1. Webinar The Forrester Wave™: B2B Commerce Suites, Q4 2013
Peter Sheldon, Principal Analyst
Andy Hoar, Senior Analyst
November 12, Call in at 12:55 p.m. Eastern time

2. Peter Sheldon Principal Analyst Serving eBusiness & Channel Strategy Professionals

3. Andy Hoar Senior Analyst Serving eBusiness & Channel Strategy Professionals

4. Agenda
B2B commerce in 2013
The Forrester Wave evaluation of leading B2B commerce suites
Q&A

5. Agenda
B2B commerce in 2013
The Forrester Wave evaluation of leading B2B commerce suites
Q&A

6. B2B commerce is growing quickly
B2B ONLINE REVENUE IN THE US ALREADY DWARFS B2C ONLINE REVENUE
Source: Forrester Research Online Retail Forecast, 2011 To 2016 (US); October 18, 2012, “Key Trends In B2B eCommerce For 2013” Forrester report

7. Twice as many companies believe B2B online will grow faster than B2B offline
“What do you expect your fastest-growing sales channel to be in the next year?”
Base: 353 B2B online companies around the world; Source: A commissioned study conducted by Forrester Research on behalf of hybris software

8. Supporting B2B customers online
Source: Q Global B2B eCommerce Portal Online Survey

9. Online-only customers are more active than offline-only customers+1
Add items to order
Order at a higher frequency
59%
56%
Base: 353 B2B online companies around the world; Source: A commissioned study conducted by Forrester Research on behalf of hybris software

10. Many B2B customers are only profitable through an online channel
56%
24%
Disagree
Agree
Base: 45 B2B eCommerce professionals; Source: Q Global B2B eCommerce Portal Online Survey

11. B2B customers want self-service tools
Research online
Buy on phone
Support online
Global
Global
Global
62%
51%
58%
Base: 353 B2B online companies around the world; Source: A commissioned study conducted by Forrester Research on behalf of hybris software

12. Most B2B firms are eCommerce novices
Source: June 21, 2012, “Evaluating Your B2B eCommerce Development” Forrester report

13. B2B commerce professionals speak
“We’re just now moving beyond brochureware.”
Director of business strategy, distributer
“We’re still convincing people in our own company about the value of selling online.”
Director of eBusiness, distributer
Greenhorn
Source: June 21, 2012, “Evaluating Your B2B eCommerce Development” Forrester report

14. B2B commerce professionals speak
“With companies increasingly delegating power to end users, we feel well-positioned to capture those customers, as we talk to end users, too.”
Director of eBusiness, multichannel company
“Whereas before we had a tough relationship with sales, we work cooperatively with them now.”
Director of eBusiness, multichannel company)
Practitioner
Source: June 21, 2012, “Evaluating Your B2B eCommerce Development” Forrester report

15. The majority of B2B customers use mobile devices to research and buy products online
Base: 353 B2B online companies around the world; Source: A commissioned study conducted by Forrester Research on behalf of hybris software

16. Mobile will represent 26% by 2016
2011
2016
Source: Cisco Visual Networking Index May 2012

17. Agenda
B2B commerce in 2013
The Forrester Wave evaluation of leading B2B commerce suites
Q&A

18. What makes B2B online commerce requirements unique?
Distinct commerce feature sets:
Quotes
Complex pricing lists
Guided selling
Bulk order entry
Dealer management
Account, contract, and budget management
A strong emphasis on PCM, WCM, and OMS capabilities

19. Vendor information and selection criteria
Source: October 7, 2013, “Forrester Wave™: B2B Commerce Suites, Q4 2013” Forrester report

20. Forrester Wave™: B2B Commerce Suites, Q4 2013
Source: October 7, 2013, “Forrester Wave: B2B Commerce Suites, Q4 2013” Forrester report

21. Other B2B commerce suite vendors to consider
B2C-focused solutions with more limited B2B commerce capabilities or clients:
Demandware, Digital River, eBay Enterprise, JDA Software, Magento, and Micros Retail
Digital- or media-focused solutions:
Avangate, cleverbridge, Digital River, and Elastic Path Software
Midmarket-focused B2B solutions:
Bridgeline Digital, EPiServer, and ShopVisible
Configure, price, quote (CPQ) or sales force enablement vendors:
 BigMachines and Cameleon Software

22. Andy Hoar
Peter Sheldon