These are the slides the from Q3 2021 Platform Pioneer Executive Symposium The 11 Essential Lessons for Launching & Scaling an Enterprise Marketplace

1. Thursday, August 26, 12 pm ET
The 11Essential Lessons for Launching
and Scaling an Enterprise Marketplace

2. Joseph Bevilacqua
Senior Vice President &
General Manager, Global
eCommerce
Today’s Panelists
Nigel Fenwick
VP Principal Analyst, Digital
Transformation & Business
Strategy
Nicholaus Ostergaard
Senior Manager, Digital
Advanced Services
©2021 Mirakl, Inc.

3. August 2021
Nigel Fenwick
Vice President & Principal
Analyst
Mirakl

4. Customer obsessed
firms modernize
AND transform
Digital
Business
Today’s business
Future
business
Modernize
Transform
Digital Value
ecosystem
Marketplaces

5. Competitive advantage through digital CX alone is difficult to sustain
because . . .
Modernization alone
is not enough
Experience
Expectation
Perceived
value

6. Modernization uses emerging technologies to continuously improve the
existing business model.
The “transformation” market is shaped by a growing
commitment to digital modernization …
… while few achieve transformation
Transformation changes the value created through technology & the
business operating model.
The power to succeed in a software-centric world comes from
innovation through software and co-innovation partners.

7. • Venture capital and startup network
• University collaboration
• Crowdsourced innovation
• Services partners
• Capability partners
• Cloud platforms
• Marketplaces
• Competitors
Digital businesses are
ecosystem businesses
Nimble business
ecosystems
Source: Unleash Your Digital Predator Forrester report

8. Covid highlighted
marketplaces as a
critical digital channel
Emerging B2B and B2C
marketplaces are gaining traction
with buyers and sellers of hard
goods, software, and even
services.

9. Why Now?
More full-service
buyer tools
For research, through
contracts, and purchase
Shifting buyer
behavior
LOB and “speed-first”
buyers, competitive
pressures, overall digital
adoption/maturity
More seller tools
For listing, creating, and
syndicating product
content
MANY more
options, across
categories
SaaS and infrastructure
vendors, retailers,
distributors, industry
associations, etc.
Key stats:
By 2023, e-commerce will be 17% of the $11 trillion
B2B sales market in the U.S.
By 2023, 66% of global B2C e-commerce will come
through digital marketplaces; already in Europe, 14% of
B2B digital sales come from digital marketplaces

10. … While Hyper-
Verticalization
Is Driving New
Options
As a group, the privately owned
marketplaces shown here have
raised more than $1 billion in
funding.
Electronics
• Arrow
• Conrad
• HPE
Wholesalers
• Affiliated distributors
• Faire
• RangeMe
Commodities
• Agri Marketplace
• Open Mineral
• Nori
Chemicals
• CheMondis
• Molbase
• LabNetwork
Construction
• Architizer
• IronPlanet
• RenoRun
Freelance services
• Topcoder
• Upwork
• Contently
Life sciences
• Fisher Scientific
• LabX
• Science Exchange
Aerospace
• ePlane
• GoDirect Trade
• PartsBase
Select Industry
Marketplaces
Software
• Salesforce
AppExchange
• AWS Marketplace
• Microsoft Azure
Marketplace
Business services
• Catalant
• Field Engineer
• OpenSesame
Indirect goods Direct goods

11. There Are Many
Paths To A Better
Online Experience
Beyond Amazon and Alibaba,
today’s SaaS marketplaces
provide a guide for what’s
possible, both for sellers and
buyers

12. Marketplace Strategy Requires Understanding The Model
Platform
capabilities
Availability
Mix of sellers; assortment;
localization
Buyer interface
Search; product content;
reviews and ratings;
comparison/ configuration
tools
Transacting
Pricing; free trials content;
buying permissions;
payments
Contract terms
Visibility; negotiation;
Group buying terms
Mgmt console
Buyer portal with usage,
renewals; integration to
other consoles
AI + Automation
Recommendations; smart
bundling; chatbots
Due diligence
Vetting of sellers;
certification; security
process

13. Look At Lessons
From Other Platform
Businesses
Remember – a growing
marketplace follows a common
path as suppliers and customers
connect…and suppliers become
true partners

14. Invest To Create
Differentiation…or
Catch Up!
As an operator can you use your
platform to reach new
customers? Where should you
seek co-innovation partners?

15. Future-Fit companies deal with continual change
Adaptive
Accelerating the ability to recraft
the business model in response
to opportunities and threats
Creative
Elevating your individual and
collective ability to solve problems
and energize your brand
Resilient
delivering on the brand promise
and product value proposition no
matter the conditions or crisis
Platforms
Technology platforms and
bundles will accelerate
time-to-value
Practices
Practices will align teams
on outcomes, not strict
processes
Partners
Co-innovation partnerships
will emerge as a critical
advantage
https://www.forrester.com/report/Your+Future+Fit+Technology+Strategy+Adaptive+Creative+And+Resilient/-/E-RES162342?objectid=RES162342

16. Thank You.
Nigel Fenwick
Vice President, Principal Analyst
@NigelFenwick

17. 11Essential Best Practices of Leading Enterprise
Marketplaces
Discover case studies, examples, and insights from
more than 300 of the world’s most successful
enterprise marketplaces, including:
©2021 Mirakl, Inc.