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1<name> <title> WebSphere Commerce – Express V5.6 Fast, affordable e-commerce solutions for mid-sized companies Overview for <company name> <date><name><title>
2E-Commerce in 2004: Positive Outlook Surveys, analyst reports indicate a major resurgence in e-commerceB2B Projects to Surge by More Than 40%, B2C Projects Increase by 20%, Evans Data Corp, 2004“It wasn't all hype. For companies as well as consumers, e-commerce is hotter than ever” Business Week, 2003The e-commerce time-out has ended. Aberdeen, 2003“B2B and B2C e-commerce via the Internet continues to grow, with e-commerce returning as a business priority in 2004.” Giga, 2003“34% of manufacturers say that they will increase their eCommerce investment in 2004…making it the highest increase among all categories” Forrester, 2003“…decision makers cited eCommerce investments as having the most upside – 35% of firms will spend more next year on initiatives for transaction with buyers and suppliers online.” Forrester, 2003¼ of mid-market firms are selling online and 30% more plan to do so in the next 12 months– AMI Partners, 2003“Networked business-to-business transactions now stand at $2.4 trillion” - Forrester Research“e-commerce represents a growing investment within Global 2000 enterprises as they begin to move toward next-gen sell-side environments” Meta Group, 2003
3IBM WebSphere Commerce: Powering the Value Chain WebSphere Commerce solutions allow you to deploy a wide variety of value chain initiatives -- from a simple online sales channel, to e-procurement, to a completely integrated multi-tier demand chain -- all on a single platform.Interact with complete contextAutomate best processesDeploy & Adapt rapidly & flexiblyIntegrate across & beyond the enterpriseIBM – leading the industry in e-commerce7 years proven experience and thousands of customersLeader year after year in Gartner e-commerce Magic QuadrantBuilt on market-leading WebSphere middleware platformIndustry-leading features and ability to support variety of solutions and verticalsOVERALL BENEFITS:Strengthen and deepen business relationshipsOptimize sales, marketing & brand effectiveness across channelsMaximize operational efficiency and productivity across the value chainLeverage & maximize the value every investmentAdapt and grow with agility for competitive advantageInteract with complete context: Easily configure to support the unique ways you do business – and the ways your customers want to do business with youDelivered by:Advanced Relationship ModelingSingle, consolidated view of customerPersonalized content, offerings, interactions w/ every customer & partnerReal time customer profilingMultiple locales supported in single siteAnalytics for closed loop responseLeverage best processes: Maximize results & improve efficiency using out-of-box processes that support the whole spectrum of doing businessMerchandizing & marketingAdvanced catalog & content managementSelling, trading & purchasing toolsReseller marketing, enablement & hosting & distributionAdvanced order & inventory:Distributed order & inventory mgmtDistributor & fulfillment center IntegrationOrder hand-off & lead managementCollaboration & team sellingAdapt & Deploy rapidly & flexibly: Fully leverage and connect your most important assets – people, processes, systems and informationUnified platform approachOpen, standards based architecture and toolsIntegrated development environmentSelf-serve tools free IT to differentiate and capitalize on opportunities (not support LOB)Configurable, extensible, customizableAdvanced Business Intelligence & AnalyticsService Oriented architecture with componentsIntegrate across & beyond the enterprise: Accelerate ROI by rapidly deploying & adapting to change & opportunities using an open, flexible, unified infrastructureProcess centric architecture – allows replace, extend, &/or integrate processesLOB tools to configure out-of-box processesHigh performance data integrationWebSphere Portal for unified interfaceComprehensive integration framework & tools:Web servicesWebSphere adaptersWebSphere Business Integrator
5IBM WebSphere Commerce: Proud of Our Many Customers We feature many of our customers in high-profile ads, giving them free promotion and helping their own business. Here are some examples of WebSphere Commerce customers in ads. You will notice that some of these, such as Lehigh Valley Safety Shoe,s are midmarket customers.
6WebSphere Commerce Solution Architecture Robust, out-of-box business processes enable best practicesBuilt on a scalable platform designed for business integrationIndividualized interactions based on unique business relationshipsSelf-service business tools to configure processesAny or all commerce initiatives built on a single, unified platformConfigurable Business ProcessesBusinessAdministratorDeveloperBUSINESS CONTEXT ENGINECONFIGURABLE BUSINESS PROCESSESIBM BUSINESS INTEGRATIONInteractIntegrateRelationships & AgreementsPersonalizationGlobalizationAnalyticsMarketingMerchandising & SellingCatalog & ContentTradingOrder ManagementDigital MediaTOOLSModelTransformManageThe Business Context Engine is a key capability we introduce in V5.5. It brings together many individual capabilities we have released in previous versions, but you will see how in 5.5, this capability is significantly enhanced and becomes a key piece of our solution to control the user experience and is one of the key elements that makes our system responsive to individual customer needs.On top of the Context Engine, is our collection of configurable business processes. And we’ve made significant enhancements this release to these 5 subsystems you all should be familiar with. Specifically our Marketing, Merchandising and Selling, Catalog, Trading and Order Management business processes.Obviously the two major components of our architecture, the Configurable Business Processes and the Business Context Engine are built on top of our industry leading WebSphere Platform and leverages wherever possible the great capability of our underlying App Server, Portal Server and Business Integration Capability.An in depth look at our commerce tooling family demonstrates this exploitation of the underlying platform very well. The Line of Business tools, our admin tools and our developer tools are all built and extentions of our WebSphere platform tooling.We believe this architecture and our tight integration with the underlying WebSphere platform is a key differentiator for us in the marketplace, and gives us and our customers significant competitive advantage.
7Business Context Engine: Contextual Experience Management Configurable Business ProcessesToolsContextual Experience ManagementUnderstanding the customer & where they are in the sales lifecycleA consistent “total experience” across points of contactUse everything you know to deliver the right content, capabilities, offersLocaleProfile & preferencesBehavior & historyOrganizational attributesRole & associated workflowPolicies, agreements, contractsBusiness Context EngineIBM Middleware InfrastructureRoles, Relationships & AgreementsPersonalizationGlobalizationAnalyticsMulti-channel interactions with customersTargeted offers, promotions, recommendationsRich content deliveryInteractions & transactions with business customers, suppliers, partnersInforms (& learns from)…WC leverages & enhances the processes and policies that differentiate your business. Preserves your competitive advantage -- and makes it sustainableKnows, honors and applies, in real time, the full context behind every interaction with each customer and partner:o Individual characteristics (e.g. demographics, profile, behavior)o Behavior of users with similar individual characteristicso Personal preferences (e.g. interests, language, culture, customized views – (i.e. portlets))o Organizational characteristics (e.g. company, division/dept, role, responsibility)o Historyo Policies in place for the type of interactiono Negotiated agreements/contracts in place for the organization the individual works foro Workflows associated with the type of interactiono Locale in which the interaction takes place (for currency, tax, shipping, payment, etc.)DELIVERED BY THE COMPREHENSIVE FEATURES OF THE CONTEXT ENGINE:Policies & AgreementsSupport individualized business interactions with every customer & partner by automating the unique agreements, rules, and policies that govern the relationships.Roles & EntitlementsCapture the structure & roles of the extended enterprise and ensure that employees, suppliers, customers, partners can do their jobs with the right data, access and authority.PersonalizationTreat each customer as a market-segment-of- one, using everything you know about a customer to create a precisely tailored experience. Learn from every interaction.LocalizationFurther tailor the customer experience by accommodating the unique business, cultural, language and legal requirements of an international or diverse customer set.AnalyticsLeverage and unify all of the data your business generates to gain new insights, make decisions and take effective action. Close the loop with speed and agility.For…
8The WebSphere Commerce Family Powering the Value Chain for Selling, Buying and Channel ManagementBusiness EditionOptimize both direct and indirectchannels by capturing and deploying best practices across the extended demand chain.Digital Media EnablerSupporting on-line mgmt., sale and distribution of digital assets.Adds:Channel ManagementContract and Policy ManagementProfessional EditionDeliver a consistent, personalized userexperience across multiple channels to maximize customer loyalty and walletshare.Advanced Roles and RelationshipsCollaborative WorkspacesAdds:Advanced Analytics, Data MiningLive Help CollaborationReseller HostingCommerce-ExpressAn easily installed, affordable, yetcomplete solution enabling growing mid-market companies to do business on the Web.Collaborative FilteringSupplier EnablementAdvanced Product Search AidsBuy-Side SupportImproved ScalabilityMulti-round RFQBasic B2C or B2B Storefront, Shopping ExperienceClustering SupportTargeted MarketingMerchandisingPersonalizationOrder ManagementBusiness AnalyticsExtended Demand ChainAdvanced MultichannelEntry e-Commerce
9WebSphere Commerce – Express V5.6 Helping Midmarket Firms Jump-start or Expand their e-BusinessNEW! V5.6 GA 4/30Quickly and easily installed and deployedBuilt to install and configure fast and easilySMB-friendly Starter Stores, Catalog Import Utility, “lite” development tools speed store creationLow total cost of ownership for a complete end-to-end e-commerce solutionPackaged offering meets production, staging and development needs at 34% lower price than MSCSStreamlined design helps keep cost of services lowEasy to use and administerWizard-based tools for marketing/merchandisingIntuitive product management tools to manage catalogSupports open standards, other platformsCustomers not locked into proprietary platform choiceJava-based, 100% J2EE-compliant, and supports Linux, i Series and Windows"We need an infrastructure that is truly extensible so a two-person business can act, look, and feel like the best of big business. With WebSphere Commerce – Express we have an engine that can race with the big boys and win." - Bruce Camber, Director, Small Business School“There are just so many things I like about WebSphere Commerce - Express. Everything works just the way it should. With it we’ve been able to create an entirely new sales channel for our company. With V5.6, IBM continues to demonstrate that they are committed to smaller customers like us.”– Bob Ernst, IT Mgr., Mike Castrucci ChevroletWebSphere Commerce – Express V 5.5, built off the award-winning WebSphere Commerce platform, is a new, integrated package of software components to help growing mid-market companies build and maintain e-commerce web sites. WebSphere Commerce – Express lets you start with the basics you need to deploy an e-commerce website, and then grow with the industry leader as your needs change and grow. Broad platform coverage supports current and future platform decisions, for scalability, flexibility, and reduced risk.Commerce-Express installs easily – in as little as one hour for Windows - 30% faster (according to internal benchmark testing) and in less than half the steps of MS Commerce Server. A new, mid-market friendly fast-path document called the “Express Guide” as well as a new sample store designed specifically for the mid-market all contribute to rapid store creation and customization, resulting in improved productivity and cost containment.WebSphere Commerce-Express is an affordable solution, with per-processor pricing and flexible terms, making this offer attractive even to firms with small IT budgets. But just as important, it is a complete solution – providing what you need for production, staging and development all at one affordable price - unlike the leading competitor, which charges you at each step of the way. The streamlined install/store deployment keeps service costs under control, and availability on Linux means the total software solution cost including the operating system can be driven lower still. In addition, the common code base with the rest of the WS Commerce portfolio means that 100% of customized code can easily be migrated, keeping future costs under control as well.Wizard-based tools facilitate easy management and administration with minimal assistance or skills training. Tools such as the WebSphere Commerce Accelerator empower the business professional to create and manage marketing, merchandising, operational and customer service activities with minimal training - and no assistance from IT.Finally, support for open standards that has become a hallmark of the WebSphere middleware platform continues with Commerce-Express. Supporting Windows as well as Linux and i Series, Commerce-Express will support your current and future platform decisions. 100% J2EE-compliant and Java-based, WS Commerce-Express also integrates easily with backend applications.MID-MARKET ENTERPRISE value proposition:LOB: Jump-start or expand your online presence with a fast, affordable e-commerce solution tailored to your needs that can generate immediate business value and rapid ROI.Up and running fast, ready out-of-the-box with the features you needLow total cost of ownership: Per-processor pricing and flexible terms, Linux availability, streamlined installation & fast-path documentation to keep costs downEasy to use and administer: Intuitive Product Management Tool and Wizard based tools for marketing initiativesIT: Leverage existing IT investments and skills with 100% Java, J2EE-compliance and web services-enablementHelps protect investment and reduce riskBrings business and I/T together by empowering the business professional with web-based tools
10WebSphere Commerce – Express V5.6: Designed for Medium Businesses Quick Install lets you start building your store in a little over an hourStarter Stores and Catalog Import Utility get your store online fastNew “lite” development environment100% Java-based, J2EE-compliant; WAS-consistent for easy integrationIncludes DB2 Express and co-exists with other Express offerings such as WAS Express, Portal ExpressEasy to InstallEasy to IntegrateStore Configurator and Change Page editor w/ simple GUI make it easy to update store - no JSP or Java skills required!Intuitive Product Mgmt. Tool lets business users easily manage catalog, pricing etc.Easy to ManageIntuitive wizard-based GUI of marketing, site admin tools makes it easy to manage site, create promotions, campaignsEasy to Learn/UseCompetitive feature set delivers capabilities needed to get started plus advanced features to grow intoAll features offered consistently across all platformsRight FunctionExtensible, FlexibleUpgrades to Professional or Business Edition; credit given for WCE purchase100% of customized code migrates as isSupports Windows, i Series, Linux/IntelActually better than MS offering!Everything required for production, staging and site development in one package - a complete end-to-end e-commerce solution for B2C or B2BComplete SolutionAffordably PricedAt only $20K per processor you get everything you need for production, staging, development at one affordable price point – 34% less than MSCS!
11WebSphere Commerce – Express V5 WebSphere Commerce – Express V5.6: Delivering Improvement Across the Entire Project TimelineFocusing on “time to value” from installation and deployment through site lifetime…Create Store Look/FeelInstall and configureCustomize Store FeaturesManage and MaintainCreate CatalogBackend IntegrationTest and DeployFaster Install TimeWCE portion 50% fasterBetter Install ScreensImproved MessagesStore Model ImprovementsSimpler, easier to understand/customizeCatalog Import UtilitySpeeds catalog creationUses Excel spreadsheet as inputLite Development Environment85% faster start-upMemory footprint reduced by 2/3WBI Modeler Process MapsCrisply lays out all WC processes, reducing customization costGreat tool for partnersImproved UI for Business Users50-75% fewer stepsTime on task better by as much as 193%User sat. improved as much as 60%
12WebSphere Commerce - Express: Quick Install Saves Time and Effort From shrink-wrap to full installation faster and in fewer steps than the competitionVariety of topologies supported“Quick Install” for one server implementation“Custom Install” splits stack out on up to three serversInstallation complete.With the new “Quick Install” process in place for Commerce-Express, business partners will find that they can quickly begin to build their customer’s store site. Reducing the time for install and deployment means that business partners can focus more on the customization and integration services that will add more value where the customer will recognize it.Pop in a few CDs and go to lunch – you’ll be ready to publish and begin customizing your store site when you get back.
13WebSphere Commerce – Express: Express “Starter Store” Streamlines Customization Delivers all the core capabilities required for a basic B2B or B2C store front – and easily allows more advanced features to be configured if neededWebSphere Commerce-Express contains a specially-designed midmarket-specific store model that speeds site deployment, helping business partners get a customer up and running with their production site in as little as 30 days. The store model can be configured easily from the WS Commerce Accelerator interface, and includes the following capabilities (more advanced features included in WS Commerce-Express can be added later as needed):CatalogBrowsing the catalogCatalog searchCategory listSupport for products, items, kits, and bundlesMerchandise Associations(Cross-sell, Up-sell, and Accessory)ShoppersGuest or registered shoppersShopper address bookShopper initiated password resetCheckoutShopping cartMini-Shopping Cart (Summary)Single/Multiple Ship-To addressesSingle/Multiple Shipping methodsQuick CheckoutQuick OrdersWish ListOrder History/Statusnotification of order status updateMarketingE-Marketing Spots (Marketing Campaigns)DiscountsB2BRequisition ListsRestrict site to pre-registered users onlyConfigurable Options in the Express store include:InternationalizationAllow shoppers to select preferred currencyAllow shoppers to select preferred languageShopper ProfileRequest age information (optional) during registrationRequest gender information (optional) during registrationCampaignsAllow shoppers to choose if they would like to receive s about special offersRegistrationRestrict site to pre-registered shoppers only (remove self-registration feature)SearchAllow shoppers to search the catalog using keywords. Note that this option enables or disables both the Simple and Advanced search capabilities.Purchase QuantitiesAllow shoppers to specify a quantity amount when adding items to the shopping cartCategory ListInclude a category list drop-down box for quicker category navigation in the store headerProducts with AttributesOn a product page, display product attributes in drop-down boxes and allow the shopper to select a combination of attribute values, or simply list all SKUs and indicate what attribute values they haveMini-Shopping CartShow a mini-shopping cart in the header of each pageQuick OrderAllow customers to quickly enter an order by entering a list of SKUsWish List or Requisition ListAllow the shopper to save items in a Wish List, that can be ed to friends and relatives, or a Requisition List, that can be used to create orders more quickly in the futureAllow shoppers to maintain a “Quick Checkout” profile that can be used to streamline the placement of future ordersShipping MethodsAllow different items in the order to be shipped via different shipping methods or restrict all items to be shipped via the same methodShipping DestinationsAllow different items in the order to be shipped to different shipping destinations, or restrict all items to be shipped to the same destinationWebSphere Commerce PaymentsUse WebSphere Commerce Payments to handle the order payment processingOrder StatusShow order status on the Order History page.Order Tracking URLShow tracking URLs on the Order History page.
14WebSphere Commerce – Express: Complete Set of Powerful, Easy to Use Tools for LOB Users The WebSphere Commerce Accelerator is an easy-to-use, wizard-based interface that makes it easy for business personnel to manage all aspects of their store.
15WebSphere Commerce – Express: Store Editing Tools Giving midmarket business users more control over the look and feel of their e-commerce siteChange Store StyleChange Store ColorsChange Page TextAdd BannerIn addition to enabling or disabling certain options, there is additional tooling to make site changes quickly and easily with no additional training.Upload LogoUpload a picture (GIF or JPG) to use as the store logo. The store logo appears at the top-left of each page.Change StyleSelect a layout for the pages, a color scheme, and a banner style for the store.Change PagesChange the text that appears on some of the pages.
16Targeted Campaigns & Promotions Hello Allison – Welcome Back! WebSphere Commerce – Express: Marketing, Merchandising and Selling CapabilitiesGuided SellingTargeted Campaigns & PromotionsHello Allison – Welcome Back!CampaignsProvides a powerful, industry-leading set of features to help you drive customer loyalty and maximize site revenueHere are some of the many capabilities that are built into WebSphere Commerce – Express and ready to be used by midmarket customers. The campaigns and promotions can be customized using the WebSphere Commerce Accelerator component that lets line-of-business users, like the head of marketing or sales, design them with wizard-based tooling.Discounts & Coupons
17WebSphere Commerce – Express: Marketing, Merchandising and Selling Capabilities AuctionsPackages,BundlesAdditional marketing and merchandising features include the ability to create packages, bundles, cross-sells and up-sells – these are known as “merchandising associations” and can be controlled in the Product Management Tool. Another key feature provided is auctions support.Cross-Sell, Up-Sell
18Product Management Tooling WebSphere Commerce – Express: Intuitive Catalog and Content Management ToolsEmpowering business users to create, update and manage online catalog data with full control of features and attributesProduct Management ToolingThe intuitive Product Management Tool (PMT) is powerful and yet easy to use, making it possible for the catalog and content to be managed without special training.
19WebSphere Commerce – Express: Additional B2B Capabilities Member’s Only LoginRequisition ListThe intuitive Product Management Tool (PMT) is powerful and yet easy to use, making it possible for the catalog and content to be managed without special training.Purchase OrdersPurchase Order Number
20WebSphere Commerce – Express: Powerful Analytics Data Warehouse Technology87 source extraction tablesOver 200 data expansion tables for easy data accessExtract, Transform and LoadPredefined extractionsCustom and enhanced extractionsTight Commerce Accelerator Integration throughoutAnalytic information accessible from the Business User’s InterfaceReporting Framework for Information Delivery250 Delivered ReportsReport Integration Kits for 3rd Party ReportsInformation BuildersCognosBrioCrystalWhen its time to see the output, the Integrated Reporting Framework serves up over 250 reports addressing many of the issues business users ask. Additional reports are generated via the framework workbench, and are generated by your IT team as JSPs. For more robust reporting, The Report Integration Kits can be used….
21WebSphere Commerce–Express Pricing vs. MSCS: 34% Less! The pricing scenario vs. Microsoft you and your customers have been waiting for!With WebSphere Commerce-Express, IBM provides a packaged solution with production and staging capability, a powerful database and development tools - unlike Microsoft, which requires you to pay more at each step of the way. The result? A complete e-commerce solution for mid-market firms that is both more robust and much more affordable.MSCS pricing for one production server, staging server, developer seat: $28,196MS Commerce Server is priced at $7K per server, but the solution requires another license for pre-production staging and customers need an SQL license for each processor. The Developer Edition license shows a list price at $499 but again, the SQL license at $4,999 is required and there is a very high annual maintenance rate of $1,600. An MSDN subscription alternative of $2200 is also available.Summary:MSCS Std Edition - $6,999 per CPU (one required each for production and staging) = $13,998SQL Server $ 5,999 per CPU (one each for production and staging)= $11,998MS Commerce Server Developer's License (at least one required), either:$499 plus SQL Server 2000 at $4,999 = $5,498 per developer OR (more likely scenario)$2200 MSDN license per developer w/ $1600 annual maint – up front cost = $2,200Additional Competitive Information vs. MS:MSCS pricing for two production servers, staging servers, developer seats: $56,392Essentially this scenario is just double cost of the previous scenario)Result: MSCS solution is 40% more expensive than WebSphere Commerce-Express!Microsoft Commerce Server 2002, Standard Edition (MSCS) the primary competitorMS has a reputation for having a lower price - but the MSCS solution is NOT complete and WebSphere Commerce-Express has a significant pricing advantageThe truth is, MS will “nickel and dime” midmarket customers – by the time they have what is necessary for a complete solution they have spend much more than they expect!MSCS is based on .Net which is proprietary and locks a customer into one choiceWebSphere Commerce-Express is based on WebSphere Application Server which is build on open standards and J2EE-compliantWebSphere Commerce-Express also supports other OS platforms such as Linux-Intel and OS/400 (i Series) in addition to MS WindowsBecause it is built on .Net, MSCS is not as scalable, reliable or robust as WebSphereFunctionally, WS Commerce has the advantage in nearly every important category vs. MSCSIntegration, content management, payment and order management, post-sales support, LOB tools, depth of marketing/merchandising features
22WebSphere Commerce – Express helps Mike Castrucci Chevrolet Start Selling Fast Up and selling in just five weeks…New site is driving thousands of hits each day“There are just so many things I like about WebSphere Commerce - Express. Everything works just the way it should. With it we’ve been able to create an entirely new sales channel for our company. With V5.6, IBM continues to demonstrate that they are committed to smaller customers like us.”– Bob Ernst, IT Mgr., Mike Castrucci Chevrolet
23WebSphere Commerce – Express: Summary Jump-start or expand your online presence with a fast, affordable solution tailored to your needs that can generate immediate business value and rapid ROIAffordable, but Complete - priced 34% less than the leading competitor with “all-in-one” licensing to meet your production, staging, development needsQuickly and Easily Installed - getting you ready to begin creating and customizing your site in as little as one hour - resulting in lower service costsEasy to Implement - “Express” store model and fast-path guide gets you to your production site fastReady Now, but Built for the Future with the capabilities you need to get started now out-of-the- box and advanced features you can grow intoAffordable, but Complete - at only $20K per license, it is priced 40% less than the comparable offering from Microsoft, plus “all-in- one” licensing delivers everything required for production, staging and site development - an outstanding value!Quickly and Easily Installed - getting you ready to begin creating and customizing your site in as little as one hour, faster than Microsoft Commerce Server 2002 and in fewer steps - resulting in lower service costs to youEasy to Implement - after installation, a customer “store” is created - this process is made easier and less costly in terms of services through the “Express” store model and fast-path documentationReady Now, but Built for the Future with the capabilities you need to get started now out-of-the-box and numerous advanced features built-in that you can grow intoEasy to Administer and Manage - with wizard-based tools letting you manage your site effectively without special technical skills - non-technical employees can easily maintain an online catalog and LOB professionals can create and manage marketing campaigns and promotionsReliable and Robust - built on WebSphere, a rock-solid e- business infrastructure that can level the playing field with larger companiesBuilt on Open Standards - unlike Microsoft, which locks customers into one option only, WebSphere Commerce-Express frees your company from proprietary platform restrictionsLOB Value Proposition Speaking Points:Up and running fast, ready out-of-the-box with the features you needInstalls in 90 minutes with little interaction and less than half the steps of MS Commerce Server 2002Streamlined store model designed just for mid-market firms help gets your production store up and running quicklyLevel the playing field with larger firms by starting quickly with the e-commerce basics - then grow on your timetable with a wide variety of advanced features already built-in and ready to be enabledLow Total Cost of OwnershipAffordable per processor pricing and flexible terms make this offering attractive even to firms with small IT budgetsStreamlined installation process and fast-path documentation helps keep SI service costs under controlAvailability on Linux means total SW solution costs are lower, solution easier/less costly to maintain and more reliableFull credit given for upgrade purchase towards Professional or Business EditionEasy to use and administerIntuitive Product Management Tool lets non-technical employees easily maintain online catalogWizard-based tools lets LOB professionals maintain store and drive rapid ROI through targeted marketing initiativesIT Value Proposition Speaking Points:Help protect investment and reduce risk100% Java-based, J2EE-compliant Commerce-Express is web services enabled and completely consistent in the WebSphere family for easy integration and seamless upgradesCommerce-Express works with the platforms you own and will also support your future platform decisions100% of customized code can be migrated as is to future versionsBringing business and I/T togetherEasy-to-use web-based LOB-oriented marketing and administrative tools help empower the business professionalEasy to Administer and Manage - with wizard-based tools letting you manage your site effectively without special technical skillsReliable and Robust - built on WebSphere, a rock-solid e-business infrastructure that can level the playing field with larger companiesBuilt on Open Standards, WebSphere Commerce-Express frees your company from proprietary platform restrictions
26IBM WebSphere Commerce: The Industry Leader in e-Commerce Software & Information Industry Association Codie Awards (SIIA)Best eBusiness SolutionBest eCommerce SolutionGartner eCommerce Magic QuadrantThe Codie Awards are awarded by the Software & Information Industry Association (SIIA) for achievement and vision in the software industry. It is the only peer-recognition awards program of its kind in the industry, providing a unique opportunity for companies to vie for the praise of their competitors.Other awards over the years include (http://www-3.ibm.com/software/genservers/commerce/awards.html):WebSphere CommerceADT's 2003 Innovator Awards - E-business Application Development WinnerADTmagApril 2003Digital Union (IBM WebSphere Commerce solution provider)won Best WebSphere e-business solutions honorsBeacon AwardsFebruary 2003WebSphere Advisor Excellence AwardsWebSphere Advisor MagazineNovember 2002Readers' Choice Award for best E-business Integration MiddlewareIntelligent EnterpriseOctober 2002Open Source Product Excellence AwardLinuxWorld Conference & ExpoAugust 2002WebSphere Commerce Server and IBM Commerce IntegratorReader's Choice Award for server software and B2B integrationJanuary 2002WebSphere Commerce Suite 5.1The Best Software Product of the Year 2001MikroPro Magazine, FinlandDecember 2001WebSphere Commerce SuiteBest Commerce platformInfo Exame (IT magazine in Brazil)November 2001InfoWorld Readers' Choice Award -- E-commerceProduct of the YearInfoWorldJune 2001Best of BreedInternetWeekApril 2001Codie award for Best e-commerce softwareSoftware and Information Industry AssociationMarch 2001e-Commerce Product of the Year 2000DatamationFebruary 2001e-marketplace Infrastructure AwardCrossroadsJanuary 2001Technology of the Year: e-commerceSupply Chain Innovator 2000 Awards (Look at SciQuest)ID Systems
27WebSphere Commerce V5.6 Announcement Summary Solution EnhancementsDesigned to integrate people, processes, and informationTied to core offeringsB2B Extended Demand ChainsB2C MultiChannelEnablementSingle Integrated PlatformFaster Time to Value / Lower TCOIntegrated People, Processes, InfoRelease ThemesEnhancements reflected in all Solutions / offeringsMap to capabilitiesImproved Business User ExperienceSMBAppealToolsBusiness Context EngineConfigurable Business ProcessesIBM Business IntegrationWebSphere CommerceWC powers solutions built on a single platform that proactively orchestrates the customer experience across all touch points and many business models.WC V5.6 powered by the Business Context EngineAligns with the IBM strategy of supporting an enterprise's evolution to becoming on demandFinancial viability as a company and commitment to sell-side electronic-commerceThe release of WC V5.6 brings with it many enhancements - both solutions and overall portfolio capabilities - that aligns with the IBM strategy of supporting an enterprise's evolution to becoming on demand.Beginning with the Solution Enhancements, this release specifically focuses on capabilities designed to integrate people, processes, and information with enhanced solutions that allow:Retailers to integrate multiple channels along the entire consumer purchasing lifecycleBusinesses to horizontally integrate with channel partners along the Extended Demand ChainIntegrated support multiple for business models (B2C, B2B, Channel Management) architected from a single platform.Common to not only the Solutions but also all elements of the portfolio are capability enhancements. These enhancements delivered through WC V5.6 recognize that today's business climate breeds pressure to accelerate implementation and ROI, while simplifying daily maintenance and operations utilizing a single platform, and open, standards-based, scalable architectureAnd finally, all these flow down into the single platform benefiting the customer. We represent this single, integrated platform with what we call the Solution Architecture. Powered by the Business Context Engine, let’s begin to take a closer look at the power of this platform on the next slide.Solution ArchitectureSingle, Integrated platform powered by the Business Context EngineAnnouncement 4/20, GA 4/30
28WebSphere Commerce Portfolio Pricing WebSphere Commerce Business $125K / processorWebSphere Commerce Developer Business $25K / seatWebSphere Commerce Professional $80K / processorWebSphere Commerce Developer Professional $15K / seatWebSphere Commerce – $20K / processor (includes maintenance)includes production, staging, one developer edition seat; limited two processor environmentadditional WebSphere Commerce Developer Express Edition seats available at $3.5K / seat
29WS Commerce – Express V5.6: Customer View WebSphere Commerce – Express greatly improves customer time-to-value in v5.6 with faster install, simpler, more streamlined store design, easier to use business tools, catalog import utility, a new “lite” development environment and new B2B features – keeping store deployment costs under controlCustomer PainsKey FeaturesCan’t afford costly deploymentNeed for basic B2B support as well as B2CNeed for easier to use LOB toolsNeed quick, easy development environment after partner-handoffStarter stores improved, catalog import utility speeds time to valueNew B2B starter store with basic PO supportImproved usability & visual design of LOB toolingNew, lighter/faster dev environmentStarter Stores: We have taken huge strides here, completely rewriting our starter store models (which are used as the starting point to develop a WCE store). They are now much smaller and easier to edit and understand. We separated out business process logic from presentation logic so its very clear what does what and where changes are needed to customize something. This alone is huge and has the potential to shave off days/weeks from the store deployment. Our partners had been asking for this for some time.Catalog Import Utility: This is a giant step forward for Express. One of the most complicated, time-consuming stages in the store deployment process is getting a customer's pre-existing product catalog loaded into the WC database. If often takes weeks of time to do this. This utility allows the customer to use an Excel spreadsheet (which many SMB firms use to store their catalog data to begin with) as an easy intermediate step to get the data into Commerce - Express. It is known as a "comma separated values" (CSV) spreadsheet. Again, partners are very excited about this and know that they will be able to pare down the store deployment time for SMB customers with this capability.New B2B Store: We also have created a new starter store just for B2B and included new B2B features such as purchase order payment support. Since our partners tell us about half of SMB customers doing e-commerce sites are B2B, this saves them time and customization effort because we have a store designed just for B2B now.Business User Tools - Improved Interface: We have revamped the WC Accelerator tools to present a much more visually appealing and streamlined environment to our business users. We have combined multi-page screens together and used new menu pull-downs based on the options selected to speed the use of these tools. Business users at the SMB customer will see immediate benefit from these improvementsLite Development Environment: Another major improvement to Express is the new "lite" development environment. The current development environment is difficult to install and takes a long time to load. It is very time-consuming to make edits/changes and then test them. The new environment - which has had substantial early involvement testing from our business partners - is vastly superior and shaves large amounts of time off what is required to do many development tasks for WCE.WC Business Processes for WBI Modeler: We have made a substantial investment in modeling all of WS Commerce - Express into the WBI Modeler (formerly Holosofx) tool. This has resulted in a tremendous tool for partners to use with customers. It provides the partner with a roadmap of all of the business processes that are supported in WCE so it is very clear just how we do various things. From campaigns and promotions to handling taxation and shipping, we've mapped it out entirely in this very visual, easy-to-use environment. Now the partner can sit down with the customer, discuss their specific store needs and requirements and then show them exactly how it is handled in WCE and where customization might be necessary.From Starlight plan…Starlight one-liner: “WebSphere Commerce – Express, IBM’s fast, affordable, complete SMB e-commerce solution, greatly improves customer time-to-value in v5.6 with a simpler, more streamlined store design, easier to use business tools, a fast new “lite” development environment and new B2B features.”SMB Improvements in Starlight:Store model cleanup for improved time-to-value (LI 1023, 1124, 615)Separate B2B store with purchase order support (LI 1064)WCE installation faster, easier (WAS on one CD, better screens, no DOS pop-ups)Improved look/feel of LOB toolingFaster/easier to use “lite” development environment with CloudscapeSeparate B2C and B2B starter store; new B2B store inc. purchase order supportBenefitsImplement an end-to-end solution with an affordable up-front investmentReduce implementation time & effortEasier to use tools for LOB usersCustomize, extend & grow at your own pace
30WebSphere Commerce-Express vs. Professional Edition
31Things Remembered Integrated Solution ChallengeAssure trading partners of merchandise availabilityReduce inventory risk by closing the gap between the order acceptance and inventory management processesBusiness benefitsProjected 50% annual increase in conversion rateAnticipated 8-10% rise in average sales transaction valueSignificant reduction in inventory risk and overhead expenses for Things Remembered and trading partnersAbility to attract and maintain broad trading base by ensuring inventory availabilitySolutionA new open standards-based order request solution, delivered as Web services, with the ability to integrate with any standard e-commerce siteUtilized the build-to-integrate capabilities of WebSphere Studio, Commerce, Application Server and MQ product familiesSource: IBM Case Study atCurrent As Of Date: 10/14/2003Location: NA – Ohio, USAIndustry: RetailCompany Background:A division of the Cole National Corporation, Highland Heights, Ohio-based Things Remembered is the largest personalized gift chain in the United States. By engraving personal messages on popular mass-produced items such as pens, clocks, jewelry, picture frames and novelty items, the 4,000-employee Things Remembered creates mementos of treasured relationships and occasions. In addition to 800 stores nationwide, mail order catalogs and a toll-free call-in center, its online store--www.thingsremembered.com--serves as a critical channel for Things Remembered.Business Need:Things Remembered needed to become more responsive to rapid fluctuations in supply and demand, in order to assure its trading partners of merchandise availability and reduce its inventory risk. To do this, it had to close the gap between its order acceptance and inventory management processes and become aware of orders as they were happening, so shelf stock could meet--but not exceed--customer demand. With that capability, the gift distributor would be able to meet the needs of its trading partners by confidently guaranteeing them the immediate inventory availability they demanded. The challenge was to find a scalable, non-proprietary, standardized solution that could communicate instantly with partners' backend business systems while transparently supporting whatever technological platforms they might have in place.Solution: The new order request solution, delivered as Web services, is the latest stage in a series of enhancements and improvements that Things Remembered has made by leveraging IBM products and technologies. Shortly after the company's first e-commerce site went live in 1999, the retailer enhanced its online presence using IBM WebSphere® Commerce, IBM WebSphere Application Server, IBM WebSphere MQ and IBM DB2® Universal Database(tm).Things Remembered developed and deployed its new Web services with help from jStart, a worldwide team of IBM professionals dedicated to helping customers and IBM Business Partners embrace new e-business technologies. The joint development team finished the job in just six weeks. IBM WebSphere Studio Application Developer--an integrated Java(tm) 2 Platform, Enterprise Edition (J2EE) development environment--was their primary tool, while WebSphere Commerce Suite provides an infrastructure for the B2B e-commerce Web site. "The solution resides on WebSphere Application Server, Advanced Edition, running on two IBM ® iSeries(tm) 830 systems," says Fodor. "And using WebSphere Commerce, we're able to support our partners by optimizing the flow of products through the value chain."To make it easy for trading partners to use the new Things Remembered Web service, a client proxy/toolkit is available, which supports Java, .Net, and COM clients. Using the proxy, trading partners can automatically transmit secure purchase requests to the gift retailer using Java, .Net, or COM technology and Simple Object Access Protocol (SOAP)--an industry standard that enables diverse applications and operating systems to communicate across the Web.When the request is received at Things Remembered, the Web service validates the message's secure digital signature, logs the request for non-repudiation purposes and automatically sends an acknowledgement message back to the trading partner, formatted in commerce Extensible Markup Language (cXML), the most widely adopted business-to-business communications protocol.Then, the system passes an asynchronous order request through WebSphere MQ to Things Remembered's backend ERP and fulfillment application. Once the order request process is complete, the solution generates a message using Java Message Service (JMS)--a common interface to a broad variety of messaging protocols and services in support of Java programs--to WebSphere Application Server, which in turn sends a SOAP-based Web services message back to the trading partner, informing them of the results of the processed order. Completely automated and requiring no human intervention, the entire process typically takes as little as 30 seconds. Benefits:Things Remembered expects to garner significant gains from its site, including a 50 percent annual increase in its conversion rate and a rise in average sales transaction value by 8 to 10 percent. And now that Things Remembered has begun offering its order request Web services to select trading partners, Fodor is confident the benefits will be even more impressive. "The order request Web services from IBM will help us respond in real-time to the needs of our customers, significantly reduce our inventory risk and save time and resources for ourselves and our trading partners," he says. "As a result, we will be able to significantly expand our network of trading partners and increase our customer base and sales results, while reducing our overhead expenses on order processing and fulfillment."Furthermore, adds Fodor, its new Web services technology, residing on the WebSphere platform, will enable the retailer to quickly and easily deploy new solutions that will streamline its internal operations and reduce its operating expenses. "We will soon be able to move many of the ongoing transactions between our headquarters and our stores--from traditional telephone and fax-based communication to automated Web services-based processes," he notes. "This will slash turnaround time and greatly reduce our communications expenses. The Web services framework will also support Cole National's ongoing enterprise application integration efforts, enabling it to extend enterprise data and applications in real-time."“Our Web Services solution will improve our ability to deliver responsive, personalized, high-quality service to our customers and trading partners. IBM has strengthened our ability to succeed.”Mark Fodor, Cole National
32Anaconda Sports Scores With WebSphere Commerce ChallengeOutmoded Web site, not integrated with fulfillment or credit verification, prevented Anaconda from meeting customer demands and caused high maintenance costs.Business Benefits:Projected 100% payback within a year20% increase in online sales over a 3-month periodElimination of high fixed costs"We were busy answering complaints, handling emergencies and performing wasteful manual tasks to get our orders out. We couldn't satisfy our customers, so they were going elsewhere."- Rob Meyer, Director of Internet Services, Anaconda Sports, Inc.SolutionAnaconda Sports scores with responsive, rapidly-deployed IBM e-commerce solution "We were busy answering complaints, handling emergencies and performing wasteful manual tasks to get our orders out. We couldn't satisfy our customers, so they were going elsewhere." --Rob Meyer, Director of Internet Services, Anaconda Sports, Inc. .ChallengeOnline sporting goods retailer had outgrown its Web site infrastructure, which prevented it from meeting customer demands, caused high maintenance costs and obstructed its focus on core marketing tasks, preventing it from achieving higher profitsWhy On Demand?Anaconda needed to deploy a resilient hosted e-commerce store site on a variable cost model so it could be more responsive to its customers, reduce its fixed costs and focus on its key marketing activitiesSolutionNew hosted e-commerce solution provides Anaconda with tools to create and manage personalized promotions and bandwidth for responding to demand on a variable cost basis, enabling the company to concentrate on its marketing goalsKey Benefits20% increase in sales over a 3-month period and a projected 100% payback of investment in a year or less, with an increase in large-volume orders and ability to scale to support a 67% increase in unique visitors Nothing in the big leagues can match the thrill experienced by a 10-year-old scoring the winning run or goal. Serving the amateur market, sporting goods retailer Anaconda Sports (Anaconda) also knows the satisfaction of winning. Today, the 150-employee company is the largest outfitter of amateur league sports and school district athletic equipment in the United States.Based in Kingston, New York, Anaconda (www.anacondasports.com) sells to wholesalers, mass merchandisers, distributors and the general public. Anaconda generated $50 to $60 million in its latest fiscal year by selling baseball, soccer, basketball and other sporting equipment through its online, sales force and direct-mail channels, and its one brick-and-mortar store in Kingston.Although its Web sales were keeping pace with its financial goals, the company felt that it could have earned even higher profits had it not outgrown its Web site's infrastructure. To begin with, the site--built years ago and hosted by a local company--was not integrated with back-end warehouses or credit verification services. Data entry clerks had to re-enter orders into computers for fulfillment, and then contact each customer individually by phone or to obtain and verify credit card information. Without the ability to securely defend against credit card fraud, Anaconda Sports lost thousands of dollars a year due to fraudulent credit card use. In addition, the site frequently crashed, and the company found that maintaining, fixing and enhancing it was difficult, costly and time-consuming. What's more, it took the company weeks and thousands of dollars to create and implement cross-selling and up-selling campaigns, along with branded stores for their leading customers. Because of these limitations, customers--especially sports leagues, school districts and others with large-volume orders--were heading for other online vendors."We had lost the ability to meet online customers' demands because we were busy answering complaints, handling emergencies and performing wasteful manual tasks to get our orders out," says Rob Meyer, director of Internet services, Anaconda Sports, Inc. "We couldn't satisfy our customers, so they were going elsewhere. And we didn't have time to focus on our key objective, which was to get more large-volume league customers and become their exclusive suppliers."Anaconda needed a resilient and secure yet affordable e-commerce infrastructure to support its existing Web store so it could respond to the needs of online customers. The company was also eager to replace its high-maintenance Web site with a hosted solution on a variable cost model so that it could reduce its fixed costs and focus on its key marketing objectives. Finally, it needed a set of powerful marketing and catalog management tools designed to make it easy for the business staff to help carry out those objectives.On Demand BenefitsEnhanced responsiveness to customers contributes to 20% increase in online sales over a 3-month period6-week development and implementation cycle; used 70% out-of-the-box functionality of WebSphere Commerce for base solution; 30% custom coding used for integration to core fulfillment systemsProjected 100% payback within a year or less due to increased sales and decrease in administrative and IT costsIncrease in larger league/school district orders of $5,000 to $10,000Elimination of high fixed costs with variable rate tied to usageAbility to rapidly create targeted promotions and marketing campaigns in hours and branded Web sites in 2 days or less using WebSphere CommerceScalability to handle 67% increase in unique visitors Automated selling machine hits its target Working with IBM Premier Business Partner Strategic Computer Solutions (SCS), Inc., the retailer implemented a highly resilient business foundation for its Web store. The new retail system, capable of integrating Anaconda's ordering and administrative processes, provides a new level of customer responsiveness. The new online store integrates with back-end systems and with credit verification and shipping services. It allows the company to respond to its customers' needs automatically and fulfill orders without manual data entry or confirmation. The underlying infrastructure, based on IBM BladeCenter(tm) and Linux, brings a new level of resiliency to support the retail system and customer service levels. Unburdened by complaint calls and reprogramming chores to fix emergencies, staff members can now concentrate on creating new marketing campaigns and upselling and cross-selling opportunities. SCS hosts the site, charging a variable rate based on usage, which keeps the company's expenses down during slow periods. "I knew immediately that the solution was a success because my job changed," says Meyer. "I'm not spending my time berating our IT people, our customer service agents and our Web vendor. I'm focused on developing new relationships with sports organizations, and creating new campaigns to sell more bats, balls and gloves." Building performance and scalability To meet Anaconda's needs for scalability and performance, SCS used IBM WebSphere® Commerce, a scalable end-to-end e-commerce solution based on open standards that delivers support for instantaneous e-commerce transactions. Components include IBM WebSphere Application Server and IBM DB2® Universal Database(tm). IBM TotalStorage® FAStT700 Storage Server protects data assets over the long term. The software resides on a resilient, scalable IBM BladeCenter running both Linux and Windows® to provide maximum performance and scalability for the future."BladeCenter allows us to accommodate growth simply by adding blades," says Darrin Nelson, vice president, software and services, SCS. "The ability of WebSphere Application Server to handle large-volume demand is also essential to Anaconda's growth strategy. With its multithreading capability, WebSphere Application Server is the foundation for building a reliable Web site that easily scales to peak demands."SCS chose to run DB2 Universal Database on Linux, because of the cost advantage and the improved reliability and scalability. Anaconda's licensing arrangements with its league partners, such as Babe Ruth League, Men's Senior Baseball, and Boys and Girls Clubs, create large amounts of data. "We know that DB2 on Linux is scalable to four terabytes of RAM," says Nelson. "That makes it a perfect match for this type of business."Key ComponentsSoftwareIBM WebSphere CommerceIBM WebSphere Application ServerIBM DB2 Universal DatabaseRed Hat LinuxServersIBM BladeCenterIBM TotalStorage FAStT700 Storage ServerBusiness PartnersStrategic Computer Solutions, Inc.VeriSign, Inc. "We have the ability to control our destiny now. The tools and the bandwidth we need are available to us on demand, thanks to SCS and IBM." --Rob Meyer Out-of-the-box functionality accelerates development Exceeding even Anaconda's expectations for a rapid implementation, WebSphere Commerce provided the functionality to implement the site in just six weeks, according to Nelson. "Over 70 percent of the site came from the out-of-the-box functionality of WebSphere Commerce," he says. SCS also integrated the commerce engine with Anaconda's legacy inventory, warehouse and fulfillment systems, and with VeriSign for credit card validation and UPS for address validation. One of Anaconda's major goals was to be able to utilize the technology of the site to quickly create new special offers and branded sites for league customers. Using IBM WebSphere Commerce Accelerator, the powerful wizard-based tools framework included with WebSphere Commerce, the company can develop and publish new sites in as few as two days and program special offers, including rules-based discounts, in just hours. "With our former Web environment, it took us three to six weeks and cost thousands of dollars to implement new sites or even just changes. Now, we can collaborate with our marketing staff, focus on creating the most effective promotions and implement them within hours or days with no additional cost to us," says Meyer. Reducing fraudulent transactions Working with IBM business partner VeriSign, Inc., Anaconda used the VeriSign Fraud Protection Services to help securely and efficiently defend against fraud. Since installing the service, Anaconda hasn't lost a single dollar to bad debt. "Few solutions prove their results so quickly. Given the amount of fraud we had before, VeriSign's Fraud Protection Services has paid for itself over and over," says Meyer. Protecting the e-commerce investment with open standards Because WebSphere and DB2 software are based on open standards, Anaconda's new Web site is portable across platforms and can be integrated with other vendors' products. "We didn't want to be locked into a particular vendor's platform and are totally in agreement with IBM's roadmap for e-business on demand," says Meyer. "The best way for us to protect our investment is by using open standards. That's what SCS has done by using IBM components, and that's why we chose them."Right now, Anaconda's e-commerce investment is paying off handsomely. In its first three months of operation, the site posted a 20 percent increase in sales over the same period in the previous year, an amount that portends a high double-digit annual increase. "We project a 100 percent payback on our investment within a year," says Meyer. "What's particularly gratifying is the increase in league and school district customers with large orders. We're seeing $5,000 to $10,000 orders more frequently."The site is also experiencing a 67 percent increase in visitors, from 3,000 per day to 5,000 now. Since data re-entry is no longer necessary and complaints about the Web site's performance have ceased, Anaconda has been able to reassign two full-time personnel to more profitable marketing roles. And the company is also enjoying lower IT costs with a variable rate tied to usage. By hosting and managing the site, SCS has given Anaconda the invaluable ability to focus on expanding its presence in the marketplace.That presence is likely to grow as Anaconda's business staff has more time to focus on marketing efforts and can leverage the built-in, advanced features of WebSphere Commerce, such as campaigns, rules-based discounts and analytics. In the meantime, Anaconda knows it has the capability to drive its growth and meet the demand it creates, and has the tools it needs in WebSphere Commerce. "We have the ability to control our destiny now," says Meyer. "The tools and the bandwidth we need are available to us on demand, thanks to SCS and IBM."For more information Please contact your IBM sales representative or IBM Business Partner. Visit us at: ibm.com/websphere For more information about SCS, Inc., visit:For more information about VeriSign, visit:IBM Contact InfoSusan PatzwaldtSWG Customer Reference Program WebSphere | Business IntegrationTechnology Benefits:6-week development and implementation cycleScalability to handle 67% increase in unique visitorsNew hosted e-commerce solution integrated with back-end systems. Based on WebSphere Commerce, WebSphere Application Server and DB2.
33B2B Direct Sales Portals: Solution Snapshot B2B Direct Sales Portals provide 24/7 visibility and enhanced productivity that builds on traditional direct sales channels for midmarket WholesalersB2B Sales PortalTraditional ChannelsFace-to-faceCall centerFax
34WebSphere Commerce – Express: Delivering Key B2B Direct Sales Portal Capabilities Structured Processes Requisition listsDynamic Negotiations AuctionsPurchasing and Productivity toolsOrder Management, Customer SupportTargeted marketing to maximize online B2B purchasesProduct Location AidsGuided SearchParametric SearchAutomated cross-sell, up-sellBusiness ABusiness CBusiness BB2B Direct Sales PortalTHIN AND ERODING MARGINS (we’re helping to reduce your total cost of procurement!)Wholesalers are getting less profit because products being commoditized and need to reduce costs per transaction to keep up (e.g. costs me 10X more to do it offline than online)Increasing selling and general administrative expenses (Paul: where does it come in from a business point of view? Where do the costs come from and how will you reduce them? “how do you diff yourself? Why do customer buy form you today? From your competitors? What are they doing that you’re not? What is it that you’d like to do as a company that you’re not?”WebSphere Commerce provides an inexpensive online channel for selling and transactingNew class of buyers today are more savvy - they expect to get this online - will automatically go looking on web - they are looking for multiple ways of doing business – they expect it!Pain of competitors taking your business away…maybe due to new tehcnology available…Difficulty of measuring effectiveness of marketing campaignsWC Analyzer included in WebSphere Commerce can track effectiveness of online campaigns and promotions and give you the insight to quickly make adjustmentsDecreasing customer satisfactionPersonalization within WebSphere Commerce allows you to personalize the web experience and increase satisfactionDifficulty adapting to changing customer habitsWC Analyzer provides analytics that allow you to track online purchasing patterns to adapt to consumer habits in real timeIncreased costs of catalogs and direct mail pieces and increased cost of mailing… (combine w/ the notion of not knowing how effective their mktg campaigns… note: this is a later savings, not sold as up front…)e-Commerce sites can replace catalogs and s with links to that site can replace direct mail pieces.Help me find the groups that are NOT price-sensitive… fine-tune the pricing toSCMCUSTOMER VISBILITY!Do I have the right inventory in place? How am I doing in sales? Need headlights, analytics (what it does does is you’ve given visibility to customers because they know what you haveATP-type (make sure its defined) support helps a lot hereHRPeople costs are going up – WCE helps here by making them more efficient, reducing need for more people; self-service helps as well
35So…just what is keeping you up at night? Increasing competitive pressuresMargins – thin and erodingUnsettled economy (picking up again?)Unable to quickly react to market changesCustomer expectations increasingDistributors and resellers find us hard to do business withCurrent site hard to maintain & can’t meet emerging needsComplex, heterogeneous IT environmentCan’t integrate with and leverage key backend systemsLimited IT, business staff