Magento for B2B – Powering Enterprise E-Commerce

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© ZEON SOLUTIONS INC. Magento for B2B: Powering Enterprise E- commerce September 26, 2012 Accelerating Revenue Through Technology

description

Presented in this informational webinar, Zeon Solutions and Magento discuss the complexity of the increase in enterprise e-commerce for aggressive growth plans and goals towards global commerce.

Transcript of Magento for B2B – Powering Enterprise E-Commerce

Page 1: Magento for B2B – Powering Enterprise E-Commerce

© ZEON SOLUTIONS INC.

Magento for B2B: Powering Enterprise E-commerce

September 26, 2012 Accelerating Revenue Through Technology

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© ZEON SOLUTIONS INC.

Today’s Host

David Hess – Senior Business Development Manager

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Agenda• Introduction• B2B E-commerce Overview• Essential B2B Needs• Magento for B2B E-commerce• B2B Company Success Story• Customization, Configuration and Product Selection• “Super Admin”• Q & A

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In this webinar, we will…

• Introduce tools that help educate your customers and increase conversion

• Discuss the unique e-commerce challenges facing B2B companies

• Address the importance of efficient integration

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According to Gartner -

“…the [B2B] manufacturer has invested in e-commerce to provide a competitive differentiator, which is especially important to companies that are selling commodity products where differentiation, other than a lower price, may hinge on the customer relationship and the ease of the transaction.”

Source: Prepare Now For The Impact Of AmazonSupply on the B2B E-commerce Market

15 June 2012, Chris Fletcher, Gene Alvarez

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Agenda• Introduction• B2B E-commerce Overview• Essential B2B Needs• Magento for B2B E-commerce• B2B Company Success Story• Customization, Configuration and Product Selection• “Super Admin”• Q & A

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B2B E-commerce OverviewRapidly Growing

Key growth drivers

•Sales growth•Operational efficiency•Direct relationship•Competitive advantage•Competitive threat

• Opportunities being capitalized on:• Grow Sales• Explore New Markets• Develop New Products

•Alternate channel strategies• Amazon• Google Shopping Feed• eBay

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B2B E-commerce OverviewRapidly Growing

Key growth drivers

•Sales growth•Operational efficiency•Direct relationship•Competitive advantage•Competitive threat

• Manufacturers extend information from ERP:• Price, Availability• Order Status• Invoice History

• Extend complex, manual custom ordering processes

• Re-task workforce into value added roles

• Get more done with fewer resources

• Direct impact on net income

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B2B E-commerce OverviewRapidly Growing

Key growth drivers

•Sales growth•Operational efficiency•Direct relationship•Competitive advantage•Competitive threat

• Leverage brand

• Capitalize on web traffic

• Develop direct relationships

• Make it easier to do business

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B2B E-commerce OverviewRapidly Growing

Key growth drivers

•Sales growth•Operational efficiency•Direct relationship•Competitive advantage•Competitive threat

• Buying preference for the web

• Open dialogue with customers

• Use B2C features customers like

• Increase customer loyalty, long term value

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B2B E-commerce OverviewRapidly Growing

Key growth drivers

•Sales growth•Operational efficiency•Direct relationship•Competitive advantage•Competitive threat

• Some view the web as way to create sustainable competitive advantage

• Others as means to mitigate channel threat

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B2B E-commerce OverviewRapidly Evolving

Key evolution drivers

•Features and functionality•Customer self service•Rich content

• B2C features, functionality on B2B sites no longer “nice to have”

• B2B users expect same features, functionality as B2C sites:• Favorites• Wish list• Order history• Product recommendations

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B2B E-commerce OverviewRapidly Evolving

Key evolution drivers

•Features and functionality•Customer self service•Rich content

• More and more B2B customers want to do everything online

• Some dealers and distributors run their businesses through B2B sites

• They want to manage their customers, orders, payments all online

Similar to online banking…

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B2B E-commerce OverviewRapidly Evolving

Key evolution drivers

•Features and functionality•Customer self service•Rich content

• B2B customers used to ordering by part number with a catalog on hand

• Now they expect more information online:• Multiple images• Detailed specs• MSDS• Technical data sheets• Manuals• Downloads• Tutorials

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Agenda• Introduction• B2B E-commerce Overview• Essential B2B Needs• Magento for B2B E-commerce• B2B Company Success Story• Customization, Configuration and Product Selection• “Super Admin”• Q & A

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MARKETINGCUSTOMER BASED PROMOTIONS

Special accounts can be set up

3M (customer) set up as a special account

All 3M purchasing groups/individuals can access special promotions designed for 3M

CUSTOMER BASED PROMOTIONS

Essential B2B Needs

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MARKETING MULTICHANNEL INTEGRATION

Integration of customer activity from all channels

Example:Orders placed via catalog/phone and orders placed via web

Can the customer visit them all online?

CUSTOMER BASED PROMOTIONS

MULTICHANNEL INTEGRATION

Essential B2B Needs

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MARKETINGMERCHANDISING

Customer specific promotions and offers

Ability to create custom landing pages for specific products quickly, easily

Cross sell, up sell

Product kits/bundles

CUSTOMER BASED PROMOTIONS

MULTICHANNEL INTEGRATION

MERCHANDISING CAPABILITIES

Essential B2B Needs

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CATALOG

MARKETING CUSTOMER BASED CATALOG

Special customers can have their own catalogs; access a sub-set of products.

3M users only see popular items they buy frequently

CUSTOMER BASED CATALOG

MARKETING

CUSTOMER BASED PROMOTIONS

MULTICHANNEL INTEGRATION

MERCHANDISING CAPABILITIES

Essential B2B Needs

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CATALOG

MARKETING CUSTOMER BASED PRICING

Special customers get special pricing

Can be different at product levels

Matrix pricing; standard discount doesn’t apply.

CUSTOMER BASED CATALOG

CUSTOMER BASED PRICING

CUSTOMER BASED PROMOTIONS

MULTICHANNEL INTEGRATION

MERCHANDISING CAPABILITIES

MARKETING

Essential B2B Needs

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CATALOG

CONFIGURABLE PRODUCTS; GROUP PRODUCTS

Customers need to select from a group of available product options

As with a catalog where products are organized in tabular formats

CUSTOMER BASED CATALOG

CUSTOMER BASED PRICING

CONFIGURABLE PRODUCTS; GROUP PRODUCTS

MARKETING

CUSTOMER BASED PROMOTIONS

MULTICHANNEL INTEGRATION

MERCHANDISING CAPABILITIES

Essential B2B Needs

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CATALOG

LARGE NUMBER OF SKUS

B2B sites usually have thousands of SKUs

An auto parts store likely to have hundreds of thousands of parts, SKUs

CUSTOMER BASED CATALOG

CUSTOMER BASED PRICING

CONFIGURABLE PRODUCTS; GROUP PRODUCTS

LARGE NUMBER OF SKUS

MARKETING

CUSTOMER BASED PROMOTIONS

MULTI-HANNEL INTEGRATION

MERCHANDISING CAPABILITIES

Essential B2B Needs

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ORDERING

BULK AND REPEAT PRODUCT ORDERING

Large-sized orders are popular with B2B

Repeat and scheduled ordering common in B2B e-commerce

BULK & REPEAT PRODUCT ORDERING

CATALOG

CUSTOMER BASED CATALOG

CUSTOMER BASED PRICING

CONFIGURABLE PRODUCTS; GROUP PRODUCTS

LARGE NUMBER OF SKUS

MARKETING

CUSTOMER BASED PROMOTIONS

MULTI-HANNEL INTEGRATION

MERCHANDISING CAPABILITIES

Essential B2B Needs

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ORDERING

B2B PAYMENT OPTIONS: PURCHASE ORDERS, INVOICE ME

B2B has high percentage of accounts using Invoice Me and PO options

Need sophisticated authentications for these options:• PO limits• Good credit standing

BULK & REPEAT PRODUCT ORDERING

B2B PAYMENT OPTIONS: PURCHASE ORDERS, INVOICE ME

CATALOG

CUSTOMER BASED CATALOG

CUSTOMER BASED PRICING

CONFIGURABLE PRODUCTS; GROUP PRODUCTS

LARGE NUMBER OF SKUS

MARKETING

CUSTOMER BASED PROMOTIONS

MULTI-CHANNEL INTEGRATION

MERCHANDISING CAPABILITIES

Essential B2B Needs

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ORDERING

SCHEDULED DELIVERIES AND MULTIPLE FULFILLMENT OPTIONS

B2B requires more sophisticated delivery options

B2B customers use own UPS account for shipping

Customers also need scheduled and special location deliveries

BULK & REPEAT PRODUCT ORDERING

B2B PAYMENT OPTIONS: PURCHASE ORDERS, INVOICE ME

SCHEDULED DELIVERIES & MULTIPLE FULFILLMENT OPTIONS

CATALOG

CUSTOMER BASED CATALOG

CUSTOMER BASED PRICING

CONFIGURABLE PRODUCTS; GROUP PRODUCTS

LARGE NUMBER OF SKUS

MARKETING

CUSTOMER BASED PROMOTIONS

MULTICHANNEL INTEGRATION

MERCHANDISING CAPABILITIES

Essential B2B Needs

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ORDERING

QUOTE CREATION; QUOTE TO ORDER

Quotes are typical in B2B space, for approval and budget workflows

BULK & REPEAT PRODUCT ORDERING

B2B PAYMENT OPTIONS: PURCHASE ORDERS, INVOICE ME

SCHEDULED DELIVERIES & MULTIPLE FULFILLMENT OPTIONS

QUOTE CREATION; QUOTE TO ORDER

CATALOG

CUSTOMER BASED CATALOG

CUSTOMER BASED PRICING

CONFIGURABLE PRODUCTS; GROUP PRODUCTS

LARGE NUMBER OF SKUS

MARKETING

CUSTOMER BASED PROMOTIONS

MULTICHANNEL INTEGRATION

MERCHANDISING CAPABILITIES

Essential B2B Needs

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INTEGRATION

BUSINESS SYSTEM INTEGRATION

Availability, order status and special pricing all key to B2B e-commerce

All require sophisticated integration with business systems

BUSINESS SYSTEM INTEGRATION

ORDERING

BULK & REPEAT PRODUCT ORDERING

B2B PAYMENT OPTIONS: PURCHASE ORDERS, INVOICE ME

SCHEDULED DELIVERIES & MULTIPLE FULFILLMENT OPTIONS

QUOTE CREATION; QUOTE TO ORDER

CATALOG

CUSTOMER BASED CATALOG

CUSTOMER BASED PRICING

CONFIGURABLE PRODUCTS; GROUP PRODUCTS

LARGE NUMBER OF SKUS

MARKETING

CUSTOMER BASED PROMOTIONS

MULTICHANNEL INTEGRATION

MERCHANDISING CAPABILITIES

Essential B2B Needs

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INTEGRATION

3rd PARTY INTEGRATIONS

Similar to business system integration; 3rd party integration becoming crucial component of B2B.

Examples of 3rd party integration include:

•Communication with supplier systems to check for product availability

•Communication with logistics providers

BUSINESS SYSTEM INTEGRATION

3rd PARTY INTEGRATIONS

ORDERING

BULK & REPEAT PRODUCT ORDERING

B2B PAYMENT OPTIONS: PURCHASE ORDERS, INVOICE ME

SCHEDULED DELIVERIES & MULTIPLE FULFILLMENT OPTIONS

QUOTE CREATION; QUOTE TO ORDER

CATALOG

CUSTOMER BASED CATALOG

CUSTOMER BASED PRICING

CONFIGURABLE PRODUCTS; GROUP PRODUCTS

LARGE NUMBER OF SKUS

MARKETING

CUSTOMER BASED PROMOTIONS

MULTICHANNEL INTEGRATION

MERCHANDISING CAPABILITIES

Essential B2B Needs

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Essential B2B Needs

INTEGRATION

INVOICING AND REPORTING

Need for invoicing, advanced reporting common in a B2B environment

Dealers and distributors use B2B e-commerce “My Account” section as their portal to do everything

BUSINESS SYSTEM INTEGRATION

3rd PARTY INTEGRATIONS

INVOICING & REPORTING

ORDERING

BULK & REPEAT PRODUCT ORDERING

B2B PAYMENT OPTIONS: PURCHASE ORDERS, INVOICE ME

SCHEDULED DELIVERIES & MULTIPLE FULFILLMENT OPTIONS

QUOTE CREATION; QUOTE TO ORDER

CATALOG

CUSTOMER BASED CATALOG

CUSTOMER BASED PRICING

CONFIGURABLE PRODUCTS; GROUP PRODUCTS

LARGE NUMBER OF SKUS

MARKETING

CUSTOMER BASED PROMOTIONS

MULTICHANNEL INTEGRATION

MERCHANDISING CAPABILITIES

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INTEGRATION

AUTHENTICATION, CORPORATE ACCOUNTS

Managing account information centrally within business systems is another critical B2B requirement

3M has one master account and several authorized users at 3M can buy using that master account

BUSINESS SYSTEM INTEGRATION

3rd PARTY INTEGRATIONS

INVOICING & REPORTING

AUTHENTICATION, CORPORATE ACCOUNTS

ORDERING

BULK & REPEAT PRODUCT ORDERING

B2B PAYMENT OPTIONS: PURCHASE ORDERS, INVOICE ME

SCHEDULED DELIVERIES & MULTIPLE FULFILLMENT OPTIONS

QUOTE CREATION; QUOTE TO ORDER

CATALOG

CUSTOMER BASED CATALOG

CUSTOMER BASED PRICING

CONFIGURABLE PRODUCTS; GROUP PRODUCTS

LARGE NUMBER OF SKUS

MARKETING

CUSTOMER BASED PROMOTIONS

MULTICHANNEL INTEGRATION

MERCHANDISING CAPABILITIES

Essential B2B Needs

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Agenda• Introduction• B2B E-commerce Overview• Essential B2B Needs• Magento for B2B E-commerce• B2B Company Success Story• Customization, Configuration and Product Selection• “Super Admin”• Q & A

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Feature Magento RemarksWeb Catalog Manager Available in Enterprise Edition.

Web Content Management Available in Enterprise Edition.

Customer Based Promotions Available in Enterprise Edition.

Multichannel Integration Available in Enterprise Edition.

Customer Based Catalog Available in Enterprise Edition.

Customer Based Pricing Available in Enterprise Edition.

Configurable Products; Group Products

Available in Enterprise Edition.

Large Number Categories & SKUs Available in Enterprise Edition.

Bulk & Repeat Product Ordering Available in Enterprise Edition.

B2B Payment Options: POs, Invoice Me

Available with Zeon’s Local Extensions.

Scheduled Deliveries & Multiple Fulfillment Options

Available with Zeon’s Local Extensions.

Quote Creation; Quote to Order Available with Zeon’s Local Extensions.

Business System Integration (Orders, Customers, Products)

Available in Enterprise Edition.

3rd Party Integrations Framework available in Enterprise Edition. Customization required.

Invoicing & Reporting Partially available.

Authentication, Corporate Accounts (One Account/Multiple Users)

Available with Zeon’s Local Extensions.

Features Key

Available

Available with Third Party Extension Or Easy Customization

Coming Soon from Zeon

Not Available

Magento for B2B E-commerce

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Agenda• Introduction• B2B E-commerce Overview• Essential B2B Needs• Magento for B2B E-commerce• B2B Company Success Story• Customization, Configuration and Product Selection• “Super Admin”• Q & A

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According to Gartner -

“Customer experience refinements can be lucrative; search technology and recommendation technologies can drive increased purchase size and develop better margins.”

Source: Best Practices in Strategically Combining Search, Content Analytics and E-Commerce

25 May 2012, Whit Andrews, Gene Alvarez

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Success story: Large B2B Magento SiteMagento B2B Site Information

Company Name EmedcoVertical Industrial ManufacturerOverview Leading manufacturer of signs and identification

products. Covers every facet of the sign industry including workplace safety, spill control, building and grounds signage.

No. of SKUs 225,000+Average Monthly Traffic 150,000+

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Custom Product Center

Quick Order

Bill Me Later

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Emedco: B2B Feature Highlights

Large Number Categories and SKUsCustom Product OrderingConfigurable Products; Group ProductsB2B Payment Options: POs, Invoice MeScheduled Deliveries and Multiple Fulfillment OptionsBusiness System Integration (Orders, Customers, Products – Pricing and Availability)3rd Party Integrations

Success Story

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Easy navigation supports 225,000+ products

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Group Product

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Configurable Product

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Website accepts popular B2B payment options -

Pay Later

Purchase Order

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Delivery Options

Scheduled Deliveries

Define Delivery Point

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INTEGRATION/TOUCH POINT METHOD

Product Content BATCH

Product Pricing ONLINE

Customer/Account Information ONLINE & BATCH

Order Creation ONLINE & BATCH

Order Status ONLINE

Tax Rates ONLINE

Shipping Charges ONLINE

Success Story

SAP Integration

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DESIGN/BUILD YOUR OWN

DYNAMIC PREVIEW (WYSIWYG)

http://www.emedco.com/custom-no-header-traffic-and-parking-signs-emts.html?hid=emts-noheader

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Agenda• Introduction• B2B E-commerce Overview• Essential B2B Needs• Magento for B2B E-commerce• B2B Company Success Story• Customization, Configuration and Product Selection• “Super Admin”• Q & A

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Conversion through customization:• Monogrammed collectibles to 5-figure furniture, all require customization

• Customers want virtual proofs, instant gratification, free processes

Customization and Configuration

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Workflow Example

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Product Selection Wizard

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Product Selection Wizard

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Benefits of Customization, Product Selection

• Reduce order-to-cash cycle

• Save production time • Photography and image management

• Increase conversion

• Fewer abandoned carts

• Infinite possibilities to enhance product offerings

• Engaging customer experience!

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How to Begin• Select a highly experienced partner• Identify viable product lines• Determine how backend production, delivery process support a configuration tool• A major step -- creating vignettes • Use high resolution imagery – photography/design• Leverage Magento tools

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Agenda• Introduction• B2B E-commerce Overview• Essential B2B Needs• Magento for B2B E-commerce• B2B Company Success Story• Customization, Configuration and Product Selection• “Super Admin”• Q & A

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Coming Soon! “Super Admin”Advanced “wish list” for individual projects

Distributor

Contractor 1

Contractor 2

Contractor 3

Contractor 4

A A A AB B CCC B B C

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Magento Gold Solution Partner

• Enterprise e-commerce, software application development, search engine marketing

• B2B and B2C e-commerce, enterprise apps and integration experience

• Broad range of Magento services– Development, design

– Customization, support

• Ten years in business

• 300+ employees

• Global footprint

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Our Footprint

• 300+ worldwide employees

• Global delivery model -- 24/7 development and support

NAGPURPUNE

MILWAUKEE, WI

CHICAGO, IL

ANN ARBOR, MI

SEATTLE, WA

ANN ARBOR, MI

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Questions for us?

David HessSenior Business Development ManagerZeon Solutions, [email protected]