Episerver’s Bob Egner, VP Product Management presented on the digital trends and challenges in B2B Commerce at B2B Online Europe.

1. Digital trends and
challenges in B2B
Commerce
Bob Egner
VP, Product Management
and Marketing

2. 2About Episerver
Where three
segments converge

3. 3About Episerver
Our Mission
To build the leading digital
experience delivery
platform to empower our
customers to create
standout experiences
for their customers –
everywhere they
engage

4. About Episerver
Our Company by the Numbers
30,000
websites powered
globally
340
employees across
15 offices
280,000
web editors worldwide
8,800
customers served
in 30 countries
$2B+
commerce
transactions per year
across all customers
880
partners carrying
our brands
33,000
members in our
developer community
100%
focused on digital
experience
4

5. Digital trends and challenges 5
Evolution of Advantage
Age of the Customer

6. Digital trends and challenges 6
Evolution of Advantage
Age of the Customer

7. Digital trends and challenges 7
Evolution of Advantage
Age of the Customer

8. Digital trends and challenges 8
Evolution of Advantage
Age of the Customer

9. Digital trends and challenges 9
Evolution of Advantage
Systems
designed for
success here…
Need to adapt
for the mobile
power shift
Age of the Customer

10. Digital trends and challenges
Consider the customer
Visible Trusted
Loyal
Engaged
Converted
Service
In Touch

11. Digital trends and challenges
Consider the customer
Visible Trusted
Loyal
Engaged
Converted
Service
In Touch
Acquisition
Business case to
drive top line

12. Digital trends and challenges
Digital trendsandchallenges
B2B Ecommerce Produces Results - Get on Board now
http://bit.ly/1Teu6JP

13. Digital trends and challenges
Consider the customer
Visible Trusted
Loyal
Engaged
Converted
Service
In Touch
Acquisition
Goal
Service
Loyalty
Business case to
drive top line
Business case to
drive transformation

14. Digital trends and challenges 15
Focus on value
1. Leadership and vision Just do it
Redesign or
reconsider
Extend to
enhance
Why?
Value to Business
Benefit to
customer
low
high
low high

15. Digital trends and challenges 16
Focus on value
1. Leadership and vision
2. Customer experience
Value to Business
Benefit to
customer
low
high
low high

16. Digital trends and challenges 17
Focus on value
1. Leadership and vision
2. Customer experience
3. Operational process
Value to Business
Benefit to
customer
low
high
low high

17. Digital trends and challenges 18
Focus on value
1. Leadership and vision
2. Customer experience
3. Operational process
4. Business model
Value to Business
Benefit to
customer
low
high
low high

18. 19Digital trends and challenges
B2B Commerce trends and challenges
• Re-evaluate technology ecosystem with mobile shift in mind
• Activate the online channel for immediate engagement and top line results
• Evaluate benefit to customer vs. value to business for journey / persona

20. Secure account mgmt
Personalized content
Detailed product info
Multi-level pricing
Quotation process
Campaigns and deals
Multi-region, currency
Flexibility to customize
Enhanced experience

23. B2C best practice
Content and
Commerce
Personalization
Blogs and microsites
Videos and tutorials
User generated
content
Guided selling tools

26. Native mobile app
Field engineer journey
Guided selling
Streamlined ordering

29. Responsive site
Field enablers
Localized catalog
Recommendations
Related merchandise
Inventory planning

30. 33Digital trends and challenges
B2B Commerce trends and challenges
• Re-evaluate technology ecosystem with mobile shift in mind
• Activate the online channel for immediate engagement and top line results
• Evaluate benefit to customer vs. value to business for journey / persona
• Use B2C best practices to improve experiences
• Streamline journeys to drive transformation (especially mobile)

31. 34Digital trends and challenges
Thank you
Questions?