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Taking the Fast Track into the Digital Future of B2B Commerce

How to Read Intershop E-Commerce Report 2016

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Who is the Target Group of the Report?In August 2016, 400 business decision makers were interviewed from B2B organizations that had over €5 million online revenue and included a B2B element to their business.

The research was conducted on behalf of Intershop by Vanson Bourne, an independent specialist in market research for the technology sector.

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Business Structure and an Introduction to Digital

87% of respondents state that their organization’s business model has had to change due to digitalization and digital transformation

40% state, the business model of their organization has changed entirely 11% have said that their organization’s business model has not changed due to digitalization, but it needs to

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Business Structure and an Introduction to Digital: State of digitalization

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Utilization of B2B Sales Channels in the Next 12 Months

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Impressive Results Facilitated by Digitalization

42% have seen their organization’s sales numbers increase from digitalization

Around four in ten respondents have seen other benefits such as

• the generation of more total sales and more sales per rep (44%),• selling to customers who would not buy from them before (43%) and • persuading customers to purchase more items across more product

categories (40%).

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Stealth Practices as Side Effect of Digitalization

only 19% are taking some precaution by operating in stealth mode themselves

only 36% of respondents feel that their organization is digitalizing at a much faster rate than its competitors, and that they are leading the market

37% have seen an increase in stealth practices in their sector

43% say that their organization is worried about stealth competitors

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Who is Driving and Who is Embracing Digitalization? The CEO and CIO (both 46%) are seen as the most common primary drivers of digitalization within respondents’ organizations.

40% say that it is the IT department as a whole driving digitalization within their organization.

Business embracing digitalization the most are sales (58%) and stock management (47%).

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IT Systems Used in B2B: Order Management is a Success StoryOrder management (58%) and customer relationship management (54%) systems have most commonly been integrated in respondents’ organizations to set up their B2B commerce landscape

Furthermore, almost one in five (19%) feel that their organization needs to integrate an order management system in the next three years.  Of the respondents whose organization has integrated an order management system or needs to in the next three years, all of them (100%) are seeing/expect to see benefits in their organization.

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Of those who have integrated an order management system, almost all (94%) say that it is having a positive impact on their organization’s e-commerce operation.

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Investing in Tools and Capabilities

This level of investment is expected to continue in the next 12 months, with mobile applications (50%), cloud-based services (47%) and e-commerce platforms (43%) being the tools/capabilities most likely to see investment.  

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Motivation for Investment

Of those whose organization have either invested, or plan to invest in tools and capabilities in the next 12 months, close to half say that this is being driven by48% the desire to create efficiencies across the business

47% that senior management are committed to innovation

44% customers are demanding it

39% fear of falling behind competitors

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What are the Trends in Digitalization?

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What are the Trends in Digitalization?

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The Future of Digitalization

more efficiency in business is seen as an opportunity in the digitalization of business47%

40% Faster, improved customer services through information back channels

Better informed decisions through constant data analysis Faster and improved product development cycles as other

opportunitiesAlmost all (98%) respondents’ organizations have plans to make a big digital investment in the future, with the most anticipated area of investment being mobile devices (55%). Other areas of big digital investment in the future include 3D printing (37%), virtual reality (31%) and intelligent automation of the workforce (30%).

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How Can Intershop Help B2B Organizations in their Pursuit of Digitalization? 43% of organizations claim to sell to new customers, selling more, and more

efficiently: this shows still quite a potential to tap in in parallel increases the risk of falling behind for all who don´t take action now Globalization is calling for mature internationalization functionality and scalability –

both are proven strengths of the Intershop Commerce Suite Order management systems have shown a strong proof of concept – many

organizations need to still integrate one Increase of efficiency is a key motivation for digital transformation: Intershop is

experienced to accompany businesses in their search, set up, and optimization of impactful commerce strategies

Decision makers in general are looking to invest in cloud offerings, e-commerce solutions, improvements of their mobile offerings: all of which Intershop has a relevant portfolio for

Dynamics of the markets call for a synaptic IT-infrastructure: our product portfolio is designed for just that

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The world of commerce is changing.Unlock your potential with the exciting possibilitiesof Intershop omni-channel commerce.

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Furthermore Intershop is represented in Austria, Belgium,China, Denmark, Finland, India, Italy, Norway, RussianFederation, Spain, Sweden, Switzerland, and Turkey.

For a full overview, as well as for contact details please consultour website: www.intershop.com/offices-and-subsidiaries