As B2B ecommerce becomes more and more popular, you may be wondering if you need to jump on board and you may have a number of important questions. This presentation should help you answer some of those

1. Do I need it?
How do I choose?
What are the benefits?
What about ROI?
Can it handle my
requirements?
…
Your Most Pressing B2B
ecommerce questions
answered
Jeanne Lee
e2b teknologies
jlee@e2btek.com
440.352.4700 x 240

2. Do I need B2B
ecommerce?

3. Did You Know…
• 38% of those surveyed said more than 50% of
their revenue coming from their online channel
• 31% of respondents said direct sales are still
driving most revenue but online is growing in
importance
• 5% of respondents predict no growth in their
online business in 2013

4. Yet only 25% of B2B’s have an online presence…
Percent of B2B Companies Utilizing eCommerce
25%
B2Bs Online
B2Bs Not Online
75%

5. B2B e Commerce Can’t
Handle My Complex
requirements and
processes…can it?

6. Fact: B2B e Commerce Is Designed for
B2B’s






High volume sales
Repetitive sales
Quote management
Contract pricing
Channel partner support
Purchase order processing
Order approvals
 Cross selling/up selling
 Licensing
Renewals
 Reactivation
Environments that require
integration with
ERP, CRM, Shipping, and other backoffice systems

7. Return On Investment
Consider:
1/3 of B2B orders are entered manually, phoned
in, faxed in, or emailed.
Cost Per Transaction:
$33
$10
$1

8. Based On That Information…
$3,300
$1000
$100
100 phone orders
100 email orders
100 ecommerce orders
How Many Orders do you process in a week? A Month? a Year?

9. The Benefits of B2B eCommerce
Improve your efficiency
Relationship enhancement.
Branding
Grow your business
Keeping up with your competition
Reduce time spent on phone
45 % of Call Center calls
are non-transactional inquiries
•Is product X in stock?
•What is my price for X?
•Where is my order?
reduce cost per transaction
More effective marketing
Frees up your support team to work on support related issues

10. Should I
Build or Buy
an Ecommerce Solution?

11. Pros
Build
-The solution will be yours
-total control over updates
-No need to pay for licensing, maintenance, etc.
-Freedom to build exactly how you want
Cons
-inexperience breeds costly mistakes
Requires internal IT skills or a large investment
-Internal IT talent & a significant amount of time
will need to devoted to initial build and all other
issues, updates, maintenance, etc.
-pressure to keep the software relevant and in line
with customer expectations and demands.
-If you use a consultant or outside developer
you will pay for every bug fix or issue…forever.
Pros
Buy
-Getting A proven B2B ecommerce solution
-all initial performance inhibitors out of the way
-no expense for outside developer.
-vendor will keep the software relevant
-vendor can guide you to new technologies and best
practices
-Vendor will take care of all bug fixes and other issues
-will not have to take your IT staff away from other
projects.
Cons
-Larger upfront investment
-need to pay for licensing, maintenance, etc.
-do not have control over the timing of updates
-subject to the vendor’s plans for the product.

12. How do I choose
a platform?

13. What to look for in a B2B e Commerce
platform
•
•
•
•
•
•
•
Customer specific pricing
Freedom to optimize
Security
Search functionality
Integration with ERP, CRM and other systems
Room for growth and change
Content management and design capabilities

14. Why Is Integration
With My Other Systems
So Important?

15. Common Problems If you DO NOT have
integration With Your Other Systems..
•
•
You’ll need to re-enter order info from
your ecommerce site into other
systems.
-Duplicate effort and Reduced
efficiency
-Increase costs/order in terms of time
and employees to do it
-Risk of data entry errors
Customer info not synced between
ecommerce and ERP
-Risk inaccuracies in your customer
database
-Need to manually enter contact info
Reduced efficiency
•Pricing and account history not synced
with ERP system
-Incomplete / inaccurate info given to
buyers
•Customers cannot see negotiated pricing.
-manual order adjustment
-More cost and time per order
•Shipping costs cannot be calculated and
tracked online
-No real-time tracking for customers

18. Thank You
Jeanne Lee
Jlee@e2btek.com
www.AnytimeCommerce.com