Data is big and getting bigger. In his presentation Jonathan will examine the primary data sources that affect B2B eCommerce and how his team strives to construct a view over these data sources so that they can continue to optimize the customer experience.

1. © 2011 Endeca Technologies Inc. All Rights Reserved. CONFIDENTIAL AND PROPRIETARY – DO NOT REPRODUCE.

2. Big Data & B2B eCommerce
Jonathan Newman
© 2011 Endeca Technologies Inc. All Rights Reserved. CONFIDENTIAL AND PROPRIETARY – DO NOT REPRODUCE.

3. Introductions
© 2011 Endeca Technologies Inc. All Rights Reserved. CONFIDENTIAL AND PROPRIETARY – DO NOT REPRODUCE.

4. Jonathan Newman
Executive Director, Global eBusiness & Collaboration Technologies
@jon_newman
jonathan.newman@ingrammicro.com
uk.linkedin.com/in/jonnewman
facebook.com/jnewman77
© 2011 Endeca Technologies Inc. All Rights Reserved. CONFIDENTIAL AND PROPRIETARY – DO NOT REPRODUCE.

5. Ingram Micro: A World Leader In IT
The world's largest provider of technology products and services
 2010 annual revenues: $34.6 billion
 Approximately 15,700 associates
 Customers in approx. 150 countries
 100 distribution centers worldwide
SUCCESS  Operations in 26 countries
 No. 75 on 2011 Fortune 500 list
 Diverse capabilities in complementary
adjacencies and services
 Only global broad-based IT distributor
with significant, multi-country
Asia-Pacific presence
 Global corporate responsibility focus
30+ years experience in IT distribution
5
All information as of fiscal year 2010
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 110711_5

6. A Vital Link In The IT Value Chain…
More than 1,400 Vendors More than 185,000 Resellers
Sales and Marketing
VARs: SMB,
Financing Enterprise &
Technical Support Government
Dot.coms
Inventory Management
Vendor Relations
Managed Services
Retail
Combining a wide array of technologies and products
to create the optimum solution
6
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 110711_6

7. …With a Global Presence and
Broadest Product Offering
World’s Largest IT Distributor 100% Networking
(10 – 15%)
Cisco, D-Link, Juniper,
Netgear, SonicWall
75% Software
31% of Revenues*
(15 – 20%)
Adobe, CA, Intuit,
42% of Revenues* McAfee, Microsoft
50% Systems
22% of Revenues*
(30 – 35%)
Apple, Acer, HP, IBM
Sony, Lenovo, Toshiba
5% of Revenues* 25% IT Peripherals**
(35 – 40%)
AMD, HP, Intel, Intermec,
Lexmark, Logitech,
Benefits of a Global Portfolio: 0% Western Digital, Xerox
 Geographic diversification helps balance
risks that may occur in localized markets Product Categories
 Capitalizes on emerging market potential
 Serves partners seeking worldwide market reach
* FY 2010 7
* * Includes CE/DC/POS/Mobility and Others
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 110711_7

8. …Serving The Global IT Industry
SMB To Enterprise
Fortune 1000 1,000 Number of
8,000 companies
Large Business (1,000+) 108 thousand
Midsize Business (100–999) 7.8 million
39.6 million
Small Business (<100)
77.5 million
Home Office
IT spending
Consumer increases with
Households size, number of
(Non–Home Office) firms decreases
Ingram Micro’s VAR customers target SMB
markets, the sweet spot of the IT industry
Source: IDC - U.S. Market Pyramid for year-end 2010 8
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 110711_8

9. Big Data & B2B eCommerce
© 2011 Endeca Technologies Inc. All Rights Reserved. CONFIDENTIAL AND PROPRIETARY – DO NOT REPRODUCE.

10. What does B2B mean for Ingram Micro?
The eCommerce Ecosystem
“Demand Chain Enablement”
Vendor Distributor Reseller End Customer

11. What does B2B mean for Ingram Micro?
The eCommerce Ecosystem
“Demand Chain Enablement”
Vendor Distributor Reseller End Customer
“What
technology
solutions will
solve my
business
problems & how
should they be
deployed?”

12. What does B2B mean for Ingram Micro?
The eCommerce Ecosystem
“Demand Chain Enablement”
Vendor Distributor Reseller End Customer
“How do I
“What
create
technology
increasingly
solutions will
personalized
solve my
go-to-market
business
campaigns and
problems & how
relationships
should they be
with my end
deployed?”
customers?”

13. What does B2B mean for Ingram Micro?
The eCommerce Ecosystem
“Demand Chain Enablement”
Vendor Distributor Reseller End Customer
“How do I
“I need to “What
create
ensure that I technology
increasingly
provide my solutions will
personalized
customer with solve my
go-to-market
accurate business
campaigns and
information & problems & how
relationships
get the best should they be
with my end
deals.” deployed?”
customers?”

14. What does B2B mean for Ingram Micro?
The eCommerce Ecosystem
“Demand Chain Enablement”
Vendor Distributor Reseller End Customer
“How do I
“I need to “What
create
ensure that I technology
increasingly
provide my solutions will
personalized
customer with solve my
go-to-market
accurate business
campaigns and
information & problems & how
relationships
get the best should they be
with my end
deals.” deployed?”
customers?”

15. What does B2B mean for Ingram Micro?
The eCommerce Ecosystem
Partner expectations are evolving… …which means
 Consumerisation of IT Products and The data & analytics required to
Services has changed expectations meet partner expectations are
End
 But complexity and level of exploding!
Customers investment is still high for most
businesses  Resellers are “known” accounts that now
expect personalised, multi-channel
 Engaging across all sales channels experiences
and expect an integrated & real-  The relationship is contractual with
time experience specific pricing agreements and
Resellers
 Demand expert advice to support authorised product catalogues
their recommendations to their  Purchasing history is relevant for
customers opportunity identification and upsell
 Demand an integrated supply chain recommendations
that supports their personalised  End Customers have negotiated vendor
relationships with resellers and end pricing agreements that can be
Vendors customers serviced through specific Resellers
 …and continued flawless supply  The catalogue is vast…. and growing
chain execution
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16. …and the implied Data Challenges
That we’ve solved so far!
SCE ERP MDM PRICE BI
• Baseline updates
The number of dimensions every 6 hours
drives the data complexity • 4+ Hours to execute
• Customer_Master the baseline
• Customer • Hourly updates for
• End_Customer SCE visibility
• Vendor
• Vendor_Agreement
• Vendor_Authorisation
• Category MDEX
• Sub_Category
• Product_Family • Real time requests to
• Promotion_State ensure complete accuracy
• Product_Status • Results are personalised
• Product_Authorisation
• Customer_Price
• and all of the technical facets….
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17. Solution Delivery
Commercial & Customer Drivers for Search & Merchandising
Search Relevancy & Accuracy
Commercial Relevance
Customer
based on KPIs and business
Expectations focus areas.
Sales Velocity, Product &
Relevance Promotional Status, SCE
Status & some secret sauce
Hybrid combination of partial
Intelligent match and exact match logic
Matching with boosting &
downgrades
Try searching for “8740” on a few
sites and compare the results!
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18. Solution Delivery
Commercial & Customer Drivers for Search & Merchandising
Navigating Large Catalogues
Guided navigation is now
Guided Navigation cost of entry
Increased perceived
Type Ahead performance & accuracy
through type-ahead
Normalised catalogue data
Accurate & across vendors &
Complete Data categories
Type ahead allows suggestive guidance to
reduce the time to useful search results
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19. Solution Delivery
Commercial & Customer Drivers for Search & Merchandising
Maintaining Marketing Context
Placement is critical to
Relevant drive brand objectives,
CTR & conversion
Intelligence within the
Data Driven product dimensions creates
dynamic associations
Accuracy regarding
Trusted compatibility is critical
The product catalogue is rapidly expanding
in terms of volume, product complexity
and breadth of product categories…
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20. B2B Data Volume Challenges
But what’s next?
We’re already pushing the horizontal limits of our record lengths…
1
 Integration of CRM and SFA solutions to provide a 360 view
of the partner relationship
Multi-Channel Activity
 Multiple methods of interaction and consistency across all
 Analytics focused on forecasting future behaviour
2
 Process collaboration generating additional sales context
 Unique communities of commercial need
Collaborative Commerce
 Opportunity identification and management across
business partners
3
 External sources of run-time personalisation data
Social Graphs  Market intelligence to drive relevancy refinement
 Social context to augment the material master
© 2011 Endeca Technologies Inc. All Rights Reserved. CONFIDENTIAL AND PROPRIETARY – DO NOT REPRODUCE.

21. Questions?
@jon_newman
jonathan.newman@ingrammicro.com
uk.linkedin.com/in/jonnewman
facebook.com/jnewman77
© 2011 Endeca Technologies Inc. All Rights Reserved. CONFIDENTIAL AND PROPRIETARY – DO NOT REPRODUCE.