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® IBM Software Group © 2007 IBM Corporation WebSphere Commerce B2B Business Models.

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Presentation on theme: "® IBM Software Group © 2007 IBM Corporation WebSphere Commerce B2B Business Models."— Presentation transcript:

1 ® IBM Software Group © 2007 IBM Corporation WebSphere Commerce B2B Business Models

2 2 Market Message Business Models WebSphere Commerce B2B solution provides widest range of out-of- the-box Business Models to support all possible way to interact with customers using a single platform Business Processes to reduce total cost of doing business and improve customer/partner satisfaction by automating LOB processes Business Processes ElectronicsIndustrial EquipmentTelecom Industry Plays WebSphere Commerce Solution Strategy

3 WebSphere Commerce B2B Business Models 3 WebSphere Commerce B2B solution offers out-of-the-box support for wide range of business models and processes Marketing Catalog / Product Information Partner/ Channel Relationship Sales & Operations Service & Support WebSphere Commerce Platform Target-to- Engage Recruit-to- Monitor Source-to- Merchandise Quote-to- Cash Request-to- Resolve Simple B2B Business Models Complex LOB Business Processes/Activities B2B Direct Distributor Hosted Partners Value Chain WebSphere Commerce B2B Solution Framework ElectronicsIndustrial EquipmentTelecom

4 WebSphere Commerce B2B Business Models 4 Marketing Catalog / Product Information Partner/ Channel Relationship Sales & Operations Service & Support WebSphere Commerce Platform Target-to- Engage Recruit-to- Monitor Source-to- Merchandise Quote-to- Cash Request-to- Resolve Simple B2B Business Models Complex LOB Business Processes/Activities B2B Direct Distributor Hosted Partners Value Chain ElectronicsIndustrial EquipmentTelecom WebSphere Commerce B2B Solution Framework

5 WebSphere Commerce B2B Business Models 5 B2B Direct Scenario Single seller selling directly to customers or businesses Manufacturers selling directly to customers by eliminating the channel (e.g. ibm.com) Manufacturers selling production goods to another business Retailers selling non-production goods to business organizations (e.g. Staples Link) Challenges Managing unique contract for each organization Support for hierarchical roles that govern access and authority Operating multiple individual sites for multiple buyer organization Business Customer Manufacturer, Retailer Reseller, Dealer Consumer B2B Direct Selling Enterprise Accounts Direct to customer Direct to business

6 WebSphere Commerce B2B Business Models 6 B2B Direct – WebSphere Commerce Capabilities Catalog Management Contracts Member Management Extended Sites Key WebSphere Commerce Capabilities Multiple catalog hierarchies Product assortments Customized and contract-driven catalog view Contract-based pricing and policies Multiple contracts per customer Contract modeling tools for business managers Configurable, granular Business Policies Hierarchical roles govern access and authority Integrated workflow Individual, branded stores for each B2B customer Multiple storefronts on a single instance Manages over 1 million products Customer Examples* Customized, contract- driven catalog and pricing Buyer sites with roles-based pricing and approval authority Thousands of buyers sites customized for individual orgs *May not run this specific biz model

7 WebSphere Commerce B2B Business Models 7 Staples Supporting Diverse Contractual Relationships Challenge Supporting multiple customers buying under multiple contracts Individual buyers have differing levels of purchase authority Track site usage and online sales rates Solution 10,000+ buying organizations each see contract-specific pricing and policies Built-in approval workflow facilitates purchase authorization across multiple users at different organizational levels Benefits Over $1Billion (70%) of total B2B sales driven through site Site usage analysis enables Staples to continually enhance search engine performance Automated support for diverse policies, contracts, buyer roles on a single 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 WebSphere Commerce B2B Business Models 8 Distributor (Brokerage model) Scenario Value-added bridge between suppliers and customers Multiple manufacturers selling to hundreds of resellers via single distributor Challenges Streamline information delivery and transaction along the value chain Integrate with suppliers and resellers existing systems Selling through Distributor Manufacturers Distributor Resellers

9 WebSphere Commerce B2B Business Models 9 Distributor model – WebSphere Commerce Capabilities Guided Selling RFQ Order Management Collaboration & Workspaces Key WebSphere Commerce Capabilities Parametric Search (drill down on attributes) Sales Assistance (Q&A dialog) Side-by-side Comparison Solicit quotes for goods & services from interest list Create contract or create order Workflow for create, modify, approve, and submit Single source of order; integration with backend Order Splitting, ATP and Routing Transaction visibility across the channel Document sharing; Project management Threaded discussions Instant messaging Assisted Selling and configuration enhances ability to sell complex solutions Customer Examples* Improve response times and interaction costs with automated RFQ support Integration hub streamlines order processes real-time between ERP, suppliers, and customers Real-time collaboration between resellers and suppliers increase sales staff productivity by 37% *May not run this specific biz model

10 WebSphere Commerce B2B Business Models 10 Avnet enables Suppliers and Resellers to become On Demand Businesses Challenge Provide value-added bridge between suppliers and thousands of resellers A solution powerful yet flexible enough to integrate with all of suppliers and resellers existing business processes Solution Automate needs of resellers from lead generation, to proposal and quote design, all the way to closure Guided selling, automated information delivery, collaboration between suppliers & resellers, analytics and sense and respond capabilities Technology has enabled us to reach out and provide IT support for our resellers and our suppliersto lift them up and make them more competitive–Bill Chapman, CTO, Avnet Inc. Benefits ROI of 360% in first year 37% increase in sales staff productivity 82% reduction in resellers order cycle time; 85% reduction supplier cycle time 20% reduction in overall IT costs 58% of reseller orders fully automated from end to end

11 WebSphere Commerce B2B Business Models 11 Hosted Partners Scenario An enterprise selling through a network of partners Enterprise supports smaller partners by providing catalog and IT infrastructure to create a store-front Challenges Ability to onboard a new partner that does not have IT infrastructure Selectively share catalog while allowing partners to sell their own products Maintain consistent brand image and user experience while offering unique products tailored to specific set of customers Hosted Partners Manufacturer Partner/Reseller Network Channel Hosting

12 WebSphere Commerce B2B Business Models 12 National Accounts Scenario An enterprise selling to major customers through a network of partners Supporting dealers by providing catalog, Contract pricing, terms, and IT infrastructure to create a consistent national multi-dealer/distributor experience Challenges Onboarding National Accounts quicklywith specific Catalog views, prices and terms. Share customer specific catalog views Maintain consistent brand, terms and user experience while offering products specific to a set of customers Hosted Partners Manufacturer Partner/Reseller Network Catalog & Contract Hosting Business Customer

13 WebSphere Commerce B2B Business Models 13 Hosted Partners – WebSphere Commerce Capabilities Extended Sites Catalog Filters Campaigns & Promotions Key WebSphere Commerce Capabilities Deploy multiple partner storefronts on a single instance Central site administration with controlled access Share catalog and business assets across sites Deliver consistent brand experience while running site-specific campaigns and promotions Selectively share/filter catalog with partners Allow partners to add their own products Customer segmentation; targeted marketing Web and E-mail promotion, marketing experimentation 100s of individually managed sites while sharing a single checkout process Customer Examples* Distributors use filters to re-price manufacturers products to create their own catalog Use profiles and preferences, personal lists and targeted marketing to differentiate *May not run this specific biz model

14 WebSphere Commerce B2B Business Models 14 eFollett hosts hundreds of bookstores, enable shared and autonomous functionality from a single instance Challenge Redesign the retail platform to host and integrate with more than 900 campus stores Centrally manage storefronts while allowing partners to differentiate themselves Solution Leverage Extended Sites to share the same infrastructure to collectively serve more than 4 million students across North America Campaign and marketing tools deliver targeted content, advertising, and enhanced user experience Benefits Serves more than 4 million students across North America Single login and checkout process across all partner sites Cross-sells and feature products drive additional revenue Streamlined retail process (order-to- fulfillment) reduces maintenance costs Increased operational efficiency from automated back-office integration

15 WebSphere Commerce B2B Business Models 15 Value Chain Scenario A chain of enterprises that sell goods or services Multiple manufacturers selling through multiple distributors to end customers B2B2B or B2B2C Order handoff Marketplace hub Challenges Integrating various demand chain players on a single platform Ability to host distributors that do not have IT infrastructure Aggregating and filtering catalog from multiple manufacturers to display products tailored to individual customer Tiered Demand Chain Manufacturers Distributors Customers

16 WebSphere Commerce B2B Business Models 16 Value Chain – WebSphere Commerce Capabilities Catalog Management RFQ Order Management Channel Management Key WebSphere Commerce Capabilities Catalog sharing with downstream partners Sourcing from multiple upstream manufacturers Catalog filtering to support contracts Solicit quotes from multiple sources Multi-round negotiation Support for custom and made-to-order products Automate ordering process from quote-to-cash Order handoff (open/closed orders) to partners Transaction visibility across the channel Rapidly onboard new partners with Extended Sites Manage business relationship through Contracts Collaboration tools to boost productivity Integrate with multiple manufacturer catalogs and filter appropriately for end users Customer Examples* Reduced RFQ lead times from days to minutes Integration hub streamlines order processes real-time between ERP, suppliers, and customers Provides suppliers and resellers with real-time info to optimize decision-making *May not run this specific biz model

17 WebSphere Commerce B2B Business Models 17 Changing Inc Orchestrating the Demand Chain Challenge Provide online commerce capabilities for paper industry extended demand chain Minimize cost and additional workload to support new channel in demand chain Solution Integrated network connects manufacturers, distributors and customers Manufacturers and distributors can set and manage their own storefronts hosted in Changing Inc environment 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 line needed by demand chain Implemented using existing business partner Secured business with new customers even prior to launch Platform for building relationship, loyalty and improving revenues

18 WebSphere Commerce B2B Business Models 18 WebSphere Commerce B2B Business Models B2B Direct Distributor Hosted Partners Value Chain Selling directly to businesses or customers Catalog mgmt. Contracts Req. List Member mgmt. Extended Sites Bridge between suppliers and customers RFQ Guided Selling Configurator Order Mgmt. Workspaces Selling through a network of partners Extended Sites Catalog Filters Campaigns & Promotions Collaboration Tools Selling through a chain of enterprises Catalog mgmt. RFQ Order mgmt. Channel mgmt. Extended Sites Business Models WebSphere Commerce Capability Customer Examples

19 WebSphere Commerce B2B Business Models 19 Other B2B and Industry Plays in XLXL Link to Xtreme Leverage (XL): http://w3- 103.ibm.com/software/xl/portal/viewkitcontent?srcID=KP01&kitID=V227365O87155H39&contentID=Y957159X83272J32&contentType=component&content Title=Presentationshttp://w3- 103.ibm.com/software/xl/portal/viewkitcontent?srcID=KP01&kitID=V227365O87155H39&contentID=Y957159X83272J32&contentType=component&content Title=Presentations WC B2B Business Models WC Electronics Sales Play WC B2B Business Processes (Cross-Industry Sales Play) WC Telco Sales Play


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