Converting Customers to use an Online SAP Integrated B2B eCommerce Portal

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The results and action plan created after conducting a survey of customers asking them whether or not they would use a forthcoming SAP Integrated B2B eCommerce Portal.

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Converting Customers to use an Online SAP Integrated B2B eCommerce Portal

  1. 1. ONLINE ORDERING: Customer Conversions to Online Sales Channel 2/24/2014 1
  2. 2. Typical adoption for new installations: • 50% of customers are generally year one adopters • Year two on they see steady growth in much lower increments Typical Results for New Installations 100 90 80 70 60 50 40 30 20 10 0 Installation End Year One Information provided by B2B2dot0 End Year Two End Year Three End Year Four
  3. 3. ANALYTICS: 3.5 year growth after implementation Online ordering addition increased site traffic by 60% per month Information provided by B2B2dot0
  4. 4. Qualifying the Answers • Yes customers clearly indicated their interest. • Sometimes customers had conditions attached to usage such as off hours, long hold times, and as a time saver. • No customers gave reasons from not having internet access to utilizing the customer service representatives as a point of guidance in ordering. 116 CUSTOMERS QUERIED: “IF WE HAD ONLINE ORDERING WOULD YOU USE IT?” Yes Sometimes No Number 63 26 27 Percentage 54.3% 22.4% 23.3% Information from XXXX customers surveyed in August 2013 2/24/2014 4
  5. 5. Year one conversions • Marketing efforts including announcements on the website, LinkedIn, and a direct mailer to bring customers to this sales channel. • Sale representatives will show customers how easy it is to access and utilize on office calls. • With survey results showing 54.3% of existing customers wanting to use online ordering we can conclude that by the end of year one 1700+ customers will be using this sales channel to place all or most of their orders. Information from XXX customers surveyed in August 2013 2/24/2014 5
  6. 6. Continued conversions • Many of these conversions will be people who want an online option as a backup, as comfort levels grow so will their usage. • Marketing will be targeted email blasts and direct mails featuring testimonials from satisfied users. • Sales will be utilizing this tool in the field not only to place orders, but as a selling feature for prospects. New customers will start off using the online ordering system. Information from XXX customers surveyed in August 2013 2/24/2014 6
  7. 7. Expected results: • 1700+ customers converting in year one • 500 existing customers + new customers in year two • 200 existing customers + new customers in year three Conversion of XXX Customers to Online Ordering 3000 2500 2000 1500 1000 500 0 Installation End of Year One End of Year Two End of Year Three End of Year Four Information from XXX customers surveyed in August 2013 2/24/2014 7

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