B2B Managed Services What Is It and Why Should You Know?€¦ · B2B Managed Services What Is It...

B2B Managed Services What Is It and Why Should You Know?

Rochelle Cohen, Senior Marketing Manager

Jeff Keefer, Director, Managed Services

November 20, 2012 Slide 2

Webinar Agenda: B2B Managed Services

The B2B Journey

What is B2B Managed Services?

Why are companies considering this

approach?

How does this approach address

business challenges?

How are companies benefiting?

What to look for when selecting a

provider


1991 1996 1998 2000

Multiple EDI Providers

Multiple EDI service

agreements in multiple

regions; different on-

premise EDI translation

software in each region

On-Premise Gateway

Implementation of on-

premise B2B gateway

Consolidation

Consolidation of on-

premise regional EDI

solutions to one corporate

solution

AS1 Connectivity


premise EDIINT AS1

solution to connect

business partners securely

over SMTP

2001

Integration Broker

B2B Strategy review,

purchased B2B Integration

Broker technology

B2B Managed Services

Move to Managed

Services to deal with

growing complexity –new

standards, large files,

limited software lifespan

2010 2012

AS2 Connectivity


premise EDIINT AS2

to connect business

partners securely over

HTTPS

One Company’s EDI Journey Large Manufacturer with Global Sites & Customers


In-House B2B Program Environment

GXS Managed Services Environment




In-House B2B Platform

Move Messages Translate Messages Exchange Messages


B2B Platform

High Availability – 24X7

More for Your B2B Network & Programs Lifeblood of Your Business


B2B Platform


End-to-End Visibility &

Alerting



B2B Platform



Alerting

Integration to Backend



B2B Platform



Alerting


Data Quality Assurance



B2B Platform



Alerting



Mapping & Translation



B2B Platform



Alerting




Partner Onboarding



B2B Platform



Alerting




Partner Onboarding

Program Management



B2B Platform



Alerting




Partner Onboarding

Program Management

24X7 Global Support



B2B e-Commerce is . . .

Costly Complex Continuous



Costly

Perpetual

Maintenance Fees

Rapidly Growing

Storage Footprint

Labor-Intensive

Increasingly

Customized



Complex

Enterprise Integration

Very Large File Transfer

EU Invoicing Regulations

Multilingual Support

Unique customer

requirements by market



Continuous

ERP Upgrades

Dynamic Partner

Community

Post M&A Consolidation

New B2B Standards;

New Document Types



Costly Complex Continuous

Perpetual

Maintenance Fees

Rapidly Growing

Storage Footprint

Labor-Intensive

Increasingly

Customized

Enterprise Integration

Very Large File Transfer

EU Invoicing Regulations

Multilingual Support

Unique customer

requirements by market

ERP Upgrades

Dynamic Partner

Community

Post M&A

Consolidation

New B2B Standards;

New Document Types


Challenges Multiply in an Increasing Global Reality

Regions Supported

Trading Partners

Project Requests


Challenges Multiply in an Increasing Global Reality

Companies like yours are expected to achieve more and more each year,

even though budgets remain the same or become smaller.

Regions Supported

Trading Partners

Project Requests


B2B Managed Services… A Better Approach for Better B2B Execution


Large and Growing Market Adoption Reported by Analysts

Source: Gartner "Market Trends: Multienterprise/B2B Infrastructure Market, Worldwide, 2010-

2015, 1Q11 Update" 10 Feb 2011.


Large and Growing Market Adoption Proven at GXS

Source: Gartner "Market Trends: Multienterprise/B2B Infrastructure Market, Worldwide,

2010-2015, 1Q11 Update" 10 Feb 2011.

Proven at GXS

450% growth in projects

2008-2011

2008 2009 2010 2011 2012estimate

New MS Projects at GXS



What is it?

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Definition: b·2·b man·aged ser·vic·es

A business-to-business (B2B) outsourcing service that provides

the expertise, technical infrastructure, and program management

to deliver a B2B electronic commerce solution

that meets your company’s current and future needs.


B2B Managed Services Offload all Day-to-Day Operations to Trusted Partner

Includes these components:

B2B infrastructure management (hardware, software,

operations)

Mapping and data translation

Protocol mediation

Trading community implementation

Transaction monitoring and reporting

Transaction error resolution

Customer/business partner support


B2B Managed Services Offload all Day-to-Day Operations to Trusted Partner

“Outsourcing of the environment using GXS and passing on a

good part of the responsibility for operating the system to a partner will allow

the IT and Customer Services teams at Unilever to focus more on activities

that effectively allow it to increase its competitiveness on the

market.”

Source: IDC Opinion - “Outsourcing of Unilever Brazil’s

corporate (B2B) e-commerce environment to GXS”,

February, 2011



Why are companies

considering this

approach?



Key Business Challenges

Cost Reduction

ERP Projects Customer

Integration

Modernization

(Technology

Refresh)

New Markets/

Channels

Workforce

Optimization

Consolidation/

Standardization


Polling Question

What is driving your interest in Managed Services?

a. ERP Projects

b. Customer Integration

c. Consolidation and Standardization

d. New Markets/Channels

e. Modernization (Technology Refresh)

f. Cost Reduction

g. Workforce Optimization


ERP Projects How to Maximize Your Investments in ERP

Business Impact:

Changes to ERP data structure require

changes to your B2B program

Potential ERP project delays and B2B

program backlog

Data error rates impact bottom line – 1/3

of data in an ERP system originates

outside the business

Benefits of B2B Managed Services:

Shifting B2B operations to 3rd party enables you to focus limited

internal resources on ERP project

Business rules enable an ERP “firewall” to ensure data quality &

compliance


Customer Integration Challenges How to Become Easier to Do Business With

Business Impact:

Inability to meet customer integration

requirements can result in:

- Customer implementation backlog

- Poor customer satisfaction

- Delayed/lost revenue


Support for a wide variety of customer integration requirements

Scalable expert B2B resources

- Access ready community of global trading partners

- Quickly onboard new customers -- globally


Consolidation and Standardization Mergers & Acquisitions Result in Disparate B2B Environments


Economy of scale associated with cloud-based solution

(infrastructure and personnel)

Eliminate disparate systems

End-to-end transaction visibility

Consistent B2B process across regions and business units

Business Impact:

Redundant, costly B2B platforms

Large personnel investment

Limited supply chain visibility

Inefficiency due to duplicative B2B

processes


New Markets/Channels Rapid Expansion into New Markets & Channels

Business Impact:

Lack of local B2B resources impede

automation with desired new business

partners

- Expansion failures

- Missed sales/revenue opportunities


Instant global footprint of resources with B2B skills and

knowledge

- Cross cultural competencies

- Multi- language support


Modernization (Technology Refresh) How to Modernize without Increasing Costs or Risk

Business Impact:

High cost to support technology refresh

Inability to meet partner requirements and

business objectives

Lack of capacity to scale


Immediate and future cost avoidance

- Lower capital expenditure

- Immediate access to latest technologies

Feature/function-rich cloud-based service

Highly available, scalable service


Workforce Optimization Can Your IT Resources Keep Up with Continuous B2B Change & Advances? ?

Business Impact:

Skills shortage, high costs to train/retrain

- Critical B2B project delays e.g.,

increased supply chain automation

- Growing backlog of partner automation

- Poor customer satisfaction, delayed IT

projects


Access skills you need, when you need them

- Gain B2B specialists/expertise as an extension to your team

- Improve productivity

- Meet deadlines



How are

companies

benefiting, and

why should my

organization be

considering it?



Leading Consumer Goods Company Customer Case Study – GXS Managed Services

Business Challenges:

Consolidation & Standardization

Modernization

Cost Reduction

Customer Satisfaction


Leading Consumer Goods Company Customer Case Study – GXS Managed Services

Solution:

Consolidate and Outsource

Consolidation provided single global

EDI program

Technology refresh reduced capital

expense

Reduced on-going operational

expense for running B2B programs


Polling Question

What are your plans for Managed Services?

a. Already implemented with one or more projects

b. Currently implementing with one or more projects

c. Considering a project next quarter

d. Considering a project next year

e. Not sure


Experience Time-tested, most customers, brand-name references,

migration best practices

Global Reach Operations span the globe, 24x7 worldwide multi-

language support, global data centers, Global Centers

of Excellence

Leadership and Innovation Analyst-validated, top segment share

Quality & Reliability Quarterly SSAE16, PCI, ITIL, designated Program Managers,

proactive BAM, HA/DR investment

Community Collaboration Proven onboarding methodology, pre-connected business

partners, cross-industry

Proven Scale Worldwide customers, processes billions of transactions

annually, thousands of maps in production, experienced

mappers and project managers

Selecting a B2B Managed Services Provider

High Availability Architecture Cloud-based integration platform, dual-legged

environment, limited maintenance windows, disaster

recovery – multi-data center fail-over

Flexibility and Visibility Multiple ways to connect, e.g. web forms, Excel, ERP;

IT and Business views of transaction flows

ERP Integration Competence SAP-certified, Oracle experience, any-to-any data mapping

Managed Services Focus % of revenues, services investments, commitment to success

KNOW-HOW

TECHNOLOGY

PROCESSES

PEOPLE


Questions?


More resources for you…

Webinar Presentation:

• Recording

• Slides (PDF)

• Transcript

B2B Managed Services:

Vendor Selection

Checklist

Thought Leadership:

“All About B2B”

www.gxsblogs.com

IDC Opinion:

Special Report

on Unilever Brazil

www.gxs.com

http://www.gxsblogs.com/

http://www.gxs.com/


Thank You for Your Participation!

For More Information

Phones

US: 1-800-334-5669, option 3

EMEA: +44 (0) 1932 776047

ASPAC: +852 2884 6088

Japan: +81-3-5574-7545

GXS Web Sites

US: www.gxs.com

EMEA: www.gxs.eu

ASPAC: www.gxs.asia.com

Japan: www.gxs.co.jp

Presenters:

[email protected]

[email protected]

http://www.gxs.com/

http://www.gxs.eu/

http://www.gxs.asia.com/

http://www.gxs.co.jp/

mailto:[email protected]

mailto:[email protected]

B2B Managed Services What Is It and Why Should You Know?€¦ · B2B Managed Services What Is It...

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