Digital transformation is the key to e-commerce success in the digital economy. To win, business-to-business sellers must deliver business-to-customer-like digital buying experiences for their customers. Join this session to hear how SAP customers are using SAP Hybris solutions and Ariba Network to kick-start their digital transformation.

1. March 2018
Hansen Lieu, SAP Hybris (SAP)
E-Commerce and Digital Transformation
with SAP Hybris Solutions

2. Insight Proprietary & Confidential. Do Not Copy or Distribute. © 2017 Insight Direct USA, Inc. All Rights Reserved.Insight Presentation 2

3. Insight Proprietary & Confidential. Do Not Copy or Distribute. © 2017 Insight Direct USA, Inc. All Rights Reserved.Insight Presentation 3
5,100+
hardware, software and
cloud partners
4,000+
sales and service
delivery professionals
21 countries
$6B
Operations in
6,400+
Insight teammates worldwide
1988
Fortune 500 company
founded in
GLOBAL REACHDEEP PORTFOLIO & RELATIONSHIPS ENGAGED WORKFORCE
BROAD EXPERTISE FINANCIAL STABILITY LONG LEGACY & KNOWLEDGE
serving clients around the globe
in revenue through Q3 2017
Insight at a glance

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We live by our core values
Hunger
Our insatiable desire to
create new opportunities
for our clients and our
business is apparent in
everything we do.
Heart Harmony
We invite perspective, and
we consistently celebrate
each other’s unique
contributions as we work
together to bring the best
solutions to our clients.
We seek to impact the lives of
the people we serve positively
by always putting our clients,
partners and teammates first.

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3 trends that can’t be ignored
Client experience in B2C transactions now
applies to their needs as B2B buyers
Interactions are moving rapidly from
phone to other channels
Clients now own most of the buyer journey

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Client engagement is changing

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Where We’re Going…
Omnichannel Client Engagement
Client is at the center and
the experience is
consistent across channels
with deeper integration of
data and platforms

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Before SAP Hybris Solutions:
Disparate Data Sources
Disparate Data Sources
With No Centralized View
of Client Data Points and
No Sales History
Insight.com
Marketing Automation
CRM
ERP
Social /
3rd party
Behavioral Data Ecommerce Data
Client Account and Contact Data
Account, Contact
& Lead Data

9. Insight Proprietary & Confidential. Do Not Copy or Distribute. © 2017 Insight Direct USA, Inc. All Rights Reserved.Insight Presentation 9
Implemented SAP Hybris Solutions
Marketing
Analytics
SAP Hybris
Marketing
Cloud
SAP C4C
SAP ECC
Insight.com Google
Analytics
Marketo
Mintigo
OData
OData
OData
OData
OData
OData
IDOC
REST
REST
REST
REST
WEB SERVICES
Renewal DB
HCI
Manual File
Upload
HCI
HCI
HCI
HCI
HCI
Web Collect Data
SAP Hybris
solution
consolidates
multiple,
disparate data
sources into a
single source of
truth

10. Insight Proprietary & Confidential. Do Not Copy or Distribute. © 2017 Insight Direct USA, Inc. All Rights Reserved.Insight Presentation 10
Strategy First: 42 Integrated Tools
Aligned to the
Buyer’s Journey
Personalized
Experience
Sales & Marketing
Integration

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Relevance Personalization Consumerization
Our strategy

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Contact Info
Jamie Werve – Director, eCommerce Strategy
Jamie.Werve@insight.com
https://www.linkedin.com/in/jamiewerve/

13. 13PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Public
The B2B buyer – digital, mobile, social
64% research half
of their work
purchases online2
38% complete half
of their work
purchases online2
All want the same level
of hyperpersonalized
experience as B2C1
58% use social
medial as a research
channel1
1. Accenture Strategy, “Make Music, Not Noise,” 2017
2. Forrester, “Make Your B2B Business a Digital Business,” 2017

14. 14PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Public
• Access to rich product information
• Relevant and personalized content
• B2C-like digital buying experience
• Omnichannel
Her expectations on the buying journey

15. 15PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Public
“It is now clear that CX is
equally critical to the
success of B2B companies.”
Accenture

16. 16PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Public
&

17. 17PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Public
The power of &
Serve customers outside
of Ariba Network
Engage customers early
in the buying journey
Offer B2C-like buying
experience
Manage and support
resell channels
Enable
hyperpersonalization
Be competitive against
Amazon

18. 18PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Public
 Punchout
 Complex product and
configuration
 Order on-behalf
 Multiple distribution models
 Order management
 Cost center, spending limit,
approval
 Account management
 Contract specific catalog, prices
SAP Hybris Commerce Cloud for B2B

19. 19PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Public
 Manage product catalog for all channels
 Use PunchOut feature for a differentiated buying experience
 Provide an alternate buying channel
 Enable your products and services to be “searchable” on the
Web
Winning approaches for using SAP Hybris Commerce Cloud

20. 20PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Public
Win with the
power of &

21. Thank you.
Contact information:
Hansen Lieu
Senior Director, Solution Marketing at SAP Hybris (SAP)
hansen.lieu@sap.com
@HansenTweets
https://www.linkedin.com/in/hansenlieu/

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