This session focuses on the importance of an e-commerce strategy and team. Help your company flourish by shifting from operationally focused e-commerce to customer-centric digital commerce. Gain insights from leading supplier customers. Learn what it takes to build the foundation to transform your company. Find out how these companies provide customer value with e-commerce.

1. PUBLIC
Allan Cruz, IBM; Nick Molloy, RS Components
August 23, 2017
Bridging the Gap Between Business and IT:
Embedding E-Commerce into Your Company

2. Allan Cruz
Solution Consultant Private Digital Commerce
IBM Digital Business Group
Selling e-Commerce to Your
Leadership Using Client-Centric
Design Thinking Techniques

3. IBM and SAP Ariba solutions
Started in 2000 when our first clients approached us
Initially focused on non-catalog and invoice, then
catalog and order response came later
• Began true integration in 2005 with PCs and Intel Servers
• However, now we do not have as many physical products,
so we’re re-engineering our approach
3
Supporting more than 150 unique clients
Processing more than 30,000 documents
Over $5B per year of spend
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40
60
80
100
120
140
160
180
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1,000
2,000
3,000
4,000
5,000
6,000
00 01 02 03 04 05 06 07 08 09 10 11 12 13 14 15 16
PO $M Clients Docs (K)

4. Selling e-commerce to your leadership using client-centric Design Thinking techniques
An approach for leaders to guide their teams to achieve
market outcomes
An approach for project teams (business, design, & technology)
to develop exemplary solutions
An approach to transform companies into becoming client-
centeredIBM Design Thinking Framework

5. Invest for client outcomes
By framing your case around the client, you ensure that
you will deliver capability your client will value and use.
“As a Buyer, I need to execute and manage my purchasing
within our Ariba S2P system, so that I can reduce costs and
control spend.”
“As an end-user at ZYX Co, I need to select my products
from a pre-defined catalog so I can save time for myself
and my company’s money.”
“As an AP rep, I need to receive electronic invoices so I can
reconcile payments automatically and optimize my
DPO.”
Empathy Map

6. Envision the User Experience
As-Is Scenario or Client Journey Mapping can reveal the pain points in the current client
journey and identify focus areas for improvement
Group common and related ideas
Look for opportunities which are
high-impact and highly feasible
Engage Sponsor Users
Feasibility
Impact

7. Collaborate, Align, Engage!
However, everyone on the team knows something
about your customer
Radical Collaboration means that all key stakeholders
participate from the beginning
Include Sponsor Users in your effort on an ongoing
basis
Keep the focus on the client outcome and value to be
delivered – this keeps everyone aligned on the same
goal
Don’t be afraid of crazy ideas. You may not use them,
but they will help you in the end.

8. In conclusion
Design Thinking puts the client at the center of everything you do, but it’s a
continuous effort, not a one-time deal
Cross-functional teams help you to better understand the different dimensions of
your client
Including the client (Sponsor User) in your planning might sound scary, but it will
help you deliver a better solution in the end
Regularly review your progress with stakeholders and sponsor users to ensure
alignment on the goal
design.ibm.com

9. Thank you

10. Creating Time
For You To
Focus On What
Matters

11. ONE MILLION
CUSTOMERS
WORLDWIDE
MULTI-AWARD
WINNING
DISTRIBUTOR
FTSE 250
COMPANY
6,200
EMPLOYEES
80 YEARS AS A
HIGH SERVICE
LEVEL
DISTRIBUTROR
Electrocomponents Overview
2,500
SUPPLIERS
44,000 SHIPMENTS
DAILY
EXPORTING
CAPABILITIES
PROCUREMENT
SOLUTIONS
500,000
PRODUCTS
Best in Class Service and Delivery Capability
£1.29 BN IN 2016
GLOBAL
REVENUE
Our Brands Global Reach
Countries with operations: 32
Global network of distribution centres
1million+ customers in over 80 countries
Global Reach
01 RS Components

12. Customer Challenges
STAKEHOLDERS
COMPLEXITY
PRODUCTIVITY
TOTAL COST
OF OWNERSHIP
Health&Safety
Compliance
Spot
Buying
Working
Capital
Maintenance
Costs
Energy
Costs
Environment &
Sustainability
Technical
Support
Product
Warranty
Contract
Compliance
Inventory
Optimisation
Asset
Downtime
Budget
Control
Training
Innovation
Asset
Management
Supplier
Compliance
Equipment
Calibration
Inventory
Obsolescence
Carriage &
Delivery Costs
Purchasing
Process Costs
Purchasing
Leverage
Equipment
Effectiveness
Find & Order
Products
02 RS Components

13. 03 RS Components

14. With a growing need for information & knowledge, our award winning digital
presence offers you…
04 RS Components
Our Digital Presence

15. Our solutions help you to create an efficient process whilst providing the
information to manage procurement as effectively as possible
05 RS Components
Order Management eProcurement
A web-based order
management tool
PurchasingManager™
Integrated into your own
eProcurement system
Punch-out
Fast and secure ordering
eOrdering
Paperless solution
eInvoicing
Our experts provide
full support for your
implementation

16. Whether you use SAP, Oracle, SAP Ariba or any other eProcurement module, we
can configure to your requirements
06 RS Components
Punch-Out
Save
Time
• Provides access
• Returns products
• Increase efficiency
• Improves spend control
• Supports contract compliance
Streamline Process
eProcurement
Gain Visibility
Secure
Save Time
Gain
Control
Customisable
Cut Costs

17. • Eliminates paper
• Secure and error free
• Physical archiving
• Response
• processed accurately
eOrdering eliminates paper whilst providing a full audit trail of your orders
07 RS Components
eOrdering
Process
Transparency
Save
Time
Reduce
Paper
eMessaging
eOrdering

18. In conjunction with Punch-Out and eOrdering you can quickly & easily reconcile
invoices electronically
08 RS Components
eInvoicing
• Authenticated
• Eliminates
• Provides
• Improved
Streamline
Process
Save
Time
Reduce Errors
eInvoicing
Reduce
Paper

19. Customers understand the dynamic of ‘total cost of procurement’ and are utilising
digital technology to consolidate spend & P2P processes to fewer suppliers
09 RS Components

20. Thank You
10 RS Components

21. 21PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
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