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Tendencias Ecommerce B2B 2019 - Pablo Renaud - Evento #EcommB2B

Pablo Renaud
Pablo Renaud
Pablo RenaudEcommerce Jedi | Head of Online Strategy at Ebolution

Presentación sobre tendencias en ecommerce B2B en España y resto de Europa para 2019, realizada por Pablo Renaud de Ebolution en el evento #EcommB2B de Madrid el 7 de febrero de 2019. Este evento pertenece a la serie de eventos #EcommerceRevolution que están organizando BRAINSINS, DOOFINDER y ORACLE por toda la geografía española durante este año 2019. El ecommerce B2B mueve cada año muchísimo más dinero que el comercio online hacia particulares (B2C). Sin embargo el proceso de digitalización del comercio ha estado centrado, hasta ahora, mayoritariamente en el eCommerce B2C dejando un poco de lado la gran oportunidad que supone la transformación digital de los procesos de venta de productos entre empresas. Pero esto está cambiando a pasos agigantados. En Estados Unidos el eCommerce B2B ya muestra un volumen muy superior al eCommerce B2C debido a las grandes inversiones en digitalización del comercio entre empresas de los últimos 5 años. Y una de las grandes empresas a nivel mundial, como es Alibaba, es un marketplace centrado en la venta B2B, lo que deja clara la relevancia de este mercado. En este evento nos centraremos en las claves a seguir para desarrollar un modelo de venta online de éxito en el entorno B2B y para ello contaremos con una charla inspiradora que nos hará entender el contexto actual del eCommerce B2B y varios casos de éxito que nos explicarán con detalle los pasos que han seguido nuestros ponentes para conseguir lanzar su modelo de venta online B2B con éxito.

Tendencias Ecommerce B2B 2019 - Pablo Renaud - Evento #EcommB2B

1 of 103
#ecommB2B
QUÉ OS VOY A CONTAR
#ecommB2B | Pablo Renaud
QUÉ OS VOY A
CONTAR
CONTEXTO / OPORTUNIDADES
TENDENCIAS
EJEMPLOS
CONCLUSIONES
#ecommB2B | Pablo Renaud
TEST DE CONOCIMIENTOS
Tendencias Ecommerce B2B 2019 - Pablo Renaud - Evento #EcommB2B
Tendencias Ecommerce B2B 2019 - Pablo Renaud - Evento #EcommB2B
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Tendencias Ecommerce B2B 2019 - Pablo Renaud - Evento #EcommB2B

  • 2. QUÉ OS VOY A CONTAR #ecommB2B | Pablo Renaud
  • 3. QUÉ OS VOY A CONTAR CONTEXTO / OPORTUNIDADES TENDENCIAS EJEMPLOS CONCLUSIONES #ecommB2B | Pablo Renaud
  • 12. #ecommB2B | Pablo Renaud EVOLUCIÓN
  • 13. #ecommB2B | Pablo Renaud EVOLUCIÓN 2000
  • 14. #ecommB2B | Pablo Renaud EVOLUCIÓN 2019
  • 15. #ecommB2B | Pablo Renaud EVOLUCIÓN 2000 2019 Mi primer proyecto ecommerce B2B
  • 16. #ecommB2B | Pablo Renaud EVOLUCIÓN 2000 2019 DIA D 6 MAR 2000 Mi primer proyecto ecommerce B2B SECTOR FARMA
  • 17. #ecommB2B | Pablo Renaud EVOLUCIÓN 2000 2019 DIA D 6 MAR 2000 DIA D+1 CIERRE DEL PROYECTO
  • 20. #ecommB2B | Pablo Renaudhttps://www.ebolution.com
  • 21. ¿PREGUNTAS? •Ronda de Q&A •Usar #ecommB2B  Mesa redonda #ecommB2B | Pablo Renaud
  • 23. B2C B2B Un comprador Un conjunto de decisores Precios fijos * Precios para cada cliente Pago al momento Esquemas complejos de pago, crédito Stock disponible, rápido Planificación de suministro Compras de baja frecuencia Compra recurrente, planificada Poca fidelidad Relaciones a largo plazo Impulso, gusto, deseo Parte del trabajo El consumidor es el que compra Acuerdos entre empresas, múltiples roles Proceso de pedido simple Proceso de pedido complejo Catálogos simples Catálogos amplios/complejos
  • 24. Statista. Global B2B e-commerce gross merchandise volume (GMV) from 2013 to 2017, by region (in billion U.S. dollars). Accessed February 6, 2019. Available from https://www.statista.com/statistics/705614/global-b2b-e-commerce-gmv-región/
  • 28. #ecommB2B | Pablo Renaud 9.7% 10.4% 11% 11.5% 12% 12.6% 13.1% 0.0% 2.0% 4.0% 6.0% 8.0% 10.0% 12.0% 14.0% 2015 2016* 2017* 2018* 2019* 2020* 2021* Shareofsales E-commerce share of total B2B sales in the United States from 2015 to 2021 Share of U.S. B2B sales via e-commerce 2016-2021
  • 29. #ecommB2B | Pablo Renaud 84% 16% 79% 21% 0.0% 10.0% 20.0% 30.0% 40.0% 50.0% 60.0% 70.0% 80.0% 90.0% Yes No Shareofrespondents Distributors Manufacturers B2B professionals in the United States who expect to spend more on e-commerce in 2019 U.S. B2B professionals who expect to spend more on e-commerce in 2019
  • 30. #ecommB2B | Pablo Renaud 2.7% 59.5% 29.7% 2.7% 5.4% 0.0% 10.0% 20.0% 30.0% 40.0% 50.0% 60.0% 70.0% 0-1 2-3 4-7 8-10 More than 10 Shareofrespondents Number of B2B sites researched prior to making a purchase according to B2B buyers in the United States as of 1st quarter 2018 B2B sites researched prior to purchasing according to U.S. buyers 2018
  • 31. #ecommB2B | Pablo Renaud 27.3% 9.1% 0% 9.1% 0% 0% 9.1% 0% 18.2% 27.3% 0.0% 5.0% 10.0% 15.0% 20.0% 25.0% 30.0% 1-10% 11-20% 21-30% 31-40% 41-50% 51-60% 61-70% 71-80% 81-90% 91-100% PercentageofsalesWhat percentage of sales do you currently transact through your e-commerce channel? Share of U.S. B2B sales transacted through e-commerce channel 2017
  • 36. #ecommB2B | Pablo Renaud 35% 20% 15% 30% 0.0% 5.0% 10.0% 15.0% 20.0% 25.0% 30.0% 35.0% 40.0% Six months or less 6 months to 1 year 1 year to 2 years No plans to launch Share of respondents How soon will manufacturers in the United States without a B2B website build one? Plans for B2B e-commerce website according to U.S. manufacturers 2018
  • 37. #ecommB2B | Pablo Renaud 78.4% 36.5% 28.4% 24.3% 16.6% 0.0% 10.0% 20.0% 30.0% 40.0% 50.0% 60.0% 70.0% 80.0% 90.0% Amazon Business Alibaba ThomasNet Global sources Wholesale Central Share of respondents B2B marketplaces used to research and purchase B2B products according to corporate buyers in the United States as of June 2018 Marketplaces used by U.S. B2B buyers to research & purchase products 2018
  • 41. #ecommB2B | Pablo Renaud https://www.thomasnet.com/
  • 43. #ecommB2B | Pablo Renaud FABRICANTES CHINOS VERIFICADOS
  • 50. #ecommB2B | Pablo Renaud Consolidación de marketplaces B2B verticales *Canales indirectos TENDENCIAS
  • 51. #ecommB2B | Pablo Renaud TENDENCIAS Frente a los grandes marketplaces generalistas, aparecen los marketplaces verticales B2B, impulsados por los diferentes actores de la cadena de valor de la distribución.
  • 52. #ecommB2B | Pablo Renaud TENDENCIAS
  • 53. #ecommB2B | Pablo Renaud TENDENCIAS #ecommB2B | Pablo Renaud TENDENCIAS
  • 54. #ecommB2B | Pablo Renaud TENDENCIAS
  • 55. #ecommB2B | Pablo Renaud TENDENCIAS
  • 56. #ecommB2B | Pablo Renaud TENDENCIAS
  • 59. #ecommB2B | Pablo Renaud TENDENCIAS
  • 60. #ecommB2B | Pablo Renaud TENDENCIAS
  • 61. #ecommB2B | Pablo Renaud TENDENCIAS
  • 62. #ecommB2B | Pablo Renaud Personalización para mejorar la experiencia TENDENCIAS
  • 63. #ecommB2B | Pablo Renaud TENDENCIAS
  • 64. #ecommB2B | Pablo Renaud TENDENCIAS
  • 65. #ecommB2B | Pablo Renaud TENDENCIAS #ecommB2B | Pablo Renaud TENDENCIAS
  • 66. #ecommB2B | Pablo Renaud TENDENCIAS https://www.toolstop.co.uk
  • 67. #ecommB2B | Pablo Renaud TENDENCIAS
  • 68. #ecommB2B | Pablo Renaud TENDENCIAS
  • 69. #ecommB2B | Pablo Renaud TENDENCIAS
  • 70. #ecommB2B | Pablo Renaud TENDENCIAS
  • 71. #ecommB2B | Pablo Renaud TENDENCIAS
  • 72. #ecommB2B | Pablo Renaud TENDENCIAS
  • 73. #ecommB2B | Pablo Renaud La irrupción del smartphone en el ecommerce B2B TENDENCIAS
  • 74. #ecommB2B | Pablo Renaud TENDENCIAS
  • 75. #ecommB2B | Pablo Renaud TENDENCIAS
  • 76. #ecommB2B | Pablo Renaud TENDENCIAS
  • 77. #ecommB2B | Pablo Renaud TENDENCIAS
  • 83. #ecommB2B | Pablo Renaud Nos vamos a la nube: Se impondrán las plataformas B2B en cloud TENDENCIAS
  • 85. #ecommB2B | Pablo Renaud TENDENCIAS
  • 86. #ecommB2B | Pablo Renaud TENDENCIAS Rapidez de adaptación a las necesidades y al crecimiento Obtención de las mejores prácticas, prevención de desastres Control de los costes, escalabilidad, actualización “automática” Se impondrán las plataformas B2B en cloud
  • 87. #ecommB2B | Pablo Renaud La omnicanalidad se impondrá también en B2B TENDENCIAS
  • 88. #ecommB2B | Pablo Renaud TENDENCIAS
  • 90. #ecommB2B | Pablo Renaud TENDENCIAS #ecommB2B | Pablo Renaud TENDENCIAS
  • 94. #ecommB2B | Pablo Renaud EJEMPLOS https://easysparesmarketplace.siemens.com
  • 95. #ecommB2B | Pablo Renaud EJEMPLOS
  • 97. #ecommB2B | Pablo Renaud TENDENCIAS •Alibaba – Launched in 1999, this Chinese-company serves millions of buyers and suppliers globally. •ThomasNet – Leading online platform for B2B seller discovery and product sourcing with over 500,000 suppliers •IndiaMart – India’s largest B2B marketplace with over 3.5 buyers and a selling model similar to Alibaba. •eWorldTrade – This US-based platform is the world’s fastest growing B2B portal and services more than 220 countries. •TradeIndia – India’s second largest marketplace with over 3 million registered users. •DHGate – Online marketplace for wholesale consumer products with about 1.2 million sellers globally and 10 million buyers. •Amazon Business – Specific B2B portal for Professional Sellers to reach business customers on Amazon. •FGM Vendors – Online wholesale marketplaces that operates like an online tradeshow. •Wholesale Central – Largest wholesale directory of active wholesalers and wholesale products since 1996. •Joor – Largest wholesale marketplace for fashion with 155,000 retailers and 1,500 brands, •Global Sources – A B2B media company that is a primary facilitator of trade with Greater China using English- language media. They have more than 1.5 million
  • 98. #ecommB2B | Pablo Renaud EJEMPLOS https://www.mercateo.es
  • 100. #ecommB2B | Pablo Renaud EJEMPLOS
  • 102. RESUMEN •Verticalización de marketplaces •Foco en la personalización de la experiencia •Foco indiscutible en el smartphone •Migración a la nube de las platformas B2B •La omnicanalidad también se impondrá en B2B #ecommB2B | Pablo Renaud
  • 103. #ecommB2B | Pablo Renaud Muchas gracias Pablo Renaud pablo@renaud.es https://www.renaud.es/

Editor's Notes

  1. https://www.renaud.es/
  2. 10.000 billones americanos  10.000.000 millones  10 billones europeos Fuente: https://es.statista.com/buscar/?q=b2b+ecommerce&qKat=search
  3. Fuente: https://es.statista.com/buscar/?q=b2b+ecommerce&qKat=search
  4. Fuente: https://es.statista.com/buscar/?q=b2b+ecommerce&qKat=search
  5. Fuente: https://es.statista.com/temas/3167/el-comercio-electronico-dentro-de-espana/
  6. https://www.renaud.es/
  7. https://www.ebolution.com/
  8. https://es.statista.com/
  9. https://es.statista.com/
  10. Fuente: https://es.statista.com/buscar/?q=b2b+ecommerce&qKat=search
  11. Fuente: https://es.statista.com/buscar/?q=b2b+ecommerce&qKat=search
  12. Fuente: https://es.statista.com/buscar/?q=b2b+ecommerce&qKat=search
  13. Fuente: https://es.statista.com/buscar/?q=b2b+ecommerce&qKat=search
  14. Fuente: https://es.statista.com/buscar/?q=b2b+ecommerce&qKat=search
  15. Fuente: https://es.statista.com/buscar/?q=b2b+ecommerce&qKat=search
  16. Fuente: https://es.statista.com/buscar/?q=b2b+ecommerce&qKat=search
  17. Fuente: https://es.statista.com/buscar/?q=b2b+ecommerce&qKat=search
  18. https://www.thomasnet.com/
  19. Global Sources: https://spanish.globalsources.com Llevan 47 años operando!!
  20. More than 1.5 million international buyers, including 94 of the world's top 100 retailers, use these services to obtain product and company information to help them source more profitably from overseas supply markets. These services also provide suppliers with integrated marketing solutions to build corporate image, generate sales leads andwin orders from buyers in more than 240 countries and territories. For over 47 years, Global Sources has been serving the B2B industry with a reliable, professional trade platform highly trusted by the Company’s buyer and supplier communities. In 2018, Global Sources has become part of the Clarion Events Group.
  21. https://www.wholesalecentral.com/ DESDE 1985!!!
  22. Fuente: https://info.mirakl.com/the-next-generation-of-b2b-buying
  23. Fuente: https://info.mirakl.com/the-next-generation-of-b2b-buying
  24. Fuente: https://info.mirakl.com/the-next-generation-of-b2b-buying
  25. According to Philipe Corrot and Adrien Nussenbaum, founders of marketplace technology provider Mirakl, one of the major drivers of specialized e-marketplaces is their ability to join fragmented demand with fragmented supply.
  26. According to Philipe Corrot and Adrien Nussenbaum, founders of marketplace technology provider Mirakl, one of the major drivers of specialized e-marketplaces is their ability to join fragmented demand with fragmented supply. Fuente: informe https://info.mirakl.com/the-next-generation-of-b2b-buying
  27. Fuente: informe https://info.mirakl.com/the-next-generation-of-b2b-buying
  28. Fuente: informe https://info.mirakl.com/the-next-generation-of-b2b-buying
  29. Fuente: informe https://info.mirakl.com/the-next-generation-of-b2b-buying
  30. MARKETPLACE B2B DE NICHO Gibadi, a Nigerian B2B marketplace that provides industrial goods for SMEs, aims to create a niche in the market by offering a “very deep assortment of industrial products difficult to find in the general online stores”, according to general manager and co-founder Ola Ogunsemowo. He also says that the company mainly caters to informed customers who know what they want right down to the exact brands, specs and part number
  31. Fuente: https://es.statista.com/buscar/?q=b2b+ecommerce&qKat=search
  32. Customers are now expecting more than just product recommendations and store locators that simply mimic the B2C model. As a result, B2B sellers are now making use not only of data on a company’s buying history but also on the industry that the business operates in. The goal is to offer recommendations that can add tangible value such as increased efficiencies and expansion beyond the company’s current market and product reach
  33. Fuente: presentación NOSTO en Magento Live Europe 2018
  34. Fuente: presentación NOSTO en Magento Live Europe 2018
  35. Fuente: presentación NOSTO en Magento Live Europe 2018
  36. Fuente: presentación NOSTO en Magento Live Europe 2018
  37. https://www.nosto.com/
  38. https://www.brainsins.com/es/
  39. The growing importance of smartphones in the B2B purchase cycle has made it imperative for both suppliers and marketers to adapt.
  40. Fuente: Think With Google
  41. Fuente: Think With Google
  42. Fuente: https://www.ebolution.com/beer-and-food-desarrollo-ecommerce
  43. Fuente: https://www.ebolution.com/beer-and-food-desarrollo-ecommerce
  44. Fuente: informe https://www.ebolution.com/beer-and-food-desarrollo-ecommerce
  45. The growing importance of smartphones in the B2B purchase cycle has made it imperative for both suppliers and marketers to adapt.
  46. The growing importance of smartphones in the B2B purchase cycle has made it imperative for both suppliers and marketers to adapt.
  47. Tanto regional como funcional
  48. According to Philipe Corrot and Adrien Nussenbaum, founders of marketplace technology provider Mirakl, one of the major drivers of specialized e-marketplaces is their ability to join fragmented demand with fragmented supply.
  49. Más información y artículos relacionados en: https://www.renaud.es/categoria/blog/
  50. https://www.renaud.es/