As B2B ecommerce becomes more and more popular, you may be wondering if you need to jump on board and you may have a number of important questions. This presentation should help you answer some of those
Your Most Pressing B2B eCommerce Questions Answered
Do I need it?
How do I choose?
What are the benefits?
What about ROI?
Can it handle my
Your Most Pressing B2B
440.352.4700 x 240
Did You Know…
• 38% of those surveyed said more than 50% of
their revenue coming from their online channel
• 31% of respondents said direct sales are still
driving most revenue but online is growing in
• 5% of respondents predict no growth in their
online business in 2013
Yet only 25% of B2B’s have an online presence…
Percent of B2B Companies Utilizing eCommerce
B2Bs Not Online
B2B e Commerce Can’t
Handle My Complex
Fact: B2B e Commerce Is Designed for
High volume sales
Channel partner support
Purchase order processing
Cross selling/up selling
Environments that require
ERP, CRM, Shipping, and other backoffice systems
Return On Investment
1/3 of B2B orders are entered manually, phoned
in, faxed in, or emailed.
Cost Per Transaction:
Based On That Information…
100 phone orders
100 email orders
100 ecommerce orders
How Many Orders do you process in a week? A Month? a Year?
The Benefits of B2B eCommerce
Improve your efficiency
Grow your business
Keeping up with your competition
Reduce time spent on phone
45 % of Call Center calls
are non-transactional inquiries
•Is product X in stock?
•What is my price for X?
•Where is my order?
reduce cost per transaction
More effective marketing
Frees up your support team to work on support related issues
-The solution will be yours
-total control over updates
-No need to pay for licensing, maintenance, etc.
-Freedom to build exactly how you want
-inexperience breeds costly mistakes
Requires internal IT skills or a large investment
-Internal IT talent & a significant amount of time
will need to devoted to initial build and all other
issues, updates, maintenance, etc.
-pressure to keep the software relevant and in line
with customer expectations and demands.
-If you use a consultant or outside developer
you will pay for every bug fix or issue…forever.
-Getting A proven B2B ecommerce solution
-all initial performance inhibitors out of the way
-no expense for outside developer.
-vendor will keep the software relevant
-vendor can guide you to new technologies and best
-Vendor will take care of all bug fixes and other issues
-will not have to take your IT staff away from other
-Larger upfront investment
-need to pay for licensing, maintenance, etc.
-do not have control over the timing of updates
-subject to the vendor’s plans for the product.
What to look for in a B2B e Commerce
Customer specific pricing
Freedom to optimize
Integration with ERP, CRM and other systems
Room for growth and change
Content management and design capabilities
Why Is Integration
With My Other Systems
Common Problems If you DO NOT have
integration With Your Other Systems..
You’ll need to re-enter order info from
your ecommerce site into other
-Duplicate effort and Reduced
-Increase costs/order in terms of time
and employees to do it
-Risk of data entry errors
Customer info not synced between
ecommerce and ERP
-Risk inaccuracies in your customer
-Need to manually enter contact info
•Pricing and account history not synced
with ERP system
-Incomplete / inaccurate info given to
•Customers cannot see negotiated pricing.
-manual order adjustment
-More cost and time per order
•Shipping costs cannot be calculated and
-No real-time tracking for customers