Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

Anatoly roytman building the b2 b omni channel commerce platform of the future

1,355 views

Published on

Presentatie van Anatoly Roytman tijdens het B2B E-commerce Congres 2015

Published in: Business
  • Be the first to comment

Anatoly roytman building the b2 b omni channel commerce platform of the future

  1. 1. Copyright © 2015 Accenture All rights reserved. 1 Building The B2B Omni-Channel Commerce Platform Of The Future
  2. 2. Recent Research on B2B Buyers Copyright © 2015 Accenture All rights reserved. 2 With more coming soon…
  3. 3. Agenda 3Copyright © 2015 Accenture All rights reserved. Description of the research Highlights and findings Key takeaways Discussion
  4. 4. 4 Large Scale B2B Buy Side Survey Copyright © 2015 Accenture All rights reserved. (Numbers may not total 100% due to rounding) *Base: 930 B2B buyers at organizations in Canada, US, UK, France, and Germany *Source: A commissioned study conducted by Forrester Consulting on behalf of Accenture and hybris, August 2014 Canada 16% n=149 US 35% n=326 UK 16% n=149 France 17% n=158 Germany 16% n=149
  5. 5. 5 Large Scale B2B Sell Side Survey Copyright © 2015 Accenture All rights reserved. (Numbers may not total 100% due to rounding) *Base: 526 B2B sellers at organizations in Canada, US, UK, France, and Germany *Source: A commissioned study conducted by Forrester Consulting on behalf of Accenture and hybris, August 2014 Canada 10% n=53 US 34% n=179 UK 19% n=100 France 18% n=95 Germany 19% n=100
  6. 6. 6 Key Findings Copyright © 2015 Accenture All rights reserved. Technology is a critical enabler for omni-channel success B2C experiences once again driving B2B expectations “Transformation” requires significant organizational and process change too
  7. 7. B2B Buyer Behavior 7Copyright © 2014 Accenture All rights reserved.
  8. 8. 8 B2B Buyers Expect to Buy More Online Copyright © 2015 Accenture All rights reserved. 52% expect to make half or more of their work purchases online in 3 years Base: 930 B2B buyers at organizations in Canada, US, UK, France, and Germany Source: A commissioned study conducted by Forrester Consulting on behalf of Accenture and hybris, August 2014
  9. 9. 9 Rising Expectations for Key Functionality Cross-Channel Visibility Copyright © 2015 Accenture All rights reserved. Base: 930 B2B buyers at organizations in Canada, US, UK, France, and Germany Source: A commissioned study conducted by Forrester Consulting on behalf of Accenture and hybris, August 2014 “How important are the following when you are making work-related purchase online?” (B2B buyers who answered important or very important) Buy from branch; ship direct to me Deliver on the same day 73% 61% Reserve online; pick up from branch 43% Buy online; pick up from branch 41% “How important are the following when you are making work-related purchase online?” (B2B buyers who answered important or very important) Look up product information (across any channel) View my activities across all channels 74% 68% Return or exchange across different channels 64% Share unified account and order history across channels 62% Omni-Channel Fulfilment Options
  10. 10. Rising Expectations for Key Functionality 10Copyright © 2015 Accenture All rights reserved. Customer Loyalty
  11. 11. Copyright © 2015 Accenture All rights reserved. 11 Base: 930 B2B buyers at organizations in Canada, US, UK, France, and Germany Source: A commissioned study conducted by Forrester Consulting on behalf of Accenture and hybris, August 2014 82% of B2B buyers would buy again from the same supplier because of that supplier’s broad selection Rising Expectations for Key Functionality
  12. 12. 12 Broadest Selection Drives Where B2B Buyers Start “I typically start my research for products and services I buy for work on an online site because it is” Copyright © 2015 Accenture All rights reserved. Base: 110 B2B buyers Source: Q2 2014 Forrester/Internet Retailer B2B Buy-Side Survey
  13. 13. 13 Pricing Copyright © 2015 Accenture All rights reserved. Base: 930 B2B buyers at organizations in Canada, US, UK, France, and Germany Source: A commissioned study conducted by Forrester Consulting on behalf of Accenture and hybris, August 2014 84% of B2B buyers would buy again from the same supplier because of consistently low prices
  14. 14. 14 Prices Drive Where B2B Buyers Finish “I typically make my final purchase of products and services I buy for work on an online site because it is” Copyright © 2015 Accenture All rights reserved. Base: 94 B2B buyers Source: Q2 2014 Forrester/Internet Retailer B2B Buy-Side Survey
  15. 15. The B2B Omni-Channel Imperative 15
  16. 16. 16 B2B Omni-channel Imperative Copyright © 2015 Accenture All rights reserved. Base: 526 B2B companies in Canada, US, UK, France, and Germany. Source: A commissioned study conducted by Forrester Consulting on behalf of Accenture and hybris, August 2014 72% of B2B companies said that omni-channel customers are worth substantially more to them than single channel customers
  17. 17. 17 B2B Omni-channel Imperative Copyright © 2015 Accenture All rights reserved. Base: 526 B2B companies in Canada, US, UK, France, and Germany. Source: A commissioned study conducted by Forrester Consulting on behalf of Accenture and hybris, August 2014 66% believe that B2B customers expect omni-channel capabilities today.
  18. 18. 18 B2B Omni-channel Imperative Copyright © 2015 Accenture All rights reserved. 66% believe they can drive additional efficiencies and cost savings through better inventory and assortment planning Base: 526 B2B companies in Canada, US, UK, France, and Germany. Source: A commissioned study conducted by Forrester Consulting on behalf of Accenture and hybris, August 2014
  19. 19. 19 B2B Omni-channel Imperative Copyright © 2015 Accenture All rights reserved. Where do successful B2B sellers direct their efforts? New 2015 B2B Channel Shift Study In 2015 Accenture Interactive surveyed 50 senior-level digital and eCommerce professionals at large B2B organizations (revenues at $500 million plus).
  20. 20. 20 B2B Omni-channel Imperative Copyright © 2015 Accenture All rights reserved. Business Factors that Would Improve by Shifting Customers Online New 2015 B2B Channel Shift Study In 2015 Accenture Interactive surveyed 50 senior-level digital and eCommerce professionals at large B2B organizations (revenues at $500 million plus).
  21. 21. 21 Demands for New Platform Capabilities Copyright © 2015 Accenture All rights reserved. Personalization Reporting/ analytics Pricing optimization Flexible payment options Back-end integration
  22. 22. 22 Personalization “How much do you agree or disagree with the following statement? Our eCommerce platform must” Copyright © 2015 Accenture All rights reserved. Base: 526 B2B companies in Canada, US, UK, France, and Germany Source: A commissioned study conducted by Forrester Consulting on behalf of Accenture and hybris, August 2014
  23. 23. 23 Analytics “How much do you agree or disagree with the following statement? Our eCommerce platform must” Copyright © 2015 Accenture All rights reserved. Base: 526 B2B companies in Canada, US, UK, France, and Germany Source: A commissioned study conducted by Forrester Consulting on behalf of Accenture and hybris, August 2014
  24. 24. 24 Pricing Optimization “In which of the following technology innovations does your firm plan invest in the future?” Copyright © 2015 Accenture All rights reserved. Base: 526 B2B companies in Canada, US, UK, France, and Germany Source: A commissioned study conducted by Forrester Consulting on behalf of Accenture and hybris, August 2014
  25. 25. Copyright © 2015 Accenture All rights reserved. 25 Base: 930 B2B buyers at organizations in Canada, US, UK, France, and Germany Base: 526 B2B companies in Canada, US, UK, France, and Germany Source: A commissioned study conducted by Forrester Consulting on behalf of Accenture and hybris, August 2014 69% of business buyers PREFER to use direct, instant online forms of payment (e.g. credit cards, payment systems) over purchase orders, invoices, and eProcurement portals.
  26. 26. 26 Back-End Integration “To what extent do you agree or disagree with the following statement? Our eCommerce platform must” (Respondents who agreed or strongly agreed) Copyright © 2015 Accenture All rights reserved. Base: 526 B2B companies in Canada, US, UK, France, and Germany Source: A commissioned study conducted by Forrester Consulting on behalf of Accenture and hybris, August 2014
  27. 27. 27 Aligning Customer Expectations With Technology Priorities B2B Buyers B2B Sellers Copyright © 2015 Accenture All rights reserved. *Base: 930 B2B buyers at organizations in Canada, US, UK, France, and Germany **Base: 526 B2B companies in Canada, US, UK, France, and Germany Source: A commissioned study conducted by Forrester Consulting on behalf of Accenture and hybris, August 2014 “Of the following, which three features/functions would you most like your suppliers to offer?”* “Based on your customers online needs, which of the following technology initiatives are a top priority over the next 18 months?”**
  28. 28. Beyond Technology 28Copyright © 2014 Accenture All rights reserved.
  29. 29. New Organizational Structures Copyright © 2015 Accenture All rights reserved. 29
  30. 30. Copyright © 2015 Accenture All rights reserved. 30 • Become intimate with the business buyer • Weave digital into all aspects of your operations • Leverage your partner ecosystem to support omni-channel commerce
  31. 31. Questions? 31Copyright © 2015 Accenture All rights reserved. Thank You Anatoly Roytman MANAGING DIRECTOR Europe, Africa & Latin America Accenture Interactive, and Global Digital Commerce Lead anatoly.roytman@accenture.com Learn more at: accenture.com/interactive @AccentureSocial

×