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Today’s Presenters
2
Andy Hoar
Principal Analyst
Ben Allen
Sr. Director, Sales and Marketing
Raymond Juarez
Apttus Practic...
3
• Submit your questions in the Q&A panel throughout the presentation and we will answer
them in the Q&A session at the e...
© 2015 Forrester Research, Inc. Reproduction Prohibited 4
CHALLENGE THINKING. LEAD CHANGE
© 2015 Forrester Research, Inc. Reproduction Prohibited 5
© 2015 Forrester Research, Inc. Reproduction Prohibited 6
© 2015 Forrester Research, Inc. Reproduction Prohibited 7
© 2015 Forrester Research, Inc. Reproduction Prohibited 8
State of B2B eCommerce
© 2015 Forrester Research, Inc. Reproduction Prohibited 9
US B2B eCommerce: $1.1T By 2020
$480B
$1.1T
© 2015 Forrester Research, Inc. Reproduction Prohibited 10
Maturity
© 2015 Forrester Research, Inc. Reproduction Prohibited 11
B2B Buying Process
© 2015 Forrester Research, Inc. Reproduction Prohibited 12
B2B buyers already use the web to
research products
“What perce...
© 2015 Forrester Research, Inc. Reproduction Prohibited 13
B2B Buyers Expect To Buy More Online
Source: Q4 2015 Forrester/...
© 2015 Forrester Research, Inc. Reproduction Prohibited 14
Drivers for channel shift
33%
21%
12%
11%
9%
4%
3%
3%
4%
1%
Mor...
© 2015 Forrester Research, Inc. Reproduction Prohibited 15
Evolving Ecosystem
Traditional B2B Ecosystem (e.g. Dri-Eaz Industrial Dehumidifier)
Offline
Dist
Brand
Manu
Buyers
Production
Distribution
Co...
Production
Distribution
Consumption
B2C
Offline
B2C
Online
B2B Online
Pure Play
Dist
New B2B Ecosystem
© 2014 Forrester Research, Inc. Reproduction Prohibited 19
Base: 117 B2B eBusiness professionals
Source: Forrester/Interne...
© 2013 Forrester Research, Inc. Reproduction Prohibited 20
© 2015 Forrester Research, Inc. Reproduction Prohibited 21
B2B Online
Andy Hoar
May 12, 2015
© 2015 Forrester Research, Inc. Reproduction Prohibited 22
B2B Online
Andy Hoar
May 12, 2015
© 2015 Forrester Research, Inc. Reproduction Prohibited 23
B2B Online
Andy Hoar
May 12, 2015
forrester.com
Thank you
Andy Hoar
Principal Analyst
ahoar@forrester.com
@andyhoar1
Global leader in mailing solutions and a major player in digital communications and shipping services
The Challenge: Creat...
26
• Consolidate disparate entities: different systems and business processes
throughout organization
• Transform Neopost ...
Solution: Engage With A Business Partner To Deliver E-Commerce
32
#FastIsTheNewBig
Solution: Leverage Salesforce and Apttus Investments
in a Single, Consolidated Platform
33
29
Neopost USA: The Results
• A uniform customer experience
• Modern, scalable E-Commerce solution for easy-
to-expand pro...
30
Percent of B2B buyers say
they would rather buy
online
Percent of B2B firms that
actively sell
online
93% 25%
Source: F...
CONFIGURATION
COMPATIBILITY
UPGRADES
BUNDLES
SOLUTION SALES
SUBSCRIPTIONS
CONTRACT PRICING
CHANNEL TIERS
Historical Barrie...
Salesforce as the Foundation for Multi-Channel Commerce
Rapid Cloud Deployment
On World’s #1 Platform
Single Source of Tru...
Panel Discussion
33
Andy Hoar
Principal Analyst
Ben Allen
Sr. Director, Sales and Marketing
Raymond Juarez
Apttus Practice...
Implementation & Adoption
#FastIsTheNewBig
34
Communities
#FastIsTheNewBig
35
Critical Success Factors
#FastIsTheNewBig
36
Getting Started
#FastIsTheNewBig
37
How to Scale your
Selling Strategy
#FastIsTheNewBig
38
Q&A
39
Andy Hoar
Principal Analyst
Ben Allen
Sr. Director, Sales and Marketing
Michael Stone
SVP Marketing, Community Clou...
Thank You
#FastIsTheNewBig
40
Fast Is The New Big: Turbocharged E-Commerce on Salesforce
Fast Is The New Big: Turbocharged E-Commerce on Salesforce
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Fast Is The New Big: Turbocharged E-Commerce on Salesforce

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Apttus, Salesforce and a panel of experts shared how you can deliver customer and channel-specific solutions through best-in-class E-Commerce built 100% on the Salesforce Platform.


In this slide deck, learn:

-How companies with E-Commerce-first strategies are changing the B2B and B2C landscape

-How Neopost, a global manufacturer, boosted revenues through B2B E-Commerce

-How companies harness the power of Salesforce to bring agility to the $1 trillion E-Commerce market

-Actionable steps

Published in: Business
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Fast Is The New Big: Turbocharged E-Commerce on Salesforce

  1. 1. Today’s Presenters 2 Andy Hoar Principal Analyst Ben Allen Sr. Director, Sales and Marketing Raymond Juarez Apttus Practice Lead Michael Stone SVP Marketing, Community Cloud Steve Rakoczy SVP, Operations and IT #FastIsTheNewBig
  2. 2. 3 • Submit your questions in the Q&A panel throughout the presentation and we will answer them in the Q&A session at the end • If at any time you experience issues not seeing the slides change or hearing audio, refresh your browser by pressing F5 • Any technical problems can also be submitted in the Q&A Panel • The recording will be sent to all participants post event • Take part in the conversation on Twitter using #FastIsTheNewBig Housekeeping #FastIsTheNewBig
  3. 3. © 2015 Forrester Research, Inc. Reproduction Prohibited 4 CHALLENGE THINKING. LEAD CHANGE
  4. 4. © 2015 Forrester Research, Inc. Reproduction Prohibited 5
  5. 5. © 2015 Forrester Research, Inc. Reproduction Prohibited 6
  6. 6. © 2015 Forrester Research, Inc. Reproduction Prohibited 7
  7. 7. © 2015 Forrester Research, Inc. Reproduction Prohibited 8 State of B2B eCommerce
  8. 8. © 2015 Forrester Research, Inc. Reproduction Prohibited 9 US B2B eCommerce: $1.1T By 2020 $480B $1.1T
  9. 9. © 2015 Forrester Research, Inc. Reproduction Prohibited 10 Maturity
  10. 10. © 2015 Forrester Research, Inc. Reproduction Prohibited 11 B2B Buying Process
  11. 11. © 2015 Forrester Research, Inc. Reproduction Prohibited 12 B2B buyers already use the web to research products “What percentage of your purchases for work do you typically research ONLINE before you purchase OFFLINE?” 63% research half or more of their work purchases online Base: 158 B2B buyers Source: Q4 2015 Forrester/Internet Retailer B2B Buy-Side Survey
  12. 12. © 2015 Forrester Research, Inc. Reproduction Prohibited 13 B2B Buyers Expect To Buy More Online Source: Q4 2015 Forrester/Internet Retailer B2B Buy-Side Survey 2015 2018 “What percentage of your purchases for work do you make online today?” “What percentage of your purchases for work do you expect to be making online in 3 years?” 32% make half or more of their work purchases online 53% expect to make half or more of their work purchases online in 3 years Base: 162 B2B buyers (not all responses shown)
  13. 13. © 2015 Forrester Research, Inc. Reproduction Prohibited 14 Drivers for channel shift 33% 21% 12% 11% 9% 4% 3% 3% 4% 1% More convenient since online sites are open 24 hours a day Faster process Get more and better information about products and… Save money because get lower prices online Easier to track purchases for record-keeping purposes Minimize interaction with sales representatives Management requires that I buy this way We have not done this Other Don't know “What is your chief reason for shifting more work purchases online from offline?” Base: 140 B2B online buyers Source: Q4 2015 Forrester/Internet Retailer B2B Buy-Side Survey
  14. 14. © 2015 Forrester Research, Inc. Reproduction Prohibited 15 Evolving Ecosystem
  15. 15. Traditional B2B Ecosystem (e.g. Dri-Eaz Industrial Dehumidifier) Offline Dist Brand Manu Buyers Production Distribution Consumption
  16. 16. Production Distribution Consumption B2C Offline B2C Online B2B Online Pure Play Dist New B2B Ecosystem
  17. 17. © 2014 Forrester Research, Inc. Reproduction Prohibited 19 Base: 117 B2B eBusiness professionals Source: Forrester/Internet Retailer Q2 2015 Global B2B Sell-Side Survey In the next 18 months, 45% of B2B eCommerce professionals will change or upgrade their B2B eCommerce platform technology solution
  18. 18. © 2013 Forrester Research, Inc. Reproduction Prohibited 20
  19. 19. © 2015 Forrester Research, Inc. Reproduction Prohibited 21 B2B Online Andy Hoar May 12, 2015
  20. 20. © 2015 Forrester Research, Inc. Reproduction Prohibited 22 B2B Online Andy Hoar May 12, 2015
  21. 21. © 2015 Forrester Research, Inc. Reproduction Prohibited 23 B2B Online Andy Hoar May 12, 2015
  22. 22. forrester.com Thank you Andy Hoar Principal Analyst ahoar@forrester.com @andyhoar1
  23. 23. Global leader in mailing solutions and a major player in digital communications and shipping services The Challenge: Create a multi-channel tool to offer a seamless experience for customers The Results: A customizable UI and storefront integrated to one product catalog for all customer interactions and globally scaled multi-channel sales with mobile support "Neopost USA has two simple goals – improve customer experience and build long-term loyalty. The Apttus E-Commerce platform allows us to leverage our Salesforce and Apttus CPQ investments in a single, integrated solution. Customers enjoy a uniformly superior experience in the format they prefer – a conversation with a sales professional or a self-service option on MyNeopost.com." Steve Rakoczy, SVP Operations & IT, Neopost USA 30
  24. 24. 26 • Consolidate disparate entities: different systems and business processes throughout organization • Transform Neopost USA: to focus on technical-based business communications and shipping solutions to remain competitive and profitable Neopost USA: The Challenge #FastIsTheNewBig
  25. 25. Solution: Engage With A Business Partner To Deliver E-Commerce 32 #FastIsTheNewBig
  26. 26. Solution: Leverage Salesforce and Apttus Investments in a Single, Consolidated Platform 33
  27. 27. 29 Neopost USA: The Results • A uniform customer experience • Modern, scalable E-Commerce solution for easy- to-expand product offers • Improved productivity and order accuracy • Elimination of redundant E-Commerce platforms + #FastIsTheNewBig
  28. 28. 30 Percent of B2B buyers say they would rather buy online Percent of B2B firms that actively sell online 93% 25% Source: Forrester, April 13, 2015 Are You Selling Where Your Customers Are Buying? #FastIsTheNewBig
  29. 29. CONFIGURATION COMPATIBILITY UPGRADES BUNDLES SOLUTION SALES SUBSCRIPTIONS CONTRACT PRICING CHANNEL TIERS Historical Barriers to B2B E-Commerce Are Being Removed 36 #FastIsTheNewBig
  30. 30. Salesforce as the Foundation for Multi-Channel Commerce Rapid Cloud Deployment On World’s #1 Platform Single Source of Truth For Customers, Products & Pricing Communities Enable Direct Collaboration with Customers & Partners Nimble Salesforce Administration Enables Rapid Response Mobile & Global on Day 1 Established Integration Frameworks for ERP, Tax, Payments & More 37 #FastIsTheNewBig
  31. 31. Panel Discussion 33 Andy Hoar Principal Analyst Ben Allen Sr. Director, Sales and Marketing Raymond Juarez Apttus Practice Lead Michael Stone SVP Marketing, Community Cloud Steve Rakoczy SVP, Operations and IT #FastIsTheNewBig
  32. 32. Implementation & Adoption #FastIsTheNewBig 34
  33. 33. Communities #FastIsTheNewBig 35
  34. 34. Critical Success Factors #FastIsTheNewBig 36
  35. 35. Getting Started #FastIsTheNewBig 37
  36. 36. How to Scale your Selling Strategy #FastIsTheNewBig 38
  37. 37. Q&A 39 Andy Hoar Principal Analyst Ben Allen Sr. Director, Sales and Marketing Michael Stone SVP Marketing, Community Cloud Steve Rakoczy SVP, Operations and IT #FastIsTheNewBig Raymond Juarez Apttus Practice Lead
  38. 38. Thank You #FastIsTheNewBig 40

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