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Endeca B2B Summit 2011
Ingram Micro is the world's largest distributor of IT products and services, generating $34.6 billion in revenue in 2010 with a global presence across 150 countries. The document discusses the evolution of B2B e-commerce and the demands for personalized, multi-channel experiences from resellers and end customers in the IT distribution ecosystem. Additionally, it highlights the challenges of data complexity and the need for integrated supply chain solutions to enhance search and merchandising in a rapidly expanding product catalog.
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Endeca B2B Summit 2011
- 1. © 2011 EndecaTechnologies Inc. All Rights Reserved. CONFIDENTIAL AND PROPRIETARY – DO NOT REPRODUCE.
- 2. Big Data &B2B eCommerce Jonathan Newman © 2011 Endeca Technologies Inc. All Rights Reserved. CONFIDENTIAL AND PROPRIETARY – DO NOT REPRODUCE.
- 3. Introductions © 2011 Endeca Technologies Inc. All Rights Reserved. CONFIDENTIAL AND PROPRIETARY – DO NOT REPRODUCE.
- 4. Jonathan Newman Executive Director,Global eBusiness & Collaboration Technologies @jon_newman jonathan.newman@ingrammicro.com uk.linkedin.com/in/jonnewman facebook.com/jnewman77 © 2011 Endeca Technologies Inc. All Rights Reserved. CONFIDENTIAL AND PROPRIETARY – DO NOT REPRODUCE.
- 5. Ingram Micro: AWorld Leader In IT The world's largest provider of technology products and services 2010 annual revenues: $34.6 billion Approximately 15,700 associates Customers in approx. 150 countries 100 distribution centers worldwide SUCCESS Operations in 26 countries No. 75 on 2011 Fortune 500 list Diverse capabilities in complementary adjacencies and services Only global broad-based IT distributor with significant, multi-country Asia-Pacific presence Global corporate responsibility focus 30+ years experience in IT distribution 5 All information as of fiscal year 2010 Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 110711_5
- 6. A Vital LinkIn The IT Value Chain… More than 1,400 Vendors More than 185,000 Resellers Sales and Marketing VARs: SMB, Financing Enterprise & Technical Support Government Dot.coms Inventory Management Vendor Relations Managed Services Retail Combining a wide array of technologies and products to create the optimum solution 6 Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 110711_6
- 7. …With a GlobalPresence and Broadest Product Offering World’s Largest IT Distributor 100% Networking (10 – 15%) Cisco, D-Link, Juniper, Netgear, SonicWall 75% Software 31% of Revenues* (15 – 20%) Adobe, CA, Intuit, 42% of Revenues* McAfee, Microsoft 50% Systems 22% of Revenues* (30 – 35%) Apple, Acer, HP, IBM Sony, Lenovo, Toshiba 5% of Revenues* 25% IT Peripherals** (35 – 40%) AMD, HP, Intel, Intermec, Lexmark, Logitech, Benefits of a Global Portfolio: 0% Western Digital, Xerox Geographic diversification helps balance risks that may occur in localized markets Product Categories Capitalizes on emerging market potential Serves partners seeking worldwide market reach * FY 2010 7 * * Includes CE/DC/POS/Mobility and Others Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 110711_7
- 8. …Serving The GlobalIT Industry SMB To Enterprise Fortune 1000 1,000 Number of 8,000 companies Large Business (1,000+) 108 thousand Midsize Business (100–999) 7.8 million 39.6 million Small Business (<100) 77.5 million Home Office IT spending Consumer increases with Households size, number of (Non–Home Office) firms decreases Ingram Micro’s VAR customers target SMB markets, the sweet spot of the IT industry Source: IDC - U.S. Market Pyramid for year-end 2010 8 Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 110711_8
- 9. Big Data &B2B eCommerce © 2011 Endeca Technologies Inc. All Rights Reserved. CONFIDENTIAL AND PROPRIETARY – DO NOT REPRODUCE.
- 10. What does B2Bmean for Ingram Micro? The eCommerce Ecosystem “Demand Chain Enablement” Vendor Distributor Reseller End Customer
- 11. What does B2Bmean for Ingram Micro? The eCommerce Ecosystem “Demand Chain Enablement” Vendor Distributor Reseller End Customer “What technology solutions will solve my business problems & how should they be deployed?”
- 12. What does B2Bmean for Ingram Micro? The eCommerce Ecosystem “Demand Chain Enablement” Vendor Distributor Reseller End Customer “How do I “What create technology increasingly solutions will personalized solve my go-to-market business campaigns and problems & how relationships should they be with my end deployed?” customers?”
- 13. What does B2Bmean for Ingram Micro? The eCommerce Ecosystem “Demand Chain Enablement” Vendor Distributor Reseller End Customer “How do I “I need to “What create ensure that I technology increasingly provide my solutions will personalized customer with solve my go-to-market accurate business campaigns and information & problems & how relationships get the best should they be with my end deals.” deployed?” customers?”
- 14. What does B2Bmean for Ingram Micro? The eCommerce Ecosystem “Demand Chain Enablement” Vendor Distributor Reseller End Customer “How do I “I need to “What create ensure that I technology increasingly provide my solutions will personalized customer with solve my go-to-market accurate business campaigns and information & problems & how relationships get the best should they be with my end deals.” deployed?” customers?”
- 15. What does B2Bmean for Ingram Micro? The eCommerce Ecosystem Partner expectations are evolving… …which means Consumerisation of IT Products and The data & analytics required to Services has changed expectations meet partner expectations are End But complexity and level of exploding! Customers investment is still high for most businesses Resellers are “known” accounts that now expect personalised, multi-channel Engaging across all sales channels experiences and expect an integrated & real- The relationship is contractual with time experience specific pricing agreements and Resellers Demand expert advice to support authorised product catalogues their recommendations to their Purchasing history is relevant for customers opportunity identification and upsell Demand an integrated supply chain recommendations that supports their personalised End Customers have negotiated vendor relationships with resellers and end pricing agreements that can be Vendors customers serviced through specific Resellers …and continued flawless supply The catalogue is vast…. and growing chain execution © 2011 Endeca Technologies Inc. All Rights Reserved. CONFIDENTIAL AND PROPRIETARY – DO NOT REPRODUCE.
- 16. …and the impliedData Challenges That we’ve solved so far! SCE ERP MDM PRICE BI • Baseline updates The number of dimensions every 6 hours drives the data complexity • 4+ Hours to execute • Customer_Master the baseline • Customer • Hourly updates for • End_Customer SCE visibility • Vendor • Vendor_Agreement • Vendor_Authorisation • Category MDEX • Sub_Category • Product_Family • Real time requests to • Promotion_State ensure complete accuracy • Product_Status • Results are personalised • Product_Authorisation • Customer_Price • and all of the technical facets…. © 2011 Endeca Technologies Inc. All Rights Reserved. CONFIDENTIAL AND PROPRIETARY – DO NOT REPRODUCE.
- 17. Solution Delivery Commercial &Customer Drivers for Search & Merchandising Search Relevancy & Accuracy Commercial Relevance Customer based on KPIs and business Expectations focus areas. Sales Velocity, Product & Relevance Promotional Status, SCE Status & some secret sauce Hybrid combination of partial Intelligent match and exact match logic Matching with boosting & downgrades Try searching for “8740” on a few sites and compare the results! © 2011 Endeca Technologies Inc. All Rights Reserved. CONFIDENTIAL AND PROPRIETARY – DO NOT REPRODUCE.
- 18. Solution Delivery Commercial &Customer Drivers for Search & Merchandising Navigating Large Catalogues Guided navigation is now Guided Navigation cost of entry Increased perceived Type Ahead performance & accuracy through type-ahead Normalised catalogue data Accurate & across vendors & Complete Data categories Type ahead allows suggestive guidance to reduce the time to useful search results © 2011 Endeca Technologies Inc. All Rights Reserved. CONFIDENTIAL AND PROPRIETARY – DO NOT REPRODUCE.
- 19. Solution Delivery Commercial& Customer Drivers for Search & Merchandising Maintaining Marketing Context Placement is critical to Relevant drive brand objectives, CTR & conversion Intelligence within the Data Driven product dimensions creates dynamic associations Accuracy regarding Trusted compatibility is critical The product catalogue is rapidly expanding in terms of volume, product complexity and breadth of product categories… © 2011 Endeca Technologies Inc. All Rights Reserved. CONFIDENTIAL AND PROPRIETARY – DO NOT REPRODUCE.
- 20. B2B Data VolumeChallenges But what’s next? We’re already pushing the horizontal limits of our record lengths… 1 Integration of CRM and SFA solutions to provide a 360 view of the partner relationship Multi-Channel Activity Multiple methods of interaction and consistency across all Analytics focused on forecasting future behaviour 2 Process collaboration generating additional sales context Unique communities of commercial need Collaborative Commerce Opportunity identification and management across business partners 3 External sources of run-time personalisation data Social Graphs Market intelligence to drive relevancy refinement Social context to augment the material master © 2011 Endeca Technologies Inc. All Rights Reserved. CONFIDENTIAL AND PROPRIETARY – DO NOT REPRODUCE.
- 21. Questions? @jon_newman jonathan.newman@ingrammicro.com uk.linkedin.com/in/jonnewman facebook.com/jnewman77 © 2011 Endeca Technologies Inc. All Rights Reserved. CONFIDENTIAL AND PROPRIETARY – DO NOT REPRODUCE.
Editor's Notes
- #4 We are the only global broad-based IT distributor with a Pan Pacific presence With operations in 26 countries, we serve more than 150 countries through export businesses.For the last several years, nearly 60 percent of our revenues has been generated outside North America.Wherever technology is helping people accomplish more, we serve as the vital connection between manufacturer and customer.We offer the broadest product offering in our industry, with hundreds of thousands of SKUs from more than 1,400 vendors.The systems category usually grows above the company average and includes servers, desktops and portables The peripherals category generally grows near the company average and includes everything from printers, monitors and scanners to components, cables and consumer electronics. The software and networking categories typically grow at or a bit faster than the company average, although these categories do tend to fluctuate.During the second quarter of 2011:Systems wasthe strongest-performing category, fueled by iPad and PC sales.Networking and peripherals performed at slightly below the company average.Software grew at below the company average.