Commerce in the Fast Lane – Rapid Digital Transformation from Capgemini

Commerce in the Fast Lane
Rapid Digital Transformation
David K. Harrelson
Vice President | Capgemini Global Digital Commerce
10 October, 2018

2Commerce in the Fast Lane | David K. Harrelson | 10 October, 2018 © 2018 Capgemini. All rights reserved.
IDC Forecasts worldwide
spending on digital
transformation technologies
(hardware, software, and
services) is expected to
cross the $2 trillion mark
by 2021.

Are organizations turning these
investments in digital technologies and
process change into successful
transformation journeys?
Has the juice really been
worth the squeeze?

Commerce In
The Fast Lane:
Setting The Stage
4Commerce in the Fast Lane | David K. Harrelson | 27 September, 2018 © 2018 Capgemini. All rights reserved.

In 2012 Capgemini partnered with MIT to conduct a cross-industry study on
digital initiatives within multiple industries. Our research included:
• Benchmarking digital maturity and key digital trends to
understand successes and failures
• Analyzing financial performance to ascertain impact of
digital initiatives
Our research revealed that Digital Masters are committed to
investing in technology-enabled initiatives and creating
digital transformation leadership capabilities.
157Executive Interviews
400Enterprises

In 2018 we undertook new research to gauge whether large organizations
have mastered the art and the science of digital transformation.
Our Research Included:
• 1,300 Sr. Executives
• 750 Global Organizations
Our research indicates…organization are
struggling to fully realize their investments as
business successes.
Why?
• Difficulty adapting to the dizzying pace of change: AI,
IoT, eCommerce, Innovation, etc.
• Business model disruptions that challenging
traditional value chains

About Our Research | Organization Country of HQ
Source: Capgemini Digital Transformation Institute, Digital Mastery Survey; April–May 2018, N=1,338 respondents, 757 organizations; Capgemini Consulting and the MIT Center for Digital Business, “The Digital
Advantage: How digital leaders outperform their peers in every industry,” 2012, N=391 organizations.

Commerce In
The Fast Lane:
Unlocking The Elements
of Digital Mastery
8Commerce in the Fast Lane | David K. Harrelson | 27 September, 2018 © 2018 Capgemini. All rights reserved.

Digital Masters In The Fast Lane
Understanding The Trends & Investments
1. Product portfolio companies are shifting
business models to consumer-oriented,
subscription commerce revenue models
2. Digital Masters are driven by a need for
“consumer intimacy” via Insights, Data
& Analytics
3. Digital Masters Have Aligned Operations
w/Customer Expectations
4. Digital Masters Innovate & Test Ideas via
Rapid Deployment Programs
5. Digital Masters reengineer the Customer
Experience via Elevated Creative Designs &
Journey Maps

1. Product portfolio companies are shifting
business models to consumer-oriented,
Subscription Commerce Revenue Models
& Analytics
5. Digital Masters Reengineer the Customer
Journey Maps
Commerce In The Fast Lane:
Unlocking the Elements of Digital Mastery

Product Portfolio Companies are Shifting
Business Models to Consumer-Oriented,
Subscription Commerce Revenue Models
Commerce In The Fast Lane
1

“
”
March 27, 2017
UTC Announces $300m investment
into Digital Innovation Hub
in Brooklyn, NY.
One attraction of establishing a digital
presence in New York is the city's enormous
base of customers using UTC's elevators as
well as heating and cooling equipment.
UTC intends to monetize its data and
analytics capabilities across all brands to
provide customer-centric, subscription-
based services to its existing clients and
couple it with value-added services
leveraging IoT capabilities.”
Vince Campisi,
SVP & Chief Digital Officer
United Technologies

August 2016
Monsanto's Climate Corp to expand
digital farming platform
Monsanto acquires Climate Corp. to leverage
& network IoT “in-field sensors” to enable
data and analytics to produce subscription-
based services for farmers & growers to
assess the scope of soil, weather and other
data flowing into its digital agriculture
tools that help farmers increase crop
yields and reduce costs.
Monsanto has spent more than $1b in recent
years expanding its digital platform. “We
view this as the Amazon of agriculture,
where we're bringing additional apps up
onto our platform and where the best
apps win."
Hugh Grant
CEO Monsanto

Digital Masters are driven by a need for
& Analytics
2

GLOBAL B2B2C DIGITAL TRANSFORMATION
Commerce in the Fast Lane | David K. Harrelson | 10 October, 2018 © 2018 Capgemini.

Commerce In The Fast Lane | Customer Intimacy
Digital Business Disruption Across Multiple
Industry Sectors: Automotive
All you need for a Volvo
XC40 Subscription
is your iPhone
The Care by Volvo app even lets you
use Apple Pay to subscribe.
Getting a new car is getting even easier these days.
BMW, Lexus, and Volvo have all started selling cars
via subscription. The Care by Volvo program gives you
an all-wheel-drive XC40, insurance, routine
maintenance, roadside assistance and no money down
for $600 a month. That sounds pretty great, but it's
also super easy to sign up. Now you can sign up and pay
for your monthly car sub via in iOS app and Apple Pay.
March 30, 2018

Digital Masters Innovate & Test Ideas via
3

GLOBAL B2B
DIGITAL SALES TRANSFORMATION
Headquartered in Milwaukee, WI, Rockwell is
a 113 year old company with 2017 revenues
of $6.3b. They operate in 80+ countries with
22,000 employees.
• Transition from physical CD software
sales/syndication to an “iTunes-like” self-
service revenue model
• Transform the customer experience with a
subscription-based eCommerce capability
• Enable automated quotation and order
management
• Create a digital billing model enabling
bundled-transactions, entitlements, metering &
cross/up-sell
• Enable Contract Management capabilities
• Launched the SAP Commerce Cloud in
10 weeks

How does Capgemini help clients reap
the juice from the squeeze?

Rapid Launch Accelerator (RLA)
• Comprehensive process for launching a SAP Commerce
Cloud Web Property on an accelerated schedule
• Rapid Launch is achieved by managing Features,
Functions, Integration Points, SKU count,
Consumer/Customer Launch Spectrum, & Creative
Requirements, much more…
• Fully branded, feature-rich Commerce site based on SAP
Commerce Cloud Accelerators & the Capgemini Rapid
Launch Accelerator (RLA) for both B2B & B2C
scenarios
• Leverage proven best practices and expert
implementation methodologies for predictable results
• Incorporate Award-Winning Digital Agency Services to
ensure success: XD, CI, Hosting, CR
• Live in as little as 20 weeks
• Targeted Initial Launch Price : < $1m

• Rapid Launch
Accelerator B2B: Built
on top of SAP Commerce
Cloud customizing B2B
user experience,
complete with
integrations of ECC &
S/4 HANA, C4C,& AI
• Rapid Launch
Accelerator B2C:
NextGen cognitive and
contextual eCommerce,
built on SAP Commerce
Cloud, complete with
Google API, AI, IBM
Watson, 3D printing &
Mobile app.
• Headless Architecture
implementation, with
Adobe AEM, SAP
Commerce Cloud, Data
Hub, Other SFA
Solutions
• ECC & S/4HANA integration
via Datahub
• Improved User Experience:
 Dashboards for budget vs
spend dollars
 Account Summary views
• Multi cart management
• Multiple delivery options &
delivery dates
• Google AI Chatbot integration
• Express data load functionality
• Live Chat integration
• Text/SMS Integration
• SAP Leonardo Integration
• POV’s with deep analysis for:
 Use of right ETL tools
ERP/CRM integrations &
Marketplace design
 Comparison of best
architectural landscapes &
stacks
• Seamless Customer
Engagement (SCE) with
multiple technologies to deliver
omnichannel capabilities
• Future Ready UX for buying
online, complete with ioT,
Mulesoft, mobile app, AI,
Watson, Bluemix
 FB Bot- for bot driven
registration
 Curated Aisle- for push
recommended products
interactively in physical
stores

A Comprehensive ONE TEAM Accelerated Approach
To Commerce In The Fast Lane

Commerce In
The Fast Lane:
Final Thoughts

What Does It Mean to Be a Digital Master in The Fast Lane
1. Digital Masters w/Product Portfolio
Companies are shifting business models to
consumer-oriented, subscription
commerce revenue models
“consumer intimacy” via Insights, Data &
Analytics driving change
5. Digital Masters reengineer the Customer
Journey Maps

Placeholder Heading
Speaker sessions at
Capgemini Booth P1
Date and
Time
Let’s Talk Conversational
Commerce
10 October
1:30 pm –
1:50 pm
Isn’t it time you got married?
Why subscription commerce is
key to B2B success
11 October
12:10 pm -
12:30 pm
“David Harrelson has over 25 years of business
development, executive management and digital
consulting experience within high-growth
organizations covering a unique mix of software
sales, digital strategy, creative design and digital
technology enablement in both domestic and
international markets.
Dave Harrelson
Vice President | Digital Commerce GTM Leader
Contact Details
Name : David K Harrelson
Twitter: Digital Dave 10
Phone no. : +1 630.229.5764
Email ID : david.harrelson@capgemini.com
Linkedin handle : linkedin.com/in/davidharrelson

This presentation contains information that may be privileged or confidential and
is the property of the Capgemini Group.
Copyright © 2018 Capgemini. All rights reserved.
A global leader in consulting, technology services and digital transformation, Capgemini is
at the forefront of innovation to address the entire breadth of clients’ opportunities in the
evolving world of cloud, digital and platforms. Building on its strong 50-year heritage and
deep industry-specific expertise, Capgemini enables organizations to realize their business
ambitions through an array of services from strategy to operations. Capgemini is driven
by the conviction that the business value of technology comes from and through people.
It is a multicultural company of 200,000 team members in over 40 countries. The Group
reported 2017 global revenues of EUR 12.8 billion.
About Capgemini
Learn more about us at
www.capgemini.com

Commerce in the Fast Lane – Rapid Digital Transformation from Capgemini

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