Post on 03-May-2018
Slide 1 ©2011 GXS, Inc.
100% B2B with Your SMB CustomersNow It’s Really Possible!
Rochelle Cohen, Senior Product Marketing ManagerMelanie Nuce, Director Retail Industry Marketing
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Agenda
• Why 100%?• Business Challenges of SMB Customer
Enablement & Keys to Success• GXS Solution Overview• Case Studies:
– Eliminating paper invoices and packing slips– Eliminating paper sales orders
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Typical B2B Adoption Dynamics
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As You Approach 100% Participation
• Reduced supply-chain costs • Improved invoicing process• Faster payments• Better cash flow• Improved employee productivity by
avoiding non-value-add (manual) process
• Better customer service by simplifying and streamlining communications
With GXS, 100% participation is possible.
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Business Challenges
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Current State: Dual Document Process
Your internal system
1. Electronic process with biggest customers
2. Manual process with the rest
Your customer’s
internal system
You enter order
You create invoice
You sendinvoice *
Your customerreceives invoice *
Yourinternal system
Your customers’ internal systems
* phone/fax/mail/e-mail
You receive order *
Customer sends order*Customer creates order
Your customerenters invoice
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• I can’t force my SMB customers to comply.
• My smaller customers don’t want to comply.– It takes too long to implement
EDI/AS2/etc.– It costs too much – Lack expertise
• A forms-based solution won’t work.– Too much keying– High risk of data quality issues on orders
100% B2B with Your CustomersYour Concerns
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Your SMB Customer Perceptions
• There is no cost benefit for me to comply; in fact, it is a negative return.
• I do not have the expertise to implement and sustain electronic solutions.
• All of my suppliers have different needs: how can I implement and manage multiple solutions?
• It takes a long time to implement EDI/AS2/etc.
I don’t have the resources to comply!
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Keys to Successful Customer Implementation Program
Right solution for SMBs:
• Easy-to-use
• Minimal data entry
• Data validation
• No-cost/low-cost
Clearly articulated benefits
Internal buy-in
Well-planned rollout
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The GXS Solution Intelligent Web Forms + Expert On-Boarding
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Full Spectrum of EnablersIntegration Solution Matching Requirements of Each Supplier
Fax MicrosoftOffice
WebForms
IntegrationBroker
EnterpriseResourcePlanning
Small Mid-Size Large
DesktopTranslator
SMBAccounting
Package
SOHO Very Small Small National Global
Size of Supplier
Medium
Complexity of B2B Enabler
MobileDevice*
* Future Release
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Intelligent Web Forms
SMB-Friendly• Designed for SMBs that
have limited budget and resources for B2B
• No EDI or XML experience required
• No desktop software to install or manage
Easy and Configurable• Replicate any type of paper
form• Forms customizable for each
hub• Product lookup feature
ensures high data quality• Accessed via PC and
Internet browser• Register online in minutes
PDFDownload
DocumentTurnaround
File Upload and Download
Multi-lingualInterface
DocumentSearch
EDI/XMLTranslation
Hub’s B2BIntegrationGateway
Low Cost, Web-Based B2B Option for Small Businesses
TradingPartners
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Expert On-Boarding100% Customer Enablement
Assign Program Manager
Define goal & metrics
Develop project plan
Education & Awareness for your customers (emails, webinars, training, …)
Program Overview for your internal personnel
Send program materials to your customers
Non-EDI enabled customers
EDI customers test with GXS
GXS provides weekly reports
You and GXS conduct regular status meetings
Provide on-going local language support to customers
Define requirements for support of ongoing growth
Transition toMaintenance Mode & Planfor Growth
On-BoardCustomers
Kickoff Program
Develop Program Material
Strategize & Plan
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Case Study #1: Large Manufacturer Eliminates Paper with e-Invoicing and Advance Ship Notices
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Old Manual Invoicing and Shipping ProcessLabor-Intensive, Slow, Error-Prone
Large ManufacturerSMB Customers
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Automated Process with GXS
Large Manufacturer SMB Customers
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2,000+ SMB Customers ImplementedWin/Win for All
• For Large Manufacturer– Eliminated paper– Greater efficiency in distribution centers–eliminated
need to print and affix invoices– Faster issue resolution– Faster payment
• For SMB Customers– Advance notice of shipments in-transit – Ability to save, email or print a soft copy of invoice and
packing slip – More timely access and visibility to invoices and
packing slips– Easily reconcile the invoice and shipment– Faster issue resolution– Enter world of electronic document exchange
• For Both:– Streamlined process– Fewer issues and delays– Faster issue resolution
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Receiving Ship Notices and Invoices from Manufacturer1. Receive emailre: Document Arrival
2. Login to IWF 3. Check for Informational Messages
5. Click on Document to View/Print/Save
6. View/Print/Save4. Click Document Manager Tab
ACME
ACMECustomer 1
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1. Receive Document Arrival NoticeAn e-Mail from GXS
From: noreply@gxs.comTo: Paul SmithCc:Subject: New Document Arrival
GXS Email Notification
A new document has just arrived in your Inbox.
Type of Document : ADVANCE SHIP NOTICESender : Manufacturer HubReceiver : Customer1Date : Version/release number : Document Reference : OG# 749778
You can access this document from your Inbox on GXS at:https://tradinggrid.gxs.com
NOTE: This e-mail is automatically generated. Please do not reply to this e-mail. Replies to this e-mail can not be answered.
If you have one contact for receipt of ASNs and another contact for receipt of invoices, you can set up additional email addresses.
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2. Login to IWF
Enter your user ID and password
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3a. Any New Messages?
The Message Center provides you access to messages:• From GXS – e.g., notice about maintenance window• From Manufacturer Hub – e.g., new document being added
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3b. Obtain Quick Document Summary
Click “Document Manager” message type for a summary of documents you received from Manufacturer Hub:
- Number of new documents, total documents- Last received date & time
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4. Click Document Manager Tab
Takes you to your Inbox…
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5. Click on ASN You Wish to View
Status may be:• New — The message hasn't been opened yet• Read — The message was opened• Downloaded — The message contents were downloaded to your PC
Click on document to view
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6. View and/or Print ASN ASN Contains Packing Slip Information
Click “Preview PDF” to prepare to view or print
ACME
ACME
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6a. After “Preview PDF” You Can Print and/or Save
ACMEClick “save” icon to save
Click “print” icon to print
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Back to Document Manager Inbox to View Invoice
Click on invoice to view
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View, Print and/or Save Invoice Electronic Invoice Looks Like Paper Equivalent
ACMEClick “Print Preview” to view as PDF in preparation to print or save
ACME
ACME CORPORATION
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6b. After “Preview PDF” you can Print and/or Save Electronic Invoice Looks Like Paper Equivalent
Click “save” icon to save
Click “print” icon to print
ACME
ACME CORPORATION
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Case Study #2: Large Manufacturer Eliminates Paper Orders
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Major CPG ManufacturerElectronic Ordering from SMB Customers
The Company• Markets more than 100 consumer brands • Products manufactured in 15 countries and available
in more than 100
The Business Issue• Global SMB customers sending POs on paper,
requiring manual processing by manufacturer• SMBs sending POs via error-ridden Excel
spreadsheets―incorrect product, incorrect pricing, incorrect address
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Major CPG ManufacturerElectronic Ordering from SMB Customers
The Solution• Internet Forms – Customers enter
PO via customized forms including business rules to validate accuracy
• Integration to Catalogue – Real-time requests to catalogue to deliver the latest product information relevant to customer’s buying profile while the customer is creating PO
• Hosted Translation – Forms are translated to manufacturer’s EDI format
• Creates PO using customized, pre-populated form
• Enters PO# and shipping date
• Completes form header using values from drop-down menus
• Enters item quantities
• Receives POs directly into EDI system
• Returns POA to Customer
Customer
• Calculates order totals and validates shipping selections
• Populates PO forms with customer-specific product info in real-time
• Translates into to CPG Manufacturer format
CPGManufacturer
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1. Select Trading Partner and Document
Select trading partner
Select Order as document type
Click “Create” button
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2. Complete Order Screen
Enter PO # Click for ship-to locationdrop-down list and select appropriate location
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3. Complete Order ScreenUses Real-Time Product Lookup for This Customer
Complete contact details
Ship-to auto-filled
Select Dry/Refrigerated/Frozen product category to display products available for order for this customer – real-time product lookup!
ACME
ACME
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4. Select Items and Quantities for OrderRules Ensure Compliance with Manufacturer Requirements
Select items and quantities to be ordered, requested delivery date, etc. and add items to cart
Customer receives alert for non-compliant entries –e.g., delivery date less than 10 days from now
ACME
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5. Click Send to Validate and Send Order
Validating to ensure: • All required fields are
present • Products are still in this
customer’s catalog
ACME
ACME
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6. Sent Orders Appear in Send Box
Status may be:• Saved — The message has been saved but not sent• Validated — The message was validated and sent
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Why GXS for SMB Enablement?
A Complete B2B Solution• Single point of accountability• Machine-to-machine and Web Forms• Easily extensible to fax, Microsoft EXCEL
2007 integration, accounting package integration, or translators
Strong Community Management• Global reach into the Americas, Europe, and
Asia-Pacific• Expert on-boarding methodology• Tens of thousands of small and medium
businesses
Hosted, Service Model• Low-maintenance, hosted service• Ease of upgrading and expanding
functionality• Focus on your business
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Thank You for Your Participation!For More Information…
Flash Demo:http://www.gxs.com/flashdemo/IWF-demo.swf?width=820&height=620
GXS web sites
US: www.gxs.com
EMEA: www.gxs.eu
ASPAC: www.gxs.asia.com
Japan: www.gxs.co.jp
Phones
US: 1-800-334-5669, option 3
EMEA: +44 (0) 1932 776047
ASPAC: +852 2884 6088
Japan: +81-3-5574-7545
Presenters:Rochelle Cohen, Rochelle.Cohen@gxs.com
Melanie Nuce, Melanie.Nuce@gxs.com