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B2B - Beyond Selling

Manufacturers and B2B brands are known for their traditional approach to business. The manufacturers and B2B brands deal with bulk quantity products and the transactions are almost always made with regular customers. If you think about it, not much has changed in the functioning of a manufacturer or B2B brands even though the technology around it has grown by leaps and bounds. But, the time has finally come for the manufacturers and B2B brands to shift to a more efficient platform - eCommerce.

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B2B - Beyond Selling

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  1. Beyond Selling - Next Gen eCommerce Thinking beyond what you have Thought. Delivering Beyond Expectations.

  2. Recovering multitasker Past Startup Junkie Problem Solver Addict Gigi J.K CEO, Virtina eCommerce Advisor NimbleLeader, GLG Advisory Council, AlphaSights & B2B Associations /in/GigiJK Fanatically Fair Passionate in helping the clients to increase their revenue, profit and CX

  3. 1/10 eCommerce Back End Technology Service Provider https://Trade.gov

  4. Our Expertise • Certified Partners/Developers • 1500+ eCommerce Clients

  5. B2B Vs B2C

  6. B2C Vs B2B Targeting Demographics Firmographics Location Industry Growth Rate Revenue/Profit Legal Structure Size

  7. B2C vs B2B Relationships Your Organization The Business Clients /Prospects Relationship How ? When ? What (Expectation)? Logical Buying Process Vs Emotional Buying Process

  8. eCommerce is built on the premise of Convenience for customers and the business. Convenience is the degree of Adaptability to meet the varying levels of expectations of customers One of the major tool used is Personalization B2C B2B 1 2 3 4 CONVENIENCE

  9. B2B Personalization L 1 No L2 L3 L4 Contract Level Firm Level Demographic Level Personalization

  10. Why businesses must act now….?

  11. Industry Why now (B2B) Competition DtX Buyers

  12. Take it with a grain of salt 70% 5% 15% 7% 60% 89% 40% 19% 50% 28% 10%

  13. Global $ 16.9 Trillion 4x B2B ecommerce $4.1 Trillion $ 9.6x Trillion $ 7.3 Trillion B2C ecommerce Electronic Phone/Fax / face2face 2027: $7.6Trillion EDI: eComm: eProcurement : 2027: $17.6 Trillion /

  14. The situation With eCommerce $ 14.9 Trillion 4x Without eCommerce B2B ecommerce $ 7.3 Trillion Phone/Fax / face2face $ 7.6 Trillion Electronic 2x EDI: $4.9 eComm: $1.1 eProcurement: $1.6 Manufacturers Distributors $7.3 Trillion Phone/Fax / face2face 38% 39% Vs 61% 62%

  15. Competition The Competition 2019 75.0% 83.0%

  16. Competition The Competition 2020 APRIL 2020 90.0%

  17. Benefits

  18. The Benefit Digital commerce leaders reported +80% improvement on key performance metrics along with healthier revenue growth.

  19. B2B Buyers 83% 97% 76.9% Willing to pay higher prices if the supplier has excellent eCommerce and Customer Portal Capabilities Consider customer portal capabilities as a critical factor in selecting a supplier Switch suppliers for lack of tools or features

  20. Buyers M2 Effect 73% 70% of all B2B buyers are Millennials of B2B searches happen on Mobile

  21. Digital transformation

  22. Definition of Digital Transformation Digital transformation

  23. Digital transformation - Definition Input Process Digital transformation is about Bringing together To create new or enhance the following Using Technology Customer experience Data People Culture Partner Relationship Processes Employee Empowerment Business models /processes

  24. Digital transformation - Goal Intangible output Tangible output The important goal is to Drive …and in delivering Positive increases in Revenues Efficiencies Ease of use Profits Data driven insights Market share Customer Delight

  25. Role of eCommerce in the SMART Manufacturing and Digital Transformation Era Experiential Buyer Journey Self-service 24*7 Availability Digital Marketing Social Selling Cost Reduction Sales Funnel Agility Consumerization SMAC (Social, Mobile, Analytics, Cloud(API) DTC Global outreach Integration / Automation Supply chain Omni-channel (O2O) Human Angle (Customers, Prospects, Employees, Partners, Investors eCommerce Design thinking Connectedness

  26. Key trends

  27. B2B Buyer Behavior - CX Trends 89% 75% 57% Uses internet Socially influenced Buying done prior to contacting sales 73% 12% 80% Uses Google to find info. 12 Google Searches Focus on B2C Consumerization

  28. Industry CEO’s TOP of the Mind McKinsey CEO 853 Decision Makers 9 Industries Cost reduction Productivity eCommerce = A Low Code Solution Platform = Faster Solution Speed Customer focus

  29. Sales enablement to Buyer enablement Why ?

  30. Marketed To Sold To Assisted To MakeSense Collaborate on customer learning. Connect to relevant resources Clarify information complexity

  31. 4 Ps of marketing What do Consumers WANT? How do you Address Consumers NEED? What is your USP/Value Prop? How do you Communicate USP/Value Prop to prospects? • Sales Promotions • Advertising • Publicity • Marketing • Features • Quality • Branding • Packaging • Services • Warranties Promotion Product YOU • Pricing strategy (costs, Competition, Profit) • List Prices • Payment terms • Discounts • Channels • Market coverage • Inventory • Distribution Placement Price • Bundling How do you deliver? Where do you deliver? How do you price?

  32. Missing…

  33. S.A.V.E What do Consumers WANT? How do you Address Consumers NEED? What is your USP/Value Prop? How do you Communicate USP/Value Prop to prospects? • Focuses on Content • Thought Leadership • Expert Positioning • Answerable • Trust • Familiarity • Customer centric solutions Education Solutions • Features • Quality • Branding • Services • Warranties • Packaging Promotion Product • Sales Promotions • Advertising • Publicity • Marketing THE M • Omni-Channel Presence • O2O • Responsiveness • Value Based Pricing Access Value • Pricing strategy (costs, Competition, Profit) • List Prices • Payment terms Placement Price • Discounts • Bundling • Channels • Market coverage • Inventory • Distribution How do you deliver? Where do you deliver? How do you price?

  34. B2B eCommerce Trends Omni Presence Through omni-channel, 24*7 Availability Connectedness Through Integration B2C/B2B Convergence 01 02 Self Service Content, 24/7, Chat bots 0909 Efficiencies Through Automation/Integration 03 08 Buyer Enablement 04 DisIntermediation B/M/C opis. C2M, MWC 07 05 Convenience Focused CX 06 Dropship enablement Consistency in Experience/Information across channels

  35. Success

  36. Did you know? 80% to 97%

  37. Micro reasons

  38. Lack of Understanding of the True Role Lack of Understanding of Holistic Goals of eCommerce Partner Task Misfit Lack of Planning Top 10 Reasons for the failure of eCommerce projects Just Another Website Approach Wrong Platform Platform Focus Build, They Will “NOT” Come Weak Implementation or Build Process Absence of continuous improvement

  39. Your Business in 2020 and beyond

  40. F1

  41. Rally

  42. Partner Task Misfit The Platform The Marketing team The Engineering team

  43. Macro reasons

  44. Revenue Customer happiness Profit For Success

  45. Informed decisions Disparate sources Real time accurate data Digitalized solution

  46. Industry CEO’s TOP of the Mind McKinsey CEO ▪853 Decision Makers ▪9 Industries ▪June 2020 Cost reduction Productivity eCommerce = A Low Code Solution Platform = Faster Solution Speed Customer focus

  47. Speed kills….!!! Still only 3% win…!

  48. eCommerce Fast solution Low code PnP

  49. Must Have: 4Ps Planning Processes Precision execution Profusion of Depth It is a Race

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