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1 de 31
Digital trends and
challenges in B2B
Commerce
Bob Egner
VP, Product Management
and Marketing
2About Episerver
Where three
segments converge
3About Episerver
Our Mission
To build the leading digital
experience delivery
platform to empower our
customers to create
standout experiences
for their customers –
everywhere they
engage
About Episerver
Our Company by the Numbers
30,000
websites powered
globally
340
employees across
15 offices
280,000
web editors worldwide
8,800
customers served
in 30 countries
$2B+
commerce
transactions per year
across all customers
880
partners carrying
our brands
33,000
members in our
developer community
100%
focused on digital
experience
4
Digital trends and challenges 5
Evolution of Advantage
Age of the Customer
Digital trends and challenges 6
Evolution of Advantage
Age of the Customer
Digital trends and challenges 7
Evolution of Advantage
Age of the Customer
Digital trends and challenges 8
Evolution of Advantage
Age of the Customer
Digital trends and challenges 9
Evolution of Advantage
Systems
designed for
success here…
Need to adapt
for the mobile
power shift
Age of the Customer
Digital trends and challenges
Consider the customer
Visible Trusted
Loyal
Engaged
Converted
Service
In Touch
Digital trends and challenges
Consider the customer
Visible Trusted
Loyal
Engaged
Converted
Service
In Touch
Acquisition
Business case to
drive top line
Digital trends and challenges
Digital trendsandchallenges
B2B Ecommerce Produces Results - Get on Board now
http://bit.ly/1Teu6JP
Digital trends and challenges
Consider the customer
Visible Trusted
Loyal
Engaged
Converted
Service
In Touch
Acquisition
Goal
Service
Loyalty
Business case to
drive top line
Business case to
drive transformation
Digital trends and challenges 15
Focus on value
1. Leadership and vision Just do it
Redesign or
reconsider
Extend to
enhance
Why?
Value to Business
Benefit to
customer
low
high
low high
Digital trends and challenges 16
Focus on value
1. Leadership and vision
2. Customer experience
Value to Business
Benefit to
customer
low
high
low high
Digital trends and challenges 17
Focus on value
1. Leadership and vision
2. Customer experience
3. Operational process
Value to Business
Benefit to
customer
low
high
low high
Digital trends and challenges 18
Focus on value
1. Leadership and vision
2. Customer experience
3. Operational process
4. Business model
Value to Business
Benefit to
customer
low
high
low high
19Digital trends and challenges
B2B Commerce trends and challenges
• Re-evaluate technology ecosystem with mobile shift in mind
• Activate the online channel for immediate engagement and top line results
• Evaluate benefit to customer vs. value to business for journey / persona
Secure account mgmt
Personalized content
Detailed product info
Multi-level pricing
Quotation process
Campaigns and deals
Multi-region, currency
Flexibility to customize
Enhanced experience
B2C best practice
Content and
Commerce
Personalization
Blogs and microsites
Videos and tutorials
User generated
content
Guided selling tools
Native mobile app
Field engineer journey
Guided selling
Streamlined ordering
Responsive site
Field enablers
Localized catalog
Recommendations
Related merchandise
Inventory planning
33Digital trends and challenges
B2B Commerce trends and challenges
• Re-evaluate technology ecosystem with mobile shift in mind
• Activate the online channel for immediate engagement and top line results
• Evaluate benefit to customer vs. value to business for journey / persona
• Use B2C best practices to improve experiences
• Streamline journeys to drive transformation (especially mobile)
34Digital trends and challenges
Thank you
Questions?

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Digital trends and challenges in B2B Commerce

  • 1. Digital trends and challenges in B2B Commerce Bob Egner VP, Product Management and Marketing
  • 3. 3About Episerver Our Mission To build the leading digital experience delivery platform to empower our customers to create standout experiences for their customers – everywhere they engage
  • 4. About Episerver Our Company by the Numbers 30,000 websites powered globally 340 employees across 15 offices 280,000 web editors worldwide 8,800 customers served in 30 countries $2B+ commerce transactions per year across all customers 880 partners carrying our brands 33,000 members in our developer community 100% focused on digital experience 4
  • 5. Digital trends and challenges 5 Evolution of Advantage Age of the Customer
  • 6. Digital trends and challenges 6 Evolution of Advantage Age of the Customer
  • 7. Digital trends and challenges 7 Evolution of Advantage Age of the Customer
  • 8. Digital trends and challenges 8 Evolution of Advantage Age of the Customer
  • 9. Digital trends and challenges 9 Evolution of Advantage Systems designed for success here… Need to adapt for the mobile power shift Age of the Customer
  • 10. Digital trends and challenges Consider the customer Visible Trusted Loyal Engaged Converted Service In Touch
  • 11. Digital trends and challenges Consider the customer Visible Trusted Loyal Engaged Converted Service In Touch Acquisition Business case to drive top line
  • 12. Digital trends and challenges Digital trendsandchallenges B2B Ecommerce Produces Results - Get on Board now http://bit.ly/1Teu6JP
  • 13. Digital trends and challenges Consider the customer Visible Trusted Loyal Engaged Converted Service In Touch Acquisition Goal Service Loyalty Business case to drive top line Business case to drive transformation
  • 14. Digital trends and challenges 15 Focus on value 1. Leadership and vision Just do it Redesign or reconsider Extend to enhance Why? Value to Business Benefit to customer low high low high
  • 15. Digital trends and challenges 16 Focus on value 1. Leadership and vision 2. Customer experience Value to Business Benefit to customer low high low high
  • 16. Digital trends and challenges 17 Focus on value 1. Leadership and vision 2. Customer experience 3. Operational process Value to Business Benefit to customer low high low high
  • 17. Digital trends and challenges 18 Focus on value 1. Leadership and vision 2. Customer experience 3. Operational process 4. Business model Value to Business Benefit to customer low high low high
  • 18. 19Digital trends and challenges B2B Commerce trends and challenges • Re-evaluate technology ecosystem with mobile shift in mind • Activate the online channel for immediate engagement and top line results • Evaluate benefit to customer vs. value to business for journey / persona
  • 19.
  • 20. Secure account mgmt Personalized content Detailed product info Multi-level pricing Quotation process Campaigns and deals Multi-region, currency Flexibility to customize Enhanced experience
  • 21.
  • 22.
  • 23. B2C best practice Content and Commerce Personalization Blogs and microsites Videos and tutorials User generated content Guided selling tools
  • 24.
  • 25.
  • 26. Native mobile app Field engineer journey Guided selling Streamlined ordering
  • 27.
  • 28.
  • 29. Responsive site Field enablers Localized catalog Recommendations Related merchandise Inventory planning
  • 30. 33Digital trends and challenges B2B Commerce trends and challenges • Re-evaluate technology ecosystem with mobile shift in mind • Activate the online channel for immediate engagement and top line results • Evaluate benefit to customer vs. value to business for journey / persona • Use B2C best practices to improve experiences • Streamline journeys to drive transformation (especially mobile)
  • 31. 34Digital trends and challenges Thank you Questions?

Notas do Editor

  1. Our vision is very simple. We believe that three formally separate markets are converging. [click] Digital transformation initiatives are by there very nature, enterprise wide, And that means that organizations increasingly want a single platform to support all their needs, not a series of disconnected point solutions. [click] We see Episerver at the confluence of these converging markets, and as the experience platform that supports all of these key elements [click] And in all of these key market models.
  2. Our vision is very simple. We believe that three formally separate markets are converging. [click] Digital transformation initiatives are by there very nature, enterprise wide, And that means that organizations increasingly want a single platform to support all their needs, not a series of disconnected point solutions. [click] We see Episerver at the confluence of these converging markets, and as the experience platform that supports all of these key elements [click] And in all of these key market models.
  3. Let’s take a moment to look at some of the statistics about our company. These are all big numbers – we are big enough to deliver for you but still small enough to care. But for Episerver, one number won’t change. And that is our 100% focus on digital experience.
  4. Mass manufacturing makes industrial powerhouses successful
  5. Global connections and transportation systems makes distribution key
  6. Connected PCs and supply chain mean those that control information flow dominate
  7. Empowered buyers demand new levels of customer obsession
  8. Another element of the journey is specialized tools for selecting products Here, we find our B2B customers are getting great traction by simplifying decision making Systemair makes air handling equipment, design needs to determine the right product configuration Typically an engineer or designer in an office Basic parameters about building Recommends appropriate configuration
  9. Another element of the journey is specialized tools for selecting products Here, we find our B2B customers are getting great traction by simplifying decision making Systemair makes air handling equipment, design needs to determine the right product configuration Typically an engineer or designer in an office Basic parameters about building Recommends appropriate configuration