wc b2b business models

8/9/2019 WC B2B Business Models

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2/19

WebSphere Commerce B2B Business Models

2

Maret Messa!e

BusinessModels

WebSphere Commerce B2B solution pro"ides widest ran!e of out#of#

the#bo$Business Models to support all possible wa% to interact with customers usin! a

sin!le platform

Business Processes to reduce total cost of doin! business and impro"ecustomer&partner satisfaction b% automatin! '(B processes

Business)rocesses

*lectronics Industrial *+uipment ,elecom

Industr% )la%s

WebSphere Commerce Solution Strategy


3/19


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WebSphere Commerce B2B solution offers out#of#the#bo$support for wide ran!e of business models and processes

Marketing Catalog /Product

Information

Partner/ Channel

Relationship

Sales &Operations

Service &Support

WebSphere Commerce )latform

Targetto!ngage RecruittoMonitor SourcetoMerchandise "uotetoCash Re#uesttoResolve

Simple B2B Business Models Comple$

'(B Business )rocesses&.cti"ities

B2B /irect /istributor osted

)artners1alueChain

WebSphere Commerce B2B Solution Framework



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Marketing Catalog /Product

Information

Partner/ Channel

Relationship

Sales &Operations

Service &Support

WebSphere Commerce )latform

Targetto!ngage RecruittoMonitor SourcetoMerchandise "uotetoCash Re#uesttoResolve

Simple B2B Business Models Comple$

'(B Business )rocesses&.cti"ities

B2B /irect /istributor osted

)artners1alueChain


WebSphere Commerce B2B Solution Framework


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3

B2B /irect

Scenario

Sin!le seller sellin! directl% to customers orbusinesses

Manufacturers sellin! directl% to customers b%eliminatin! the channel 4e5!5 ibm5com6

Manufacturers sellin! production !oods to another

business etailers sellin! non#production !oods to business

or!ani8ations 4e5!5 Staples 'in6

Challen!es

Mana!in! uni+ue contract for each or!ani8ation

Support for hierarchical roles that !o"ern access andauthorit%

(peratin! multiple indi"idual sites for multiple bu%eror!ani8ation

BusinessCustomer Manufacturer9

etailer

eseller9/ealer

Consumer

B2B Direct Selling

!nterprise %ccounts

irect tocustomer

irect to'usiness


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B2B /irect ; WebSphere Commerce Capabilities

CatalogManagement

Contracts

MemberManagement

ExtendedSites

ey WebSphere Commerce Capabilities

Multiple catalo! hierarchies )roduct assortments Customi8ed and contract#dri"en catalo! "iew

Contract#based pricin! and policies Multiple contracts per customer Contract modelin! tools for business mana!ers

Confi!urable9 !ranular Business )olicies

ierarchical roles !o"ern access and authorit% Inte!rated worflow

Indi"idual9 branded stores for each B2B customer Multiple storefronts on a sin!le instance

Manages over ( million

products

Customer Examples!

Customi)ed* contract

driven catalog and pricing

Bu+er sites ,ith roles'ased pricing and approval authorit+

Thousands of 'u+ers sites

customi)ed for individual orgs


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7

Staples Supportin! /i"erse Contractual elationships

Challenge

Supportin! multiple customers bu%in!under multiple contracts

Indi"idual bu%ers ha"e differin! le"els ofpurchase authorit%

,rac site usa!e and online sales rates

Solution

=09000> bu%in! or!ani8ations each see

contract#specific pricin! and policies

Built#in appro"al worflow facilitatespurchase authori8ation across multipleusers at different or!ani8ational le"els

Benefits

("er ?=Billion 470@6 of total B2B sales

dri"en throu!h site

Site usa!e anal%sis enables Staples tocontinuall% enhance search en!ineperformance

.utomated support for di"erse policies9contracts9 bu%er roles on a sin!le platform

"This past year alone, 86 percent of the new customers

we acquired use StaplesLink for doing business with

us” - Lisa Hamblet, VP, B2B e-commerce, Staples


8/19


A

/istributor 4Broera!e model6

Scenario

1alue#added brid!e between suppliers andcustomers

Multiple manufacturers sellin! to hundreds ofresellers "ia sin!le distributor

Challen!es

Streamline information deli"er% and transactionalon! the "alue chain

Inte!rate with suppliers and resellers e$istin!s%stems

Selling through Distributor

Manufacturers

/istributor

esellers


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/istributor model ; WebSphere Commerce Capabilities

"uidedSelling

#F$

%rderManagement

Collaboration&

Workspaces


)arametric Search 4drill down on attributes6 Sales .ssistance 4DE. dialo!6 Side#b%#side Comparison

Solicit +uotes for !oods E ser"ices from interest list Create contract or create order Worflow for create9 modif%9 appro"e9 and submit

Sin!le source of orderF inte!ration with bacend

(rder Splittin!9 .,) and outin! ,ransaction "isibilit% across the channel

/ocument sharin!F )roect mana!ement ,hreaded discussions Instant messa!in!

%ssisted Selling and

configuration enhances a'ilit+

to sell comple$ solutions

Customer Examples!

Improve response times

and interaction costs ,ith

automated R-" support

Integration hu' streamlines order

processes realtime 'et,een!RP* suppliers* and customers

Realtime colla'oration 'et,een

resellers and suppliers increase

sales staff productivit+ '+ .0


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."net enables Suppliers and esellers to become (n /emandBusinesses

Challenge

)ro"ide "alue#added brid!e between suppliersand thousands of resellers

. solution powerful %et fle$ible enou!h to inte!ratewith all of suppliers and resellers e$istin!business processes

Solution

.utomate needs of resellers from lead

!eneration9 to proposal and +uote desi!n9 allthe wa% to closure

Guided sellin!9 automated informationdeli"er%9 collaboration between suppliers Eresellers9 anal%tics and sense and respondcapabilities

“Technology has enabled us to reach out and

provide IT support for our resellers and our

suppliers—to lift them up and make them more

competitive”–Bill Chapman, CTO, Avnet Inc.

Benefits(I of -:0@ in first %ear

-7@ increase in sales staff producti"it%

A2@ reduction in resellers order c%cletimeF A3@ reduction supplier c%cle time

20@ reduction in o"erall I, costs3A@ of reseller orders full% automated

from end to end


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osted )artners

Scenario

.n enterprise sellin! throu!h a networ of partners

*nterprise supports smaller partners b% pro"idin!catalo! and I, infrastructure to create a store#front

Challen!es

.bilit% to onboard a new partner that does not ha"eI, infrastructure

Selecti"el% share catalo! while allowin! partners tosell their own products

Maintain consistent brand ima!e and usere$perience while offerin! uni+ue products tailored tospecific set of customers

'osted (artners

Manufacturer

)artner&esellerHetwor

Channelostin!


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=2

Hational .ccounts

Scenario

.n enterprise sellin! to maor customers throu!h anetwor of partners

Supportin! dealers b% pro"idin! catalo!9 Contractpricin!9 terms9 and I, infrastructure to create aconsistent national multi#dealer&distributore$perience

Challen!es

(nboardin! Hational .ccounts +uicl%with

specific Catalo! "iews9 prices and terms5 Share customer specific catalo! "iews

Maintain consistent brand9 terms and usere$perience while offerin! products specific to a setof customers

'osted (artners

Manufacturer

)artner&esellerHetwor

Catalo!E

Contractostin!

BusinessCustomer


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osted )artners ; WebSphere Commerce Capabilities

ExtendedSites

CatalogFilters

Campaigns&

(romotions


/eplo% multiple partner storefronts on a sin!leinstance

Central site administration with controlled access

Share catalo! and business assets across sites /eli"er consistent brand e$perience while runnin!

site#specific campai!ns and promotions

Selecti"el% share&filter catalo! with partners .llow partners to add their own products

Customer se!mentationF tar!eted maretin! Web and *#mail promotion9 maretin!

e$perimentation

(112s of individuall+ managed

sites ,hile sharing a single

checkout process

Customer Examples!

istri'utors use filters to re

price manufacturer2s products to

create their o,n catalog

3se profiles and preferences*

personal lists and targeted

marketing to differentiate


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eJollett hosts hundreds of boostores9 enable shared andautonomous functionalit% from a sin!le instance

Challenge

edesi!n the retail platform to host andinte!rate with more than 00 campus stores

Centrall% mana!e storefronts while allowin!partners to differentiate themsel"es

Solution

'e"era!e *$tended Sites to share the same

infrastructure to collecti"el% ser"e more than million students across Horth .merica

Campai!n and maretin! tools deli"er tar!etedcontent9 ad"ertisin!9 and enhanced usere$perience

BenefitsSer"es more than million students

across Horth .merica

Sin!le lo!in and checout processacross all partner sites

Cross#sells and feature products dri"e

additional re"enue

Streamlined retail process 4order#to#fulfillment6 reduces maintenance costs

Increased operational efficienc% fromautomated bac#office inte!ration


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=3

1alue Chain

Scenario

. chain of enterprises that sell !oods or ser"ices

Multiple manufacturers sellin! throu!h multipledistributors to end customers

B2B2B or B2B2C

(rder handoff

Maretplace hub

Challen!es

Inte!ratin! "arious demand chain pla%ers on asin!le platform

.bilit% to host distributors that do not ha"e I,infrastructure

.!!re!atin! and filterin! catalo! from multiplemanufacturers to displa% products tailored toindi"idual customer

)iered Demand Chain

Manufacturers

/istributors

Customers


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=:

1alue Chain ; WebSphere Commerce Capabilities

CatalogManagement

#F$

%rderManagement

ChannelManagement


Catalo! sharin! with downstream partners Sourcin! from multiple upstream manufacturers Catalo! filterin! to support contracts

Solicit +uotes from multiple sources Multi#round ne!otiation Support for custom and made#to#order products

.utomate orderin! process from +uote#to#cash

(rder handoff 4open&closed orders6 to partners ,ransaction "isibilit% across the channel

apidl% onboard new partners with *$tended Sites Mana!e business relationship throu!h Contracts Collaboration tools to boost producti"it%

Integrate ,ith multiple

manufacturer catalogs and filter

appropriatel+ for end users

Customer Examples!

Reduced R-" lead times

from da+s to minutes

Integration hu' streamlines order

processes realtime 'et,een!RP* suppliers* and customers

Provides suppliers andresellers ,ith realtime info to

optimi)e decisionmaking


17/19


=7

Chan!in! Inc (rchestratin! the /emand Chain

Challenge

)ro"ide online commerce capabilities forpaper industr% e$tended demand chain

Minimi8e cost and additional worload tosupport new channel in demand chain

Solution

Inte!rated networ connects

manufacturers9 distributors and customers

Manufacturers and distributors can set andmana!e their own storefronts hosted inChan!in! Inc en"ironment “Reordering makes up 60 percent of our business

and now members can see all their previous

orders and reorder with just a keystroke”

Benefits

Created consortium of 7 manufacturers

which includes a broad product lineneeded b% demand chain

Implemented usin! e$istin! businesspartner

Secured business with new customerse"en prior to launch

)latform for buildin! relationship9 lo%alt%and impro"in! re"enues


18/19


=A


B2B Direct Distributor

Hosted

Partners

Value

Chain

Selling directl+ to'usinesses or

customers

Catalog mgmt4

Contracts

Re#4 5ist

Mem'er mgmt4

!$tended Sites

Bridge 'et,eensuppliers and

customers

R-"

6uided Selling

Configurator

Order Mgmt4

7orkspaces

Selling through anet,ork of partners

!$tended Sites

Catalog -ilters

Campaigns &Promotions

Colla'orationTools

Selling through achain of enterprises

Catalog mgmt4

R-"

Order mgmt4

Channel mgmt4

!$tended Sites

BusinessModels

7e'SphereCommerceCapa'ilit+

Customer!$amples

http://order.tupperware.com/coe/app/home


19/19


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(ther B2B and Industr% )la%s in K'

'in to Ktreme 'e"era!e 4K'6LhttpL&&w-#=0-5ibm5com&software&$l&portal&"iewitcontentsrcI/NO)0=EitI/N1227-:3(A7=33-EcontentI/NP37=3KA-272Q-2Econtent,%peNcomponentEcontent,itleN)resentations

WC B2B Business Models

WC Electronics Sales(lay

WC B2B Business (rocesses

*Cross+,ndustry Sales (lay-

WC )elco Sales(lay
http://w3-103.ibm.com/software/xl/portal/viewkitcontent?srcID=KP01&kitID=V227365O87155H39&contentID=Y957159X83272J32&contentType=component&contentTitle=Presentationshttp://w3-103.ibm.com/software/xl/portal/viewkitcontent?srcID=KP01&kitID=V227365O87155H39&contentID=Y957159X83272J32&contentType=component&contentTitle=Presentationshttp://w3-103.ibm.com/software/xl/portal/viewkitcontent?srcID=KP01&kitID=V227365O87155H39&contentID=Y957159X83272J32&contentType=component&contentTitle=Presentationshttp://w3-103.ibm.com/software/xl/portal/viewkitcontent?srcID=KP01&kitID=V227365O87155H39&contentID=Y957159X83272J32&contentType=component&contentTitle=Presentationshttp://w3-103.ibm.com/software/xl/portal/viewkitcontent?srcID=KP01&kitID=V227365O87155H39&contentID=Y957159X83272J32&contentType=component&contentTitle=Presentationshttp://w3-103.ibm.com/software/xl/portal/viewkitcontent?srcID=KP01&kitID=V227365O87155H39&contentID=Y957159X83272J32&contentType=component&contentTitle=Presentationshttp://w3-103.ibm.com/software/xl/portal/viewkitcontent?srcID=KP01&kitID=V227365O87155H39&contentID=Y957159X83272J32&contentType=component&contentTitle=Presentations

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