So what’s the next big thing in B2B ecommerce? In this session, you will learn where B2B ecommerce is going beyond consumerization but to instant commerce. This session will examine: what factors will lead to B2B sector consolidation; who benefits when demand chains meet supply chains; what is driving the new Era of Instant Commerce™; and which new business models will profit from this new era?

2. AribaLIVE!
INSTANT COMMERCE:
BUY ANYWHERE,
AT ANYTIME,
WITH ANY DEVICE
RICK CHAVIE
DRAFT
26 JANUARY, 2014

3. DIGITALLY
ENABLED
SALES
PROCESSE
S
OMNICHAN-
NEL B2B
RISING
INNOVATION
GAP
B2C BEST
PRACTICE
S IN B2B
COSTS OF
CHALLENGES W/
EXISTING
TECHNOLOGY
INCREASED
SCALE &
COMPLEXITY
NEW
MARKET
PRESSURE
S
TIGHTER
PARTNER
INTEGRA-
TION
CHANGING
BUYER
BEHAVIORS
CONSUME
R-IZATION
OF B2B
NEW
BUSINES
S
MODELS
MATURING
ECOMMERC
E
OPERATIONS
GLOBAL-
IZATION
INTERNET
OF
THINGS
MOBILITY
CHANGING
WORKFORCE
& BYOD
BUSINESS
DIVERSIFICATION
& ACQUISITIONS
THE SHIFTING LANDSCAPE
OF B2B COMMERCE

4. WHAT THE CONVERGENCE OF DIGITAL AND
PHYSICAL COMMERCE LOOKS LIKE FOR US
web mobile POSdigital goodsmarketplace content etc.Internet of things
Trading partners & suppliers
HANA
BUT WHAT ABOUT THE FUTURE?

5. THE FUTURE REQUIRES
SIMPLIFYING COMPLEXITY OF
DATA & PROCESSES TO
ENABLE GREAT CUSTOMER
EXPERIENCES AND ENHANCE
PRODUCT AFFINITIES BY
LEVERAGING FUTURE STATE
TECHNOLOGY PLATFORMS.

6. Single View
of Product
Single View
of Orders
Single View
of Customers
Single View
of Stock
WMS Store Systems
ERP
CRM
Single Source of
Truth

7. WE KNOW CUSTOMER
EXPECTATIONS
relevant, consistent, contextual

8. BUT WHAT WILL THE
FUTURE FOR COMMERCE
REALLY LOOK LIKE?
WHEN IT ALREADY ADDRESSES
EVERY TOUCHPOINT. EVERY
CHANNEL. GLOBAL. FLEXIBLE.

9. Column A
Unified
Seamless
Integrated
Optimized
Converged
Column B
Shopping
Channel
Social
Mobile
Column C
Solution
Engagement
Interaction
Platform
Customer
Experience

10. CREATE ONE EXPERIENCE
Enable brand consistency
in terms of the context of
underlying assortments,
offers, promotions
content, across all
customer touchpoints.
Provide a real-time
system of reference that
enables single views of
product, pricing and
promotions, inventory,
orders and customers.
Incorporate mobile. Platform that is built
on an open foundation
and easily integrates
legacy systems
as well as emerging
touchpoints and
experience-focused
technologies.

12. VALUE OF PROCESSES TO YOUR COMPANY„S
OMNI-CHANNEL STRATEGY High Points for Value
Source: RSR Research, June 2013

13. 10%
B2B
B2C
Base: 101 B2B eCommerce professionals; 55 online retailers
Source: Q4 2013 Global B2B eCommerce Online Survey done in partnership with Internet Retailer; State of Retailing Online, 2013
3%
Buy
NOW!

14. GLOBAL SMARTPHONE OWNERSHIP NOW EXCEEDS 20 % AND IS STILL
RAPIDLY GROWING. THIS HAS GONE FROM 0% IN 2007!
YET 50% OF B2B COMPANIES DO NOT HAVE A
MOBILE STRATEGY!
Sources: Brand Anywhere & Luth Research Inc.;
Q4 2013 Global B2B eCommerce Online Survey done by Forrester and Internet Retailer; 152 B2B eCommerce professionals

15. 62%
52%
54%
52%
Research
Buy
Research
Buy
B2B CUSTOMERS AND MOBILE
Forrester Research commissioned study for hybris. Base: 353 online B2B companies around the world

16. OMNICOMMERCETM MATURITY MODEL

17. THE LEGACY OF CHANNELS
HAS FRUSTRATED
CUSTOMERS.

18. Column A
Unified
Seamless
Optimized
Converged
Column B
Shopping
Channel
Social
Mobile
Column C
Solution
Engagement
Interaction
Platform
Customer
Experience
Integrated

19. 69%
Forrester Research commissioned study for hybris. Base: 225 online B2B companies around the world
14%
33%
22%
31%
1 year
1-2 years
3-5 years
Never
“We expect to stop
publishing our print
catalog within the next
…”

20. OMNICOMMERCETM MATURITY MODEL

21. OMNICOMMERCETM MATURITY MODEL

22. Why Services?
• Enhance connection to customers during and after the product purchase
• Simplify configuring, pricing, and quoting products/service bundles
• Extend the brand relationship to make it hard for competitors to replicate
SERVICES:
Service Offers and Simply Service
• IT’S A BIG
MARKET!
Source: U.S Bureau of
Economic Analysis, 2011
$7.0
MIO
(Services)
$3.6
TRILLION
(Products)

23. LIFECYCLE:
The Full Demand Chain
B2C vs. B2B > B2B2C
$252B vs. $559B > FUTURE

24. LOCAL
DEALER
DISTRIBUTION
CENTER
WAREHOUSE 1
WAREHOUSE 2
MAJOR OUTLET
NEW
BIG CITY
3
4
2
1
324
3
9
42
18
LOCALIZED:
REAL-TIME, 1:1 LOGISTICS

25. EXTEND GLOBALLY
Base: 93 B2B eCommerce professionals
Source: Q4 2013 Global B2B eCommerce Online Survey done in partnership with Internet Retailer
© 2013 Forrester Research, Inc.
Nearly two-thirds of B2B
eCommerce professionals said
that LESS than 10% of their
online revenue came from
outside their home market

26. Experience Management: Personalization, Content Management
Platform Framework (Scalability, Performance, Security, Integration, Agility)
OCC API
OCC API
OCCAPI
Commerce Management: Cart, Promotion, Merchandizing
Order Management: Orchestration, Flow, Inventory, Fulfillment
MDM for Commerce: Product, Supplier, Customer, Digital Assets
Integration Services
hybris Architecture Overview

27. Which is reflected in how we talk about the platform
both in an agnostic and an SAP context today.
BACK END
WEB CALL CENTER CONSOLE MOBILEPOS SOCIALTV PRINT
ORDER MANAGEMENT
PLATFORM
MASTER DATA
OMNI-CHANNEL LOGIC
EXPERIENCE MANAGEMENT
ERP WMS IS/RETAIL CRM SAP MDM / HANA SUPPLIERS

28. YOUR CUSTOMER.
ATHOME. ONTHESTREET. ENGAGEDONYOUR
WEB,BRANCH,ORSTORESITE. ALWAYSON.
YOUR PLATFORM.
ONYOURPREMISE. INTHECLOUD-
YOURS,OURSORPUBLIC. ALWAYSON.

29. HYBRIS IS THE
FUTURE OF
COMMERCE.™ TODAY.
rick.chavie@hybris.com

31. Order Management
Services
B2C Commerce
Accelerator for China
Commerce Search
Enhanced Subscription
Functionality
Subscription Billing
Gateway
B2C Commerce
Accelerator
B2B Commerce
Accelerator
Omni Commerce
Connect
Mobile App SDK
Next Generation Cockpit
Framework
Support for SAP Hana
DB