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Well… do better business
HOW OPEN SOURCE PLATFORM CAN DRIVE
MORE B2B SALES AND CUSTOMER SATISFACTION
FLORENT SABOURIN
8 YEARS EXPERIENCE IN ECOMMERCE
MD SMILE BV
@SMILENEDERLAND
CONTACT.NL@SMILE.EU
CONSULTING
Project Framework
Audits / Benchmark
DIGITAL
UX
Ergonomics
Accessibility
Editorial Strategy
SEO
HOSTING
Hosting...
WHAT IS
Open Source
Open source code
Security &
Reliability
- No unwanted
code
- Transparency
- Reactivity on
bugfix creat...
Buyer / Business Owner
ONLINE B2B PLATFORM – WHAT IS AT STAKE ?
Business partners /
Press
• Corporate info &
news
• Financ...
A MODERN BUYER
Is using modern technologies (vs paper)
Is using all sources of information, official or not
Is used to B2C...
CONTENT MARKETING STRATEGY
To support the buyer’s journey
Identify a
problem /
need
Search for
solution
Define
criteria
Ta...
STORY ABOUT A PRODUCT
VS
PIM SOFTWARE + PRODUCT TEAM
MARKET OVERVIEW
PROPRIETARY SOFTWARE
Expensive license cost
Integration time is very long
Features and roadmap is dictated...
STORY ABOUT A PRODUCT
VS
OLDEST FORM OF E-BUSINESS
MACHINE TO MACHINE
EDI standard (ANSI, EDIFACT, TRADACOMS, XML) streamline order/invoice processes
87% of retail industry ...
WORLD OF API – FLEXIBILITY OF OPEN SOURCE
Independent opticians
Company purpose : supporting glasses
resellers
Mission : n...
EDI
Custom
processes
Digital Self Services
SUPPORT ALL KIND OF CLIENTS
Revenue
Number of clients
Cost per
transaction
DIGITAL SELF SERVICES YOU HAVE TO OFFER
Customer Branded area
 Customer logo and design
 Multiple user login management
...
DIGITAL SELF SERVICES YOU HAVE TO OFFER
Customer
Branded
area
Product
Service
Discovery
Order
management
Self service
Mult...
CRM Orders
PIM
DAM
Big Data Reporting
CMS
CRM Orders
PIM
DAM
Big Data Reporting
CMS
MIDDLEWARE
MIDDLEWARE
ERP WMS PLM
PIM/DAM CRM Order Mgr
BigData
Reporting
ESB
CMS
ESB
Source : chiefmartec.com
MobileTablets
Laptops
Store
terminal
“BEST IN CLASS” STRATEGY
SELECT OPEN SOURCE SOLUTIONS
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B2B Online: Florent Sabourin - Smile

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How open source platform can drive more B2B sales and customer satisfaction

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B2B Online: Florent Sabourin - Smile

  1. 1. Well… do better business HOW OPEN SOURCE PLATFORM CAN DRIVE MORE B2B SALES AND CUSTOMER SATISFACTION
  2. 2. FLORENT SABOURIN 8 YEARS EXPERIENCE IN ECOMMERCE MD SMILE BV @SMILENEDERLAND CONTACT.NL@SMILE.EU
  3. 3. CONSULTING Project Framework Audits / Benchmark DIGITAL UX Ergonomics Accessibility Editorial Strategy SEO HOSTING Hosting Corrective and upgrade Maintenance Support TRAINING Change management Intra and inter company training ENGINEERING Design Development Configuration A 360° SERVICE FOR YOUR PROJECTS DIGITAL E-BUSINESS COLLABORATIVE BUSINESS INFORMATION SYSTEM INFRASTRUCTURE Website Portal Mobile … E-commerce PIM … GED DAM Intranet … ESB / ETL ERP … Cloud … Cross-canal Hosting BI Leading European open source integrator SERVICES FOR DIGITAL TRANSFORMATION SMILE More than 20 More than 40 More than 69,5 YEARS EXPERIENCE IN OPEN SOURCE PARTNERS IN OPEN SOURCE MILLION € TURNOVER IN 2015 1000OPEN SOURCE Experts In EUROPE 15TEAM MEMBERS In MAARSEN THEY TRUST US :
  4. 4. WHAT IS Open Source Open source code Security & Reliability - No unwanted code - Transparency - Reactivity on bugfix creation Revertability - Your data is under control - Many integrators on the market Interoperability and modularity - Compatibility between platforms - Standard and modular interfaces Community and Corporate governance User friendly - Fierce competition according to the users themselves Sustainability - Strong community - Huge number of installations Innovation - UNLIMITED: anybody can participate - Essential to keep the community active TCO – Total Cost of Ownership No vendor lock-in
  5. 5. Buyer / Business Owner ONLINE B2B PLATFORM – WHAT IS AT STAKE ? Business partners / Press • Corporate info & news • Financial results • Experience • Value proposition Human Resources • Company info • Values • Workplace • Vacancies • Positions / career • Testimonies Prospects • Business Guidance • Problem solving content • Product/service information • References • Branding Contacts Application Catalog / contact Clients • Knowledge base • General support • Self service area • Product/service information • Feedback • 24/7 availability Support / order / CS
  6. 6. A MODERN BUYER Is using modern technologies (vs paper) Is using all sources of information, official or not Is used to B2C practice Is not always making the decision alone Is using all channels available Social networks Search engines Blogs Brand Website Account Based Marketing Nice User Interface Visual information Simple process
  7. 7. CONTENT MARKETING STRATEGY To support the buyer’s journey Identify a problem / need Search for solution Define criteria Take a decision • Whitepaper • Ebook • Guides • Market study • Analyst reports • Videos • Webcast • Demos • Expertise • Compare • Product information • Case study • Trial • Success stories • ROI / TCO analysis 50% of the decision process is made before any human interaction
  8. 8. STORY ABOUT A PRODUCT VS
  9. 9. PIM SOFTWARE + PRODUCT TEAM
  10. 10. MARKET OVERVIEW PROPRIETARY SOFTWARE Expensive license cost Integration time is very long Features and roadmap is dictated by the vendor OPEN SOURCE - PIMCORE This solution is very publication oriented, with CMS capabilities rather than pure PIM features. OPEN SOURCE - AKENEO User interfaces and features are very user friendly, enhancing contribution process. Akeneo project varies from 4 to 6 months. It is super connected to match your Information System requirement.
  11. 11. STORY ABOUT A PRODUCT VS
  12. 12. OLDEST FORM OF E-BUSINESS
  13. 13. MACHINE TO MACHINE EDI standard (ANSI, EDIFACT, TRADACOMS, XML) streamline order/invoice processes 87% of retail industry transactions, 30 yo technology
  14. 14. WORLD OF API – FLEXIBILITY OF OPEN SOURCE Independent opticians Company purpose : supporting glasses resellers Mission : negotiate catalog/price with suppliers, provide services to independents Open Source helped in : • Automating catalog update, purchase order processes • Easing the process of adding a supplier • Reporting of the business flows • Offering a B2B eshop for manual assortment, and purchase reports Ease relationship between suppliers and franchisee network Point of Sale Software Ecommerce website Supplier 1 Supplier 2 Supplier 3 Intermediaire Authentication Independents +3500 Suppliers +400 Million catalog items
  15. 15. EDI Custom processes Digital Self Services SUPPORT ALL KIND OF CLIENTS Revenue Number of clients Cost per transaction
  16. 16. DIGITAL SELF SERVICES YOU HAVE TO OFFER Customer Branded area  Customer logo and design  Multiple user login management  Registration process Product/Service discovery  Search  Custom catalog assortment and pricing  Shared or personal product listing Order management  Approval workflow  Request for Quotation  Scheduled Delivery  Quick order by Excel skus, or webform  RE-ordering process / automa  Multi-point delivery  Quota (order limit)  Payment options (invoice me Self service area - multichannel  Order tracking / GPS  Download documents  Multi-channel order history and export  Pivot table for self analysis Support  Personalized contact information  Online chat
  17. 17. DIGITAL SELF SERVICES YOU HAVE TO OFFER Customer Branded area Product Service Discovery Order management Self service Multi-channel Support
  18. 18. CRM Orders PIM DAM Big Data Reporting CMS
  19. 19. CRM Orders PIM DAM Big Data Reporting CMS MIDDLEWARE
  20. 20. MIDDLEWARE ERP WMS PLM
  21. 21. PIM/DAM CRM Order Mgr BigData Reporting ESB CMS
  22. 22. ESB Source : chiefmartec.com
  23. 23. MobileTablets Laptops Store terminal
  24. 24. “BEST IN CLASS” STRATEGY SELECT OPEN SOURCE SOLUTIONS

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