The document discusses the rise of B2B marketplaces and how they are accelerating digital transformation. It provides statistics on the growth of B2B marketplace sales and the percentage of companies adopting these platforms. The document also outlines the key benefits of a B2B marketplace like increased choice, availability and inventory visibility for customers as well as growth in purchases and reduced costs for companies. Finally, it summarizes Mirakl's offerings for building and managing B2B marketplaces and highlights factors for marketplace success like integrated customer journeys and critical mass of products.

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Cencora's Digital
Transformation:
Enhancing Value for
Customers & Partners
with AB Marketplace
December 5, 2023

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© Mirakl 2022
Today’s speakers
General Manager, B2B
Marc Teulières Matt Burns
Vice President - SGS Global Digital Commerce &
Marketplace Lead

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Today’s learning objectives
Agenda
1. Understand the role of platforms & marketplaces in accelerating
digitization within B2B organizations
2. Uncover strategies to launch a B2B marketplace with speed and
optimize the experience for sellers and customers
3. Learn how to master financial workflows in B2B digital
ecosystems, including payments and invoicing processes

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Leading consulting firms and analysts comment on
the rise of B2B marketplaces
B2B marketplace trends
SOURCE: (1) McKinsey 2023; (2) digital commerce 360
SOURCE: (1) McKinsey 2023; (2) digital commerce 360
A vertical marketplace [...] helps
marketplace operators increase
their share of wallet through third
party reseller commission, and gives
them deeper market insights as
they can monitor their platform
usage in terms of search and
transaction data. This data can be
monetized or used to improve the
platform to create a stronger value
proposition for buyers and sellers
of companies have either
already built or have plans
to build their own
marketplace
50%
of B2B decision makers are
prepared to spend up to
$500k on a single
ecommerce transaction
70%
In 2023, B2B marketplaces
account for 12% of all U.S.
B2B e-commerce sales
12%
B2B marketplace sales will
grow 100% year over year in
2023
100%

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B2B platform market
of B2B companies that built their
own marketplace saw
market-share growth over the
past two years (vs. only 42% that
didn’t)(2)
of B2B buyers are now doing
over a quarter (>26%) of their
business via marketplaces(3)
72%
59%
SOURCE: (1) Finextra & Mirakl analysis; (2) McKinsey; (3) Digital Commerce 360 and Forrester; Notes: The breakdown by channel is based on estimates from Digital Commerce 360
Share of B2B marketplaces within total
B2B digital sales
2025
2020
32% CAGR vs.
16% CAGR for
total B2B Digital
Platforms are a major driver of B2B digitisation
7%
14%

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B2B platform ecosystem
SOURCE: (1) McKinsey; (2) The 2023 Digital B2B Buyer Survey, produced by Digital Commerce 360 and Forrester Research; (3) Statista
50% of B2B companies have either already built or
have plans to build their own platform(1)
$xx = 3P GMV
$1bn $900m $1.4bn
$1bn
$5bn $80m
$1bn
$500m $1.1bn $1.2bn
$450m
$750m
$35bn
In annualized gross
sales in 2022
$91bn
In annualized ecom
sales in 2023(3)
6m
Business customers
Generalist
Medical
Independent Retailers
Automobile
Aerospace & Agriculture
Industrials & Supplies
Hospitality & Restaurants

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Customers can buy in bulk with
Request for Quote and Multi Select
Amazon Business is targeting larger entreprise buyers
with their new features
Releasing other features targeting
large buyers
Request for Quote feature
• Request discounted price for Single-SKU
purchases > $10,000 or 999 units
• Targeting Bulk purchases, spot buys
• Potential 10% savings
Multi Select feature
• Purchase multiple product variations in
one purchase cycle
• No switching between product detail
page and cart
• Benefit from quantity discounts by
purchasing multiple product variations
e-Invoice Purchase Level Consolidation
• e-Invoice at purchase order level
available
• Previously only e-Invoices at shipment
level
• Fewer e-Invoices end reduced e-Invoice
costs
Ship To Multiple Addresses
• Ship items to every address in group
• No need for multiple orders
• Streamlined ordering process and
enhanced buying experience
Launching ECLASS Taxonomy for
Punchout Integration
ECLASS Taxonomy
• European cross-industry standard to
classify products
• Common standard across sectors,
countries, languages, organization
Available in Punchout Integration
• ECLASS added in Punchout settings as
second optional taxonomy with UNSPSC
• Launch in EU 5 countries: UK, Germany,
France, Italy, Spain
Amazon Business

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About Mirakl
The world’s leading B2B businesses choose Mirakl
to become the one-stop-shop of their industry
450+
customers worldwide
$6B+
2022 Gross Merchandise Value
43% year-over-year growth
Proven impact
50 platforms with $50M+ GMV &
20 with $100M GMV+ generated by
customers in 2022
750+
employees worldwide across 10 offices

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How the one-stop-shop strategy benefits your business
Fragmented
supply
Diverse buyer
needs
Existing
suppliers
New
suppliers
Branches,
warehouses,
distributors
Internal
Subsidiaries
More
choice
More
availability
More inventory
visibility
More circular
economy
products
Products
digitized faster
Direct fulfillment
via dropship &
marketplace models
The results:
More
purchases
Reduce
cost-to-serve
Optimize
supply chain
Grow customer
loyalty & reach
Your
one-stop-shop
platform
Overview of use cases

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Go beyond with our suite of connected solutions
Ads
Retail media solution optimized
for ecommerce and marketplace
Target2Sell
AI-powered product recommendations,
sorting, and content
Maximize conversion &
monetize traffic
Streamline catalog
onboarding
Catalog Platform
AI-powered supplier catalog
onboarding and management
Optimize & expand assortment,
profitably
Connect
The highest quality ecosystem
of 3rd party suppliers and
technology partners
Mirakl Platform
Industry leading unified
marketplace, OneCreditor &
dropship solutions
Payout
The global pay-out solution
for marketplaces
Industrial supply
Electric
About Mirakl

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Purpose-built to support wholesale workflows
Customer
consolidated
invoicing
Commission
grid
Performance
dashboards
AI-powered catalog
integration &
management
Order automation,
inventory updates
Customer-specific
pricing & promotions
Quote
management
Tax
determination
Customer care
Supplier pay-in &
pay-out work ows
Support for
returns & refunds
Quality
control
Catalog & Offer
Management
Invoicing & Tax
Support
Platform Model
Configuration
Payment &
Reconciliation
Order Management
& Support
Automated refund &
credit note generation
Support for shipping
templates &
notifications
Order-to-invoice to
payment
reconciliation
“We chose to work with Mirakl for their maturity and experience
in large marketplace launches, but also because the solution met
our requirements in terms of specific functionalities related to B2B
commerce.”
Maël-Yann Le Capitaine, General Manager of Aniel Marketplace
B2B feature-set

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It all starts from your buyers
What makes a B2B platform successful?
Think Minimum Viable Ecosystem (MVE)
Integrated customer journeys
The right partners
Integrate into existing eCom ; Pay extra attention to payment & invoicing, discoverability and fulfillment (time & cost)
Clear vision & commitment
Select Mirakl-certified SI; Anticipate the payment topic as much as possible (pay-in & pay-out)
Offer critical mass of products right from the start ; Be clear about target customers at launch ; Prioritize critical features only
Which buyers, suppliers & products? What business objectives (growth, productivity, supply chain optimization)?
Prioritize expanding share of wallet vs. new buyers acquisition ; Be clear on pain points to be addressed
Key success factors

13. One single cart
One single credit line
One single payment
destination
With a marketplace-optimized for
Pay Now & Pay Later experience
Key success factors

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Introducing AB Marketplace by