CM Webinar B2C EMI Preview

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The document summarizes key findings from Mirakl's Enterprise Marketplace Index report, which provides aggregate and anonymized insights and benchmarks from Mirakl-powered marketplaces. It finds that enterprise marketplaces grew at double the rate of ecommerce growth and that focusing on seller recruitment and activation are important growth levers. It also discusses how marketplace assortment growth and "buy box" strategies can attract and retain shoppers by offering more product choices and competition. The report will be released on March 3, 2021 on Mirakl's website.

Presentations & Public Speaking

Tzipi Avioz , EVP Customer Success Americas & APAC
Luca Cassina, EVP Customer Success EMEA
RELEASE PREVIEW
March 2021 Release | Global Retail
Enterprise Marketplace Index

©2021 Mirakl, Inc.
Introductions
Tzipi Avioz
EVP, Customer Success
Americas & APAC
Luca Cassina
EVP, Customer Success
EMEA

©2021 Mirakl, Inc.
Agenda
• What is the Enterprise Marketplace Index
• Key findings & how to leverage
• Q & A

©2021 Mirakl, Inc.
As a part of our commitment to your success…
Mirakl is releasing a new feature on the platform:
The Enterprise Marketplace Index provides…
• More aggregate & anonymized insights to
support your GMV growth
• Benchmarks for your marketplace
• Released periodically throughout the year
• Strict aggregation guidelines are employed to
ensure anonymity. These guidelines include
requirements on comparison set size, diversity,
and consistency.

©2021 Mirakl, Inc.
with select data & insights from
executive Platform Pioneers…
Inside the Enterprise Marketplace Index
Shopper & seller data from
Mirakl-powered marketplaces…
enhanced with eCommerce
data.
60
13
MONTHS LIVE
+
+
MIRAKL-POWERED
B2C MARKETPLACES
Enterprise eCommerce GMV
Platform Pioneer web traffic
Marie-Laure Cassé
Chief Digital &
Marketing Officer
Derek Yarbrough
Chief Digital Officer
Pete Sauerborn
Managing Director
Thierry Hay-Sabourin
SVP, eCommerce,
Marketing & Technology

The pressure is mounting for many retailers
Digital giants’
"everything stores"
Digital natives' ability
to deliver trends faster
Traditional retailers are
feeling the squeeze

©2021 Mirakl, Inc.
Enterprise marketplaces grew at double the rate
of eCommerce growth
40

©2021 Mirakl, Inc.
Recruiting tip: Sellers are looking for alternative
channels. Search for:
• Specialist / niche products
• Top brands / products on Google
• Open a marketplace page on your website for sellers
to apply & market your marketplace to sellers
The formula for deconstructing marketplace growth
Focus on 2 growth levers:
• Seller recruitment (~2/3 of GMV growth)
• Seller activation (~1/3 of GMV growth)
To best activate sellers, implement:
• Organizational & platform enablers

©2021 Mirakl, Inc.
Connecting shoppers with more product choices
• Average eCommerce assortment growth between 8-12%
• Assortment growth indicates network effects present
• New products are creating growth without cannibalization

©2021 Mirakl, Inc.
“Buy box” considerations:
• Ensure product availability
• Create a healthy competition on your website
• Offer the best market price to your customers
• Give visibility to your sellers & transparency for your customers
• Build “buy box” algorithm to align with your strategy
Combination of product assortment and offer choice (i.e. Buy Box)
Attracts & retains shoppers
• Shoppers look for the best value across the internet
• More retailers are adopting the “buy box” strategy

©2021 Mirakl, Inc.
Boosting site traffic through marketplace product availability
Driving traffic growth through organic search…

©2021 Mirakl, Inc.
$1M = 68 sellers
Delivering bottom-line growth per seller onboarded
• Cost-light structure means a high capture rate
• Consider migrating low profit products from
owned inventory to seller ecosystem
• Leverage this data as a guide to justify seller
recruiting & management resources

©2021 Mirakl, Inc.
Seller GMV, Quarter-by-Quarter

©2021 Mirakl, Inc.
Where to find the report on March 3, 2021?
Mirakl Documentation Mirakl Website
Mirakl.com/enterprise-marketplace-index
Enterprise Marketplace Index
March 2021 Release | Global Retail
Ask your Customer Success Consultant

©2021 Mirakl, Inc.
Join the Executive Symposium event to hear from Platform Pioneers
Thierry Hay-Sabourin
SVP. eCommerce, Marketing &
Technology
Derek Yarbrough
Chief Digital Officer
Marie-Laure Cassé
Chief Digital & Marketing Officer
Join us on March 3

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Top retailers are turning to marketplaces to respond to rising consumer demands for greater choice, lower prices, and faster delivery. Marketplaces allow retailers to attract more shoppers and sellers, diversify their supply, and potentially boost profits. Recent data shows that marketplace growth continues to outpace overall ecommerce growth as consumers increasingly prefer and find marketplaces more convenient.

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This document summarizes an online panel discussion about creating a successful online marketplace. It includes: - An agenda for the panel discussion on developing an engaging shopping experience for customers on an online marketplace. - Statistics showing the rapid growth of ecommerce and increasing pressures on margins, selection, and delivery from rising customer expectations and competition. - Issues in the current supply chain increasing pressure and creating opportunities to diversify supply. - Data demonstrating that marketplaces are capturing most new ecommerce growth and outperforming standalone retailers. - Insights into how increasing the number and performance of sellers on a marketplace can drive more sales.

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Digital transformation is gaining speed, and leaders across the B2B industry are experiencing fast-growing pressure to dominate in the digital-first economy. According to McKinsey, only 8% of companies believe their current business model will remain economically viable through digitization, further propelling B2B’s biggest players to invest massively in digital business models. Industry giants 3M & Z-Tech (Part of Ab InBev) are reimagining how they do business with the marketplace model. Both companies are leveraging Mirakl’s marketplace technology to introduce a modern, online B2B buying experience with greater convenience, a wider selection, and an improved customer experience. In this Platform Pioneer Executive Symposium, hear Luiz Gondim, CTO at Z-Tech and Global VP, Innovation at AB InBev, and Krasen Dimitrov, International Program Manager at 3M, in conversation with Joe Cicman, Sr. Analyst at Forrester, and discover how they are leading the next generation of B2B eCommerce with a marketplace. You’ll learn: - Why Z-Tech (Part of AB InBev) and 3M are investing in a marketplace strategy now to drive their digital transformation - How marketplace is empowering Z-Tech (Part of AB InBev) & 3M to expand revenue opportunities, scale faster with less risk, and improve the customer experience - Actionable takeaways from executives who have been in your shoes when considering a marketplace launch

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1. Tzipi Avioz , EVP Customer Success Americas & APAC Luca Cassina, EVP Customer Success EMEA RELEASE PREVIEW March 2021 Release | Global Retail Enterprise Marketplace Index

4. Enterprise Marketplace Index

5. ©2021 Mirakl, Inc. As a part of our commitment to your success… Mirakl is releasing a new feature on the platform: The Enterprise Marketplace Index provides… • More aggregate & anonymized insights to support your GMV growth • Benchmarks for your marketplace • Released periodically throughout the year • Strict aggregation guidelines are employed to ensure anonymity. These guidelines include requirements on comparison set size, diversity, and consistency.

6. ©2021 Mirakl, Inc. with select data & insights from executive Platform Pioneers… Inside the Enterprise Marketplace Index Shopper & seller data from Mirakl-powered marketplaces… enhanced with eCommerce data. 60 13 MONTHS LIVE + + MIRAKL-POWERED B2C MARKETPLACES Enterprise eCommerce GMV Platform Pioneer web traffic Marie-Laure Cassé Chief Digital & Marketing Officer Derek Yarbrough Chief Digital Officer Pete Sauerborn Managing Director Thierry Hay-Sabourin SVP, eCommerce, Marketing & Technology

7. Key findings & how to leverage

8. The pressure is mounting for many retailers Digital giants’ "everything stores" Digital natives' ability to deliver trends faster Traditional retailers are feeling the squeeze

10. ©2021 Mirakl, Inc. Recruiting tip: Sellers are looking for alternative channels. Search for: • Specialist / niche products • Top brands / products on Google • Open a marketplace page on your website for sellers to apply & market your marketplace to sellers The formula for deconstructing marketplace growth Focus on 2 growth levers: • Seller recruitment (~2/3 of GMV growth) • Seller activation (~1/3 of GMV growth) To best activate sellers, implement: • Organizational & platform enablers

11. ©2021 Mirakl, Inc. Connecting shoppers with more product choices • Average eCommerce assortment growth between 8-12% • Assortment growth indicates network effects present • New products are creating growth without cannibalization

12. ©2021 Mirakl, Inc. “Buy box” considerations: • Ensure product availability • Create a healthy competition on your website • Offer the best market price to your customers • Give visibility to your sellers & transparency for your customers • Build “buy box” algorithm to align with your strategy Combination of product assortment and offer choice (i.e. Buy Box) Attracts & retains shoppers • Shoppers look for the best value across the internet • More retailers are adopting the “buy box” strategy

14. ©2021 Mirakl, Inc. $1M = 68 sellers Delivering bottom-line growth per seller onboarded • Cost-light structure means a high capture rate • Consider migrating low profit products from owned inventory to seller ecosystem • Leverage this data as a guide to justify seller recruiting & management resources

16. ©2021 Mirakl, Inc. Where to find the report on March 3, 2021? Mirakl Documentation Mirakl Website Mirakl.com/enterprise-marketplace-index Enterprise Marketplace Index March 2021 Release | Global Retail Ask your Customer Success Consultant

17. Q & A

18. ©2021 Mirakl, Inc. Join the Executive Symposium event to hear from Platform Pioneers Thierry Hay-Sabourin SVP. eCommerce, Marketing & Technology Derek Yarbrough Chief Digital Officer Marie-Laure Cassé Chief Digital & Marketing Officer Join us on March 3

19. Thank you

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