3. Today’s Webinar
127%
Emergence of B2B Commerce
1 in 7
90%
Key Ways It’s Changing How
Businesses Buy & Sell
+50%
13%
Trajectory for B2B Commerce
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4. Our Company
ShopVisible is an end-to-end SaaS commerce platform that
powers the shopping experiences of today. Whether your
customer is an individual consumer or a business, we power the
commerce sites that enable them to buy from you , whether
shopping online, on their mobile device or on their favorite
social network. We also power your back-end
management. The ShopVisible platform provides access to
manage orders, inventory, channels, content and more.
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8. Future B2B Buyers Are Shopping Less in
Person and More Online
127%
1 in 7
Neilson Finds That Millennial Buyers are
shopping the least in person (in-store) of
any previous generation.
90%
+50%
13%
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9. B2B Commerce is a Natural Extension of B2C
127%
Business buyer by day = Consumer buyer by night.
Experience and Familiarity with:
90%
+50%
13%
•
•
•
•
•
•
Search Technology
Cross-sell
Up-sell
Checkout
Real Time Inventory
Promotions/Gifts
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10. B2B Commerce slated to reach $559 billion in
US sales by the end of 2013.
127%
$600,000,000,000
1 in 7
$500,000,000,000
$400,000,000,000
90%
$300,000,000,000
2009
2013
$200,000,000,000
+50%
$100,000,000,000
13%
$0
Source: Forrester Research, Inc.
B2B
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B2C
10
12. 1. Enriches the Purchasing Experience
127%
1 in 7
• B2B commerce lightens the admin
load for sales and streamlines the
process.
90%
+50%
13%
• B2B commerce tools make
purchasing easier for shoppers –
it’ll be akin to the B2C buying
experience.
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13. 2. Makes Custom Pricing and
Personalization the Norm
127%
1 in 7
• Customized pricing in the B2B
world is a must.
90%
+50%
• B2B Commerce personalizes the
buying experience for B2B
purchasers and improves overall
user experiences.
13%
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14. 3. Enables Greater Efficiency
127%
1 in 7
• Technologies integrate into legacy
systems, eliminating redundancies
and streamlining processes.
90%
+50%
• New tools are equipping shoppers
to help themselves, particularly with
simple re-ordering, etc.
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15. 4. Reduces Operational Costs
127%
1 in 7
• Cost savings are being achieved
through automation of admin
tasks.
90%
+50%
13%
• Customer decision tools, easy
ordering, and self help reduces
load on staff and reduces support
costs.
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17. Convergence of Touch Points
127%
1 in 7
• Customers want to shop when and
wherever they choose.
90%
+50%
• B2B commerce providers and
practitioners are setting about
reconciling this convergence in a
way that works.
13%
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18. B2B Commerce Moving Forward
127%
1 in 7
90%
+50%
• Customer expectations will
remain high.
• Adoption is going to be fast as we
have learnings from B2C.
• The challenge is to implement
B2B technologies mirroring
operational processes.
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Why now? The ground is fertile for B2B Commerce -- why is this true now? Well, there are multiple factures including success seen in the B2C ecommerce space, consumers’ expectations that have been set by their B2C shopping experiences and the preferences of new buyers. The opportunity for B2B commerce is tremendous.
Ecommerce systems have proven their value in the B2C world, providing the platform for growth for retailers and brands. These platforms have a relatively low cost but a high return of investment in the number of processes that they support and the ways that they meet customers’ needs. Businesses to Consumer insights gained over the last decade are now informing new Business-to-Business activities. B2B companies and divisions have been the laggards for commerce but now see great opportunity in emulating the best practices learned in B2C.
Up and coming B2B buyers are reported to have spent more time purchasing online than through any other avenue.
B2B commerce is a natural extension of B2C as the business buyer by day is a consumer shopper at night. The challenge in B2B commerce is to optimize the business buyer’s experience to be on par with their B2C expectations – they expect to search, get deals, get updates quickly, receive promos, etc. However, launching B2B commerce requires special consideration for the business buyer’s environment and how it differs from the typical B2C set-up.
The opportunity is huge – Forrester estimates that B2B commerce will reach $559 billion by the end of 2013. While B2C commerce is slated to reach a $252 billion.
B2B Commerce is beginning and will continue to change how businesses buy and sell to one another. Let’s take a look at just four of the major whys that this shift is going to effect things --
The B2B sale is a complex, involving multiple parties. Digital tools provided through B2B Commerce can help streamline the sales process and also aid in bolstering your sales team’s knowledge of extensive catalogs. These tools can also enable the team of maximize their time with clients, quickly take orders or process promotions and just lessen the time spent on administrative tasks. Online tools and guides can help customers serve themselves. This is going to be the preference of some of your B2B customers (and will be increasingly so). Additionally, these tools help you scale and reduce customer support costs.
Technologies in B2B commerce are enabling customized pricing according to customer and user. Personalized pricing and even price comparison are abilities that all business buyers will have in the not so distant future. B2C commerce is also going to provide the customer with the personalization that he or she already experiences when shopping for consumer goods. These sites will show the buyer’s recent purchases as well as target specific offers and bundles to that individual based on their purchase history.
B2B commerce increases operational efficiencies by creating efficiencies, automation and making simple tasks such as repeat purchases easy for the customer to carry our his or herself.
We’ve learned a lot from our experiences in the B2C commerce world over the last decade. Consumers today have elevated expectations about what their purchasing experiences should be. Now, the challenge is to take this information and apply it to B2B. While the B2B opportunity is huge, the challenge is to integrate into the complex world of B2B while keeping the best in class user experiences of B2C. Technologies will have to mirror processes and make the purchasing experience more streamlined across the board.
As you’re thinking about B2B commerce, please feel free to contact us here at ShopVisible if you would like to discuss or if you have questions following this webinar.