Grow Smart or Die Fast: 5 Guidelines to Navigate the Recession

1. Grow Smart or Die Fast: 5 Guidelines to Navigate the Recession Guido X Jansen – Global Business & Technology Evangelist Victor Clar – Senior Business Consulting

3. Grow Smart or Die Fast: 5 Guidelines to Navigate the Recession Guido X Jansen – Global Business & Technology Evangelist Victor Clar – Senior Business Consulting

4. 4 Supply Chain Issues War COVID-19 Job Loss Inflation

7. You cannot overtake 15 cars in sunny weather - but you can when it’s raining. Ayrton Senna

8. 5 Guidelines to Navigate the Recession

9. Project Based Approach Use Case Based Approach 1. Update your Approach

10. 10 Gain Customer Insights to identify the right Use Cases

11. Focus on Delivering Business Outcomes 11 Enable Self-Service Experiences Gain Customer Insights Drive Cross- & Up-Sell Increase Customer Lifetime Value Can cut costs by up to 75%

12. Sort Use Cases by Impact 12

13. Assisted buying with Visual Commerce Digital Self-Service Portal Addressing Channel Conflict while going direct Smart Replenishment And more Use Case Examples

14. Multi-brand selling for conglomerates Cross-Brand Shopping Bundles (Digitized) self-service request for quote Digital Self-Service Portal Digital Indirect Sales Solution B2B2X Addressing Channel Conflict while going direct Enhancing offering with ext. services Marketplace Trusted environment for pre-owned products Assisted buying with Visual Commerce Product-as-a-Service (pay per use) Product Enhancement with Micro Transactions Pop-up Shops Smart Replenishment Collaborative / Assisted Buying Social Commerce Assisted on-site shopping Buy Online, Pickup in Store Enabling enforcement of dynamic pricing Independent Marketplace Enhancing offering with ext. products Marketplace Use Case Examples

15. CUSTOMER LIFETIME VALUE +40% 15 Self-Services Capabilities

16. 16 Smart Shelf Replenishment DECREASED COST -70%

17. Business Intelligence CRM Order Management PIM Cart CMS Payment Provider Search ERP COMPOSABLE COMMERCE 2. Embrace Composability MONOLITHIC APPLICATION MICROSERVICES

18. 2. Embrace Composability

19. 19 Against its competitors, Spryker ranks first for composable commerce, and in the upper midrange for the B2C commerce, B2B commerce, and B2C and B2B commerce on the same platform use cases." Source: Magic Quadrant for Digital Commerce", Gartner, Inc., 10 Aug, 2022

20. 20 Gartner Critical Capabilities: Composable Commerce Use-case for large enterprises 20 “The composable commerce use case applies primarily to businesses seeking to shift to a modular, API-first approach … often provided by more than one vendor…Additionally, the solution may involve a wide range of touchpoints from mobile to kiosk to Internet of Things [IoT], all of which require different UIs, and thus an API-first, multi-experience approach.”

21. 21 Commerce Operating System Composable Commerce

22. By 2023, organizations that have adopted a composable approach will outpace competition by 80% in the speed of new feature implementation.”

23. 23 Agility Lower Risk Best-of-breed approach Future-Proof Lower Investment Benefits of Composability

24. Traditional Commerce Composable Commerce Architecture Monolithic PBCs Solution One-size-fits-all Best-of-breed Platform Full stack Composable stack Front- & Back-End Coupled De-coupled Time-to-Market 6 months 2 minutes Playful Comparison JENGA LEGO

25. TIME is your most important KPI.

26. 3. Product Enhancements

27. 27 Product Enhancement Examples CT Scanner Charge by the Scan Industrial Printer Sell OTA Updates Elevator Predictive Maintenance

28. 28 ALDI Shop&Go INCREASE MARGINS

29. Increase Customer Satisfaction Quick wins on current offering Outperform competitors Optimize Costs Benefits of Product Enhancements

30. 30

31. 31 Constant “enhancement” of the Front End 1995 - 2007 2007 - 2010 2010 - 2014 2013 - 2017 2018 2018 - Ongoing

32. 4. Business Model Extensions

33. 33 70% of B2B Transactions will be served by Enterprise Marketplaces by 2023 Source: Gartner 40% of business buyers now purchase at least half of their goods & services on Enterprise Marketplaces Example: B2B Enterprise Marketplaces

34. 34 Example: B2B Enterprise Marketplaces IMPROVE ORDER VALUES +200%

35. Sourceability: disrupting the electronic component supply chain 1B+ Products $400M Revenue 2021 $8K Average Order 4K Marketplace Merchants 50+ New Merchant Application per Week

36. The only feature that mattered was that everyone was there. Whoever gets the network effect first, wins. James Currier NFX Guild

37. 37 5. (Re)focus on Existing Clients YOU WANT TO GO TO A NEW SUPPLIER? I WILL FIND YOU. AND I WILL SUPPLY TO YOU.

38. 38 U.S. B2B companies lose $135 billion per year due to avoidable consumer switching Acquiring a new customer costs 5 – 25x more vs. retaining an existing customer

39. 39 Focus on your main Stakeholders UI UX

40. 40 Existing customers - 50% more likely to try new products Existing customers - Spend 30% more compared to new customers

41. 2. Embrace Composability 1. Update your Approach 3. Product Enhancements 4. Business Model Extensions 5. [scan the QR code at the end]

42. 42

43. 43 Prepare your business for the future!

44. 44 Thank You. Come and say “Hi!” Guido X Jansen Global Business & Technology Evangelist Victor Clar Bononad Senior Business Consulting

45. Clear Differentiation 45 Low Commodity High Sophistication High Commodity Low Sophistication Other Companies

46. 46 Trusted by Global Enterprise B2B Brands

47. Recognized by Analysts 47 VISIONARY Strong Performer “Major player in B2B ecommerce” “Flexible, future-focused B2B eCommerce solution”

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