Thought Leadership Portals: Drive for Transparency NAW Large Company Technology Networking Conference June 17, 2008 NAW Large Company Technology Networking Conference June 17, 2008

“A portal enables business users, either internally or externally, to access any information object without having to know its location, format or access methods.” Broadly Defined

Enhancing customer relationships –Defining new value proposition –Providing self service solutions Optimizing availability of information Aligning strategy between engaged parties Leveraging technology to gain cost advantage Portals Exist for Different Reasons

Drivers of World Class Commerce…

The Customer Promise…

“Of the companies that are building mature business-to-business (B2B) relationships with trading partners, 61% have increased revenue and improved the shopper experience. It’s no wonder the average planned spending on B2B to support demand networks is increasing 21%.”

“Grainger's Web site provides customers an electronic solution that is unmatched in the industry and complements our local branch network, our catalog, and phone service,” said Pat Davidson, senior vice president of customer service. “In 2005, we are expecting customers to purchase almost $750 million of products through this vital channel.”

“While attendees raised high-hype topics like blogs and social marketing, we find that most B2B marketers improve marketing's value when they focus on increasing their alignment with sales, integrating their marketing programs, and improving the quality of their results.”

Average Sales Increase

Use of Web for Business

Pick a category to begin your journey –If you try to do them all, you’ll fail Pick a technology platform that will support your end game strategy Begin defining and realigning internal resources and assets –Ensure that your infrastructure is up to the task Better outdated than outmanned Starting Point

Focused on internal audience –Employee portal –Shareholder portal Focused on external audience –Customer portal –Supplier portal –Partner portal Types of Portals in Wholesale

Employee Portals Help companies: –Reduce their cost of doing business –Boost workforce productivity –Deliver training when and where it is needed most –Deliver timely information and alerts to the desktop Types of functionality usually found: – , calendar, and time/expense – all-in-one quick access via easy to use interface –HR self-service – easy access to up-to-date benefits and 401K details –Company communications – reach those in the office and in the field –Workflow management – including job tasks, alerts, and performance metrics –Virtual project team rooms – collaborate and share documents and ideas more efficiently

Customer Portals Drive value creation by: –Create more lucrative exchanges –Allowing customers to feel more in control –Helping companies attract loyal, repeat customers. Typical features: –Account access – anytime, any day tracking and research –Marketing campaigns – ideal vehicle for advertising and public relations messaging –Online customer service – provide interactive dialogue with new/existing customers –Order & payment processing – easy and quick transactions boost customer loyalty –Product/service offers – push out announcements, alerts, and updates

Supplier Portals Work collaboratively with your suppliers to: –Improve effectiveness despite complexity –Improve supply chain integration through Supplier self-service Demand forecasting and planning Business event-triggered automated alerts Typical uses include: –Collaborative initiatives – knowledge sharing through forums, web casts, and net meetings –Dynamic auctioning/bidding – shortens negotiations and time to market –eProcurement & logistics support – resolving issues before or when they occur –Information & announcements – mutually accessible Business Intelligence –Supplier performance metrics – is your supplier meeting or exceeding expectations

Partner Portals Enhancing relationships with key partners –Providing personalized interaction with partners Coordinating mutual marketing activities Integrating key elements of operational control Keeping both sides up to date on sales activities Key features usually found: –Anytime, anywhere – multi-channel access to incorporate mobility applications –Central repository – unification technology for managing unstructured information –Collaboration forums – customized platforms and decision-support systems for sharing intelligence –Co-marketing programs – offers operational and market-facing transparency –Document collaboration – including product catalogs, sales collateral, planning materials

Gartner’s View of the Portal Market

SharePoint is the Market Leader

Commerce vs. Content

Build vs. Buy??

Content is the Holy Grail

Top Actions to Insure Clean Data

Questions?