One Size Doesn’t Fit AllReinvent Your B2B E-Commerce Strategy

Featuring:

Chip House, Four51Jason Sproles, Support One

Darin Lynch, Irish TitanEric Smith, Modern Distribution Management

July 21, 2016

Sponsored by:

• Introduction• Distribution 2020 Survey Results• Business Essentials & Integrations• Best Practices & Organizational Buy-In• Selecting the Best Platform for Your Business• Q&A

Agenda

Speakers

Chip HouseCMO, Four51

Darin LynchCEO, Irish Titan

Jason SprolesPresident, Support One

Eric SmithAssociate Editor, Modern Distribution Management

One Size Doesn’t Fit AllReinvent your B2B eCommerce Strategy

ABOUT FOUR51

17+ years in B2B Over 10,000 manufacturers, distributors & retail ops Solving Complex eCommerce needs for enterprises Cloud-based, API-first Platform Fast, Custom and Comprehensive eCommerce platform

DISTRIBUTION COMMERCE & TECH 2020

Digital Self-Service

67% OF DISTRIBUTORS MANAGE LESS THAN HALF OF THEIR ORDERS ONLINE TODAY.

FOUR51 SURVEY OF NORTH AMERICAN DISTRIBUTORS, MARCH, 2016

ONLY 13% OF DISTRIBUTORS USE ECOMMERCE AS THEIR PRIMARY

METHOD FOR MANAGING ORDERS. FOUR51 SURVEY OF NORTH AMERICAN DISTRIBUTORS,

MARCH, 2016

WHY NO B2B ECOMMERCE?● NOT A PRIORITY● CAN’T GET EXECUTIVES ON BOARD● DON’T HAVE ENOUGH BUDGET TO

COVER THE PERCEIVED COST

FOUR51 SURVEY OF NORTH AMERICAN DISTRIBUTORS, MARCH, 2016

48% OF

DISTRIBUTORS EITHER DO NOT HAVE OR DON’T KNOW IF THEY HAVE A BUSINESS PLAN THAT CONTEMPLATES GOALS AND STRATEGIES FOR THE YEAR 2020.

FOUR51 SURVEY OF NORTH AMERICAN DISTRIBUTORS, MARCH, 2016

0%

100%

50%

75%

25%

Call Ctr Sales Reps Fax eCommerce EDI Other

Primary Order Management Method in 2020?

57%

FOUR51 SURVEY OF NORTH AMERICAN DISTRIBUTORS, MARCH, 2016

WHICH TECHNOLOGICAL CHANGE PROVIDES THE BIGGEST OPPORTUNITY FOR YOUR BUSINESS

BETWEEN NOW AND 2020? APPS MOBILE TECHNOLOGY ECOMMERCE

FOUR51 SURVEY OF NORTH AMERICAN DISTRIBUTORS, MARCH, 2016

BUSINESS ESSENTIALS & INTEGRATIONS

Support One

SAP Business One Gold Partner since 2007

Focused on Distribution and Manufacturing

Experts in Business Process Optimization

Focus on Customer short and long-term technology needs

www.supportone.us

Support One - Business Essentials - Values Integrated Systems

• Accuracy

• Efficiencies

• Customer and User Experience

• Visibility

www.supportone.us

Support One - Business Essentials - Value

Considerations

• Good Data

• Clear Expectations

• Clear Requirements

• Resource Requirements

www.supportone.us

Support One - Business Essentials - Benefit Business Intelligence

Automation

Operational Efficiencies

Reduced Errors

www.supportone.us

Case Study – Prograde Systems

“Support One resolved many issues for Prograde by creating a more robust integration to Four51 eCommerce, providing business intelligence reports and

tools, and optimizing workflows and business processes. Some primary benefits have been faster order-to cash cycles, process automation, strong integration to

Four51 eCommerce and management of client owned goods. “

www.supportone.us

Prograde Print Distributor Case Study Doubled Annual Revenue in 3

years

700% increase in bottom line

Created opportunity to optimize additional business operations

Created opportunity to explore other lines of business

www.supportone.us

@IRISH_TITAN, @LYNCH_DARIN

B2B BEST PRACTICES & ORGANIZATIONAL BUY-IN

@IRISH_TITAN, @LYNCH_DARIN

Founded in 2004 Business First, Online Second. Partnerships, Not Transactions Ecommerce, complex websites, digital strategy

and marketing 33 Titans

@IRISH_TITAN, @LYNCH_DARIN

@IRISH_TITAN, @LYNCH_DARIN

• Inventory management

• Order management

• Fulfillment

• CRM

• External sales reps

INTEGRATION : ALPHA & OMEGA

@IRISH_TITAN, @LYNCH_DARIN

• Simplify

• Segment

• Shareables

• B2B <> B2C

MARKETING MATTERSB2C B2B

Product Driven Relationship Driven

Maximize Transaction Value Maximize Relationship Value

Large Target Market Focused Target Market

Shorter Sales Cycle Longer Sales Cycle

Repetition Branding Relationship Branding

Merchandising and POS Strategies Educational and Awareness Strategies

Emotional Buying Decision Rational Buying Decision

@IRISH_TITAN, @LYNCH_DARIN

• 91%

• Your Competitors Are Accommodating

• Tablets Count

• Tablet + Smartphone > Desktop

UNDERESTIMATE MOBILE AT YOUR OWN PERIL

@IRISH_TITAN, @LYNCH_DARIN

• Growing Quickly

• Credible

• Device Consistency

• How-to’s & Help

• Content IS Marketing, IS SEO

CONTENT RULES

Way More32%

More41%

Same20%

Less7%

@IRISH_TITAN, @LYNCH_DARIN

• Identify and Acknowledge Channels

• Share Data

• Align Goals

“CHANNEL HARMONY”, NOT “CHANNEL CONFLICT”

@IRISH_TITAN, @LYNCH_DARIN

• Navigation

• Product Descriptions

• Personalization

• Easy Checkout

• DIY

CUSTOMER EXPERIENCE

@IRISH_TITAN, @LYNCH_DARIN

• Sales Rep Support

• Customer Support

• Data Management

• Realistic Expectations

ORGANIZATIONAL READINESS

SELECTING A PLATFORM

Distribution

Sales & Customer

Service

Distribution

“Current B2B eCommerce deployments disappoint developers”

Forrester Research Thought Leadership Paper, 2016: Build Cloud B2B eCommerce Applications On Your Terms.

• Lack of necessary integrations – 47%*• Lack of customization to business needs – 42%• Difficulty integrating with back-end systems – 38%• Insufficient staff expertise – 37%• Difficulty customizing the user experience – 36%

THE TIME REQUIRED TO MAINTAIN, ACQUIRE, IMPLEMENT AND DEPLOYON-PREMISE SOLUTIONS IS LISTED AS THE TOP PAIN POINT FOR B2B

ECOMMERCE DEVELOPERS.

“Build Cloud B2B eCommerce Applications On Your Terms,” Forrester Research, Inc., 2016

“”

On-premise $$$$$$

LicensesHardwareSupport

UpgradesOngoing Maintenance

Limited FlexibilityPatches

EmployeesUpgrades

OrderCloudTM

Hosted Platform.No Upgrades, Patches, or Maintenance

Custom. Comprehensive. Fast.

“USE OF PAAS WILL GROW 2X THE RATE OF SAAS, WHILE USE OF ON-PREMISE

WILL DECREASE BY 7%.”

Forrester Research Thought Leadership Paper, 2016: Build Cloud B2B eCommerce Applications On Your Terms.

CASE STUDY:NATIONAL OFFICE SUPPLIER & RETAILER

Customize ordering for 400+ unique eCommerce sites, each with unique products & pricing

Custom storefronts for each buyer company ERP Integration Punch-out orders managed seamlessly

PROBLEM: Needed a new solution that would evolve along with the unique needs of their B2B customers.

SOLUTION:

QUESTIONS

One Size Doesn’t Fit AllReinvent Your B2B E-Commerce Strategy

Questions?

July 21, 2016

Sponsored by: