The document discusses challenges with implementing new B2B ecommerce technologies and processes. It warns against building old processes around new technologies or assuming digital customers have the same purchase paths as offline buyers. It also recommends going beyond B2C best practices. The document provides poll results on ecommerce topics like important features and challenges. It outlines a strategy for ecommerce projects including defining goals, evaluating processes, working on data, building and releasing in stages, and testing and refining.

2. • Overview
• Don’t Build Old Processes Around New Technology
• Don’t Assume Digital Customers Have Same Purchase
Path as Offline Buyers
• Don’t Stop with B2C Best Practices, Go Beyond
• How to Start
2
Agenda

3. 3
The
World
Today

4. 4
Customer Purchase Journey
“The End of Solution Sales,” CEB

5. Are you implementing, upgrading or
planning to invest in an eCommerce
platform within the next 6 months?
5
Poll Question

6. 6
Results

7. 7

8. Frankenstack:
a collection or
conglomeration of
multiple, disparate
technologies
8
Custom Home Grown Systems

9. 9
Technical & Operational Processes

10. 10
Catalog & Master Data Management

11. 11
Legacy Processes
+ New Technology .
= Expensive Old Process

12. 12

13. 13
Customer Self-Service
“Death of a (B2B) Salesman,” Forrester Research, Inc., April 13, 2015

14. 14
Poll Question
What B2B eCommerce features are
most important to you?

15. 15
Results

16. © 2014 Forrester Research, Inc. Reproduction Prohibited
B2B eCommerce Features
May 2014 “Choose B2B eCommerce Features That Matter”

17. © 2014 Forrester Research, Inc. Reproduction Prohibited
B2B eCommerce Features (Cont.)
May 2014 “Choose B2B eCommerce Features That Matter”

19. 3,000 orders / month
14,000 lines / month
6% Errors
840 line errors / month
19
Operational Efficiencies

20. 20

21. 21 Sources:
Fierce CMO | IAB | Internet Retails | Mediapost | PR News Wire | Sprout Social | Telemetric

23. 23
Poll Question
What is currently your biggest
challenge in your B2B Commerce
experience?

24. 24
Results

25. 25
Crawl – Walk – Run

26. 26
What’s Next?
Strategy
1. Define
Goal
2.
Evaluate
Processes
3. Work on
Data
4. Build &
Release
5. Test,
Measure
& Refine

27. 27
Poll Question
What topics would you like to hear
about in future webinars?

28. 28
Results

29. Thank You.
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Liz Duggan | Director, eCommerce, Siteworx
lduggan@siteworx.com | (o): 872-888-6945 | @Liz_Duggan