billion 470@6 of total B2B sales
dri"en throu!h site
Site usa!e anal%sis enables Staples tocontinuall% enhance search en!ineperformance
.utomated support for di"erse policies9contracts9 bu%er roles on a sin!le platform
"This past year alone, 86 percent of the new customers
we acquired use StaplesLink for doing business with
us” - Lisa Hamblet, VP, B2B e-commerce, Staples
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WebSphere Commerce B2B Business Models
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/istributor 4Broera!e model6
Scenario
1alue#added brid!e between suppliers andcustomers
Multiple manufacturers sellin! to hundreds ofresellers "ia sin!le distributor
Challen!es
Streamline information deli"er% and transactionalon! the "alue chain
Inte!rate with suppliers and resellers e$istin!s%stems
Selling through Distributor
Manufacturers
/istributor
esellers
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WebSphere Commerce B2B Business Models
/istributor model ; WebSphere Commerce Capabilities
"uidedSelling
#F$
%rderManagement
Collaboration&
Workspaces
ey WebSphere Commerce Capabilities
)arametric Search 4drill down on attributes6 Sales .ssistance 4DE. dialo!6 Side#b%#side Comparison
Solicit +uotes for !oods E ser"ices from interest list Create contract or create order Worflow for create9 modif%9 appro"e9 and submit
Sin!le source of orderF inte!ration with bacend
(rder Splittin!9 .,) and outin! ,ransaction "isibilit% across the channel
/ocument sharin!F )roect mana!ement ,hreaded discussions Instant messa!in!
%ssisted Selling and
configuration enhances a'ilit+
to sell comple$ solutions
Customer Examples!
Improve response times
and interaction costs ,ith
automated R-" support
Integration hu' streamlines order
processes realtime 'et,een!RP* suppliers* and customers
Realtime colla'oration 'et,een
resellers and suppliers increase
sales staff productivit+ '+ .0
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."net enables Suppliers and esellers to become (n /emandBusinesses
Challenge
)ro"ide "alue#added brid!e between suppliersand thousands of resellers
. solution powerful %et fle$ible enou!h to inte!ratewith all of suppliers and resellers e$istin!business processes
Solution
.utomate needs of resellers from lead
!eneration9 to proposal and +uote desi!n9 allthe wa% to closure
Guided sellin!9 automated informationdeli"er%9 collaboration between suppliers Eresellers9 anal%tics and sense and respondcapabilities
“Technology has enabled us to reach out and
provide IT support for our resellers and our
suppliers—to lift them up and make them more
competitive”–Bill Chapman, CTO, Avnet Inc.
Benefits(I of -:0@ in first %ear
-7@ increase in sales staff producti"it%
A2@ reduction in resellers order c%cletimeF A3@ reduction supplier c%cle time
20@ reduction in o"erall I, costs3A@ of reseller orders full% automated
from end to end
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osted )artners
Scenario
.n enterprise sellin! throu!h a networ of partners
*nterprise supports smaller partners b% pro"idin!catalo! and I, infrastructure to create a store#front
Challen!es
.bilit% to onboard a new partner that does not ha"eI, infrastructure
Selecti"el% share catalo! while allowin! partners tosell their own products
Maintain consistent brand ima!e and usere$perience while offerin! uni+ue products tailored tospecific set of customers
'osted (artners
Manufacturer
)artner&esellerHetwor
Channelostin!
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Hational .ccounts
Scenario
.n enterprise sellin! to maor customers throu!h anetwor of partners
Supportin! dealers b% pro"idin! catalo!9 Contractpricin!9 terms9 and I, infrastructure to create aconsistent national multi#dealer&distributore$perience
Challen!es
(nboardin! Hational .ccounts +uicl%with
specific Catalo! "iews9 prices and terms5 Share customer specific catalo! "iews
Maintain consistent brand9 terms and usere$perience while offerin! products specific to a setof customers
'osted (artners
Manufacturer
)artner&esellerHetwor
Catalo!E
Contractostin!
BusinessCustomer
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osted )artners ; WebSphere Commerce Capabilities
ExtendedSites
CatalogFilters
Campaigns&
(romotions
ey WebSphere Commerce Capabilities
/eplo% multiple partner storefronts on a sin!leinstance
Central site administration with controlled access
Share catalo! and business assets across sites /eli"er consistent brand e$perience while runnin!
site#specific campai!ns and promotions
Selecti"el% share&filter catalo! with partners .llow partners to add their own products
Customer se!mentationF tar!eted maretin! Web and *#mail promotion9 maretin!
e$perimentation
(112s of individuall+ managed
sites ,hile sharing a single
checkout process
Customer Examples!
istri'utors use filters to re
price manufacturer2s products to
create their o,n catalog
3se profiles and preferences*
personal lists and targeted
marketing to differentiate
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eJollett hosts hundreds of boostores9 enable shared andautonomous functionalit% from a sin!le instance
Challenge
edesi!n the retail platform to host andinte!rate with more than 00 campus stores
Centrall% mana!e storefronts while allowin!partners to differentiate themsel"es
Solution
'e"era!e *$tended Sites to share the same
infrastructure to collecti"el% ser"e more than million students across Horth .merica
Campai!n and maretin! tools deli"er tar!etedcontent9 ad"ertisin!9 and enhanced usere$perience
BenefitsSer"es more than million students
across Horth .merica
Sin!le lo!in and checout processacross all partner sites
Cross#sells and feature products dri"e
additional re"enue
Streamlined retail process 4order#to#fulfillment6 reduces maintenance costs
Increased operational efficienc% fromautomated bac#office inte!ration
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1alue Chain
Scenario
. chain of enterprises that sell !oods or ser"ices
Multiple manufacturers sellin! throu!h multipledistributors to end customers
B2B2B or B2B2C
(rder handoff
Maretplace hub
Challen!es
Inte!ratin! "arious demand chain pla%ers on asin!le platform
.bilit% to host distributors that do not ha"e I,infrastructure
.!!re!atin! and filterin! catalo! from multiplemanufacturers to displa% products tailored toindi"idual customer
)iered Demand Chain
Manufacturers
/istributors
Customers
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1alue Chain ; WebSphere Commerce Capabilities
CatalogManagement
#F$
%rderManagement
ChannelManagement
ey WebSphere Commerce Capabilities
Catalo! sharin! with downstream partners Sourcin! from multiple upstream manufacturers Catalo! filterin! to support contracts
Solicit +uotes from multiple sources Multi#round ne!otiation Support for custom and made#to#order products
.utomate orderin! process from +uote#to#cash
(rder handoff 4open&closed orders6 to partners ,ransaction "isibilit% across the channel
apidl% onboard new partners with *$tended Sites Mana!e business relationship throu!h Contracts Collaboration tools to boost producti"it%
Integrate ,ith multiple
manufacturer catalogs and filter
appropriatel+ for end users
Customer Examples!
Reduced R-" lead times
from da+s to minutes
Integration hu' streamlines order
processes realtime 'et,een!RP* suppliers* and customers
Provides suppliers andresellers ,ith realtime info to
optimi)e decisionmaking
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Chan!in! Inc (rchestratin! the /emand Chain
Challenge
)ro"ide online commerce capabilities forpaper industr% e$tended demand chain
Minimi8e cost and additional worload tosupport new channel in demand chain
Solution
Inte!rated networ connects
manufacturers9 distributors and customers
Manufacturers and distributors can set andmana!e their own storefronts hosted inChan!in! Inc en"ironment “Reordering makes up 60 percent of our business
and now members can see all their previous
orders and reorder with just a keystroke”
Benefits
Created consortium of 7 manufacturers
which includes a broad product lineneeded b% demand chain
Implemented usin! e$istin! businesspartner
Secured business with new customerse"en prior to launch
)latform for buildin! relationship9 lo%alt%and impro"in! re"enues
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WebSphere Commerce B2B Business Models
B2B Direct Distributor
Hosted
Partners
Value
Chain
Selling directl+ to'usinesses or
customers
Catalog mgmt4
Contracts
Re#4 5ist
Mem'er mgmt4
!$tended Sites
Bridge 'et,eensuppliers and
customers
R-"
6uided Selling
Configurator
Order Mgmt4
7orkspaces
Selling through anet,ork of partners
!$tended Sites
Catalog -ilters
Campaigns &Promotions
Colla'orationTools
Selling through achain of enterprises
Catalog mgmt4
R-"
Order mgmt4
Channel mgmt4
!$tended Sites
BusinessModels
7e'SphereCommerceCapa'ilit+
Customer!$amples
http://order.tupperware.com/coe/app/home
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(ther B2B and Industr% )la%s in K'
'in to Ktreme 'e"era!e 4K'6LhttpL&&w-#=0-5ibm5com&software&$l&portal&"iewitcontentsrcI/NO)0=EitI/N1227-:3(A7=33-EcontentI/NP37=3KA-272Q-2Econtent,%peNcomponentEcontent,itleN)resentations
WC B2B Business Models
WC Electronics Sales(lay
WC B2B Business (rocesses
*Cross+,ndustry Sales (lay-
WC )elco Sales(lay
http://w3-103.ibm.com/software/xl/portal/viewkitcontent?srcID=KP01&kitID=V227365O87155H39&contentID=Y957159X83272J32&contentType=component&contentTitle=Presentationshttp://w3-103.ibm.com/software/xl/portal/viewkitcontent?srcID=KP01&kitID=V227365O87155H39&contentID=Y957159X83272J32&contentType=component&contentTitle=Presentationshttp://w3-103.ibm.com/software/xl/portal/viewkitcontent?srcID=KP01&kitID=V227365O87155H39&contentID=Y957159X83272J32&contentType=component&contentTitle=Presentationshttp://w3-103.ibm.com/software/xl/portal/viewkitcontent?srcID=KP01&kitID=V227365O87155H39&contentID=Y957159X83272J32&contentType=component&contentTitle=Presentationshttp://w3-103.ibm.com/software/xl/portal/viewkitcontent?srcID=KP01&kitID=V227365O87155H39&contentID=Y957159X83272J32&contentType=component&contentTitle=Presentationshttp://w3-103.ibm.com/software/xl/portal/viewkitcontent?srcID=KP01&kitID=V227365O87155H39&contentID=Y957159X83272J32&contentType=component&contentTitle=Presentationshttp://w3-103.ibm.com/software/xl/portal/viewkitcontent?srcID=KP01&kitID=V227365O87155H39&contentID=Y957159X83272J32&contentType=component&contentTitle=Presentations