The document summarizes Ariba's vision for the future of commerce, which includes seamless experiences across channels for customers. It discusses trends like increasing mobile usage, consumerization of B2B, and the need for unified customer views. The future requires simplifying complex data and processes to enable great experiences. Ariba's platform aims to create one experience by enabling consistent branding and offerings across all touchpoints using a single source of truth. It also discusses opportunities in services, the full demand chain, localized logistics, and extending globally.

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

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

4. WHAT THE CONVERGENCE OF DIGITAL AND
PHYSICAL COMMERCE LOOKS LIKE FOR US
web
mobile
marketplace
digital goods
Internet of things content etc.
POS
HANA
Trading partners & suppliers
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 Orders
Single View
of Stock
Single View
of Customers
ERP
WMS
CRM
Single Source of
Truth
Single View
of Product
Store Systems

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

10. CREATE ONE EXPERIENCE
Enable brand consistency
in terms of the context of
underlying
assortments, offers, prom
otions content, across all
customer touchpoints.
Provide a real-time
Incorporate mobile.
system of reference that
enables single views of
product, pricing and
promotions, inventory, or
ders and customers.
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. B2B
Buy
NOW!
B2C
10%
3%
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

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. B2B CUSTOMERS AND MOBILE
Research
62%
Buy
52%
Research
54%
Buy
52%
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
Column B
Column C
Seamless
Channel
Solution
Unified
Shopping
Experience
Integrated
Customer
Engagement
Optimized
Social
Interaction
Converged
Mobile
Platform

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

20. OMNICOMMERCETM MATURITY MODEL

21. OMNICOMMERCETM MATURITY MODEL

22. SERVICES:
Service Offers and Simply Service
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
• IT’S A BIG
MARKET!
Source: U.S Bureau of
Economic Analysis, 2011
$7.0
MIO
$3.6
TRILLION
(Products)
(Services)

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

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

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

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

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

28. YOUR CUSTOMER.
AT HOME. ON THE STREET. ENGAGED ON YOUR
WEB, BRANCH, OR STORE SITE. ALWAYS ON.
YOUR PLATFORM.
ON YOUR PREMISE. IN THE CLOUD YOURS, OURS OR PUBLIC. ALWAYS ON.

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

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