E-Commerce Innovations to Drive Revenue in a Hurry
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This document summarizes a presentation on enabling e-commerce revenue streams quickly through an agile MVP approach. It discusses the keys to B2B e-commerce success, including omni-channel experiences, speed to market to outpace competitors, and fast convenient buying experiences. It also outlines a quote-to-order process and how a single platform can provide a foundation for great customer experiences through products, orders, pricing and more. Additional sessions at the event on omni-channel e-commerce, digital disruption and more are also listed.
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E-Commerce Innovations to Drive Revenue in a Hurry
- 1. #AccelerateQTC May 3, 2107 – 4:15pm Todd Browning, GM E-Commerce, Apttus Lin Shearer, Product Marketing Director, E-Commerce, Apttus Jessica Ma, RVP Professional Services, E-Commerce/CPQ, Apttus Christopher Moyle, Managing Partner, Six Vertical #AccelerateQTC E-Commerce Innovations to Drive Revenue in a Hurry
- 2. Todd Browning GM, E-COMMERCE Jessica Ma RVP PROFESSIONAL SERVICES Christopher Moyle MANAGING PARTNER Lin Shearer PRODUCT MARKETING DIRECTOR, E-COMMERCE Lin
- 3. Omni-Channel Speed The Keys to B2B E-Commerce Success
- 4. Omni-Channel The Keys to B2B E-Commerce Success Any Channel Any Device Seamless Optimized Experiences Web Mobile Tablet Self-Serve E-Commerce Call Center Field Sales Channel Partners
- 5. Speed to Market—Outpace Your Competition Fast, Convenient Buying Experiences Meet Rising Customer Expectations The Keys to B2B E-Commerce Success Speed Web Mobile Tablet
- 6. Fast, Convenient Buying Experiences Meet Rising Customer Expectations The Keys to B2B E-Commerce Success Speed Omni-Channel Speed to Market—Outpace Your Competition Web Mobile Tablet
- 7. Phase 3 Partner Enablement Launch an E-Commerce Revenue Stream Fast with an MVP/Agile Approach ConsiderAware FulfillTransact Operate Retain Customer / Channel Partner Journey Phase 1 MVP Phase 2 Renew Multichannel Retain Transact Fulfill Self Serve Channel Partners Mobile Aware Consider Operate Field SalesTablet Call CenterWeb
- 8. Rising Customer Expectations The Keys to B2B E-Commerce Success Speed Omni-Channel Speed to Market—Outpace Your Competition Fast, Convenient Buying Experiences Web Mobile Tablet
- 9. Single Platform and Single Data Model Provide the Foundation for Great Customer Experiences Customers Products Orders Price E- Commerce QTC Front-End UI Payments PromotionsInvoices CPQ Incentives Carts Billing $$ Revenue
- 10. Leveraging the Platform to Deliver Great Customer Experiences +
- 12. Quote-To-Order Reality Order Order Create Quote Call Competitor Request Competitive Quote Price Compare Online Call Customer Delay Revise Quote Items ! Change ! Inventory Adjustments Partial Order With New Supplier ! Change Send Revised Quote No Response Delay ! Customer on PTO Request Quote
- 13. A Better Future • Adaptability • Self-Service • Omnichannel
- 15. Omni-Channel B2B Commerce Drives Revenue Growth, Reduces Costs, and Improves Profitability IMPROVED EMPLOYEE EFFECTIVENESS BETTER CUSTOMER EXPERIENCE INCREASED CATALOG VISIBILITY COST SAVINGSSHORTER SALES CYCLES
- 16. Pivoting to the Customer: The Power of E-Commerce and Cloud CPQ Thursday, May 4 – 10:30 am – Room D (Industry Insights) Omni-channel E-Commerce for Fun and Profits Thursday, May 4 – 11:00 am – Room B (B2B Leaders) Digital Disruption, the Internet of Things and the Rise of Marketplaces Thursday, May 4 – 11:30 am – Room B (B2B Leaders) Why Omni-Channel Should Be a Sales Leader’s New Best Friend Thursday, May 4 – 11:30 am – Room C (Sales Execs) More Great Omni-Channel B2B E-Commerce Sessions
Notas do Editor
- Your full customer/partner journey is made up of many interaction points Prioritize those interaction points, channel and device mix in MVP to drive immediate business outcomes. Iteratively “turn on” interaction points, channels and device coverage, this is your roadmap Build in feedback loop to iteratively enrich the total experience
- APTTUS has a unique position in the enterprise e-commerce software market. It’s the only vendor where the e-commerce application is built as an extension of the CPQ software and it shares much of the same data model and rules used by its other Quote To Cash products. This shared architecture offers compelling business benefits – and with the right planning and customer experience expertise, you can leverage this common model to deliver the high-quality experience your e-commerce customers demand – even for complex business, product, and sales models.
- This is what we’re up to… leveraging this common platform and data model to deliver fast commerce experiences on the APTTUS Intelligent Cloud. The reason why we’re doing this is we recognize that the path from quote to order is evolving and we want to help the modern enterprise to adapt.
- In a perfect world, quote to order goes something like this. - Your customer submits a request for quote. - There’s some back and forth with the account manager. - The rep uses CPQ software to build the quote and emails it to the customer. - The customer reviews it and gets purchase approval. - They digitally sign the quote and… voila! The order is created. This is what we called the Quote to Order Utopia. And as we all know, few utopias exist. In the real world, Quote-to-order actually looks more like this…
- In reality, quote-to-order is imperfect and messy. The customer is unpredictable and is exploring all their options for the best deal. By the time they receive your quote their needs have changed, and this often ends in a quote that goes nowhere.
- But… Imagine if the quote could adapt to the customer’s changing needs. Imagine if sending the quote to the customer was no longer the end of the quoting process, but the start of self-service journey where the customer is in control of the buying process. Imagine the customer placed the order without calling or emailing your sales rep even one time. What we’ve been working on at Six Vertical is a way for CPQ and e-commerce to work together. Where the customer can convert a quote to a cart, modify the cart items and place an order without human intervention. We’ve developed a way to deliver these capabilities as an omnichannel experience using super-fast modern web technologies.
- Our approach has three key parts. First is integration... Developed IP that enables the customer to convert a quote into shopping cart in one click. We call this the ‘Smart Cart’. Second is intelligence... Not all product categories are suitable for the customer to modify in the Smart Cart. For example, complex product bundles. We’ve developed intelligence into the cart that identifies these products and makes them read only. They can be removed from the cart or left alone, but not modified. Third is performance... You can expect your e-commerce customers to have higher expectations when it comes to performance than your CPQ users. Your e-commerce customers want speed. They want fast pricing calls, fast search queries and fast page load times. Ignore this at your own peril. We deliver high-performance by using Progressive Web App technologies and are achieving page load speeds 2-4x faster than legacy pages. And this is what you’re going to see in our demo. An omnichannel commerce experience developed using Progressive Web App technologies with APTTUS CPQ as the ecommerce platform. Let’s take a look