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Your Most Pressing B2B eCommerce Questions Answered


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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

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Your Most Pressing B2B eCommerce Questions Answered

  1. 1. Do I need it? How do I choose? What are the benefits? What about ROI? Can it handle my requirements? … Your Most Pressing B2B ecommerce questions answered Jeanne Lee e2b teknologies 440.352.4700 x 240
  2. 2. Do I need B2B ecommerce?
  3. 3. 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 importance • 5% of respondents predict no growth in their online business in 2013
  4. 4. Yet only 25% of B2B’s have an online presence… Percent of B2B Companies Utilizing eCommerce 25% B2Bs Online B2Bs Not Online 75%
  5. 5. B2B e Commerce Can’t Handle My Complex requirements and processes…can it?
  6. 6. Fact: B2B e Commerce Is Designed for B2B’s       High volume sales Repetitive sales Quote management Contract pricing Channel partner support Purchase order processing Order approvals  Cross selling/up selling  Licensing Renewals  Reactivation Environments that require integration with ERP, CRM, Shipping, and other backoffice systems
  7. 7. Return On Investment Consider: 1/3 of B2B orders are entered manually, phoned in, faxed in, or emailed. Cost Per Transaction: $33 $10 $1
  8. 8. Based On That Information… $3,300 $1000 $100 100 phone orders 100 email orders 100 ecommerce orders How Many Orders do you process in a week? A Month? a Year?
  9. 9. The Benefits of B2B eCommerce Improve your efficiency Relationship enhancement. Branding 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
  10. 10. Should I Build or Buy an Ecommerce Solution?
  11. 11. Pros Build -The solution will be yours -total control over updates -No need to pay for licensing, maintenance, etc. -Freedom to build exactly how you want Cons -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. Pros Buy -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 practices -Vendor will take care of all bug fixes and other issues -will not have to take your IT staff away from other projects. Cons -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.
  12. 12. How do I choose a platform?
  13. 13. What to look for in a B2B e Commerce platform • • • • • • • Customer specific pricing Freedom to optimize Security Search functionality Integration with ERP, CRM and other systems Room for growth and change Content management and design capabilities
  14. 14. Why Is Integration With My Other Systems So Important?
  15. 15. 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 systems. -Duplicate effort and Reduced efficiency -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 database -Need to manually enter contact info Reduced efficiency •Pricing and account history not synced with ERP system -Incomplete / inaccurate info given to buyers •Customers cannot see negotiated pricing. -manual order adjustment -More cost and time per order •Shipping costs cannot be calculated and tracked online -No real-time tracking for customers
  16. 16. Thank You Jeanne Lee