Smile conference b2b summit open source
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Empower your clients with digital solutions #OroCommerce, #Magento, #AkeneoPIM, #WSO2 #Jahia OPEN SOURCE TECHNOLOGIES FOR B2B PLATFORMS
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Transcript of Smile conference b2b summit open source
Empower your clients with digital solutions
#OroCommerce, #Magento, #AkeneoPIM, #WSO2 #Jahia
OPEN SOURCE TECHNOLOGIES
FOR B2B PLATFORMS
FLORENT SABOURIN9 YEARS EXPERIENCE IN ECOMMERCE
@SMILENEDERLAND
AGENDA
Open Source definition
Variety of business cases and online approaches
What can you expect from a B2B platform ?
Supportive technology landscape
CONSULTINGProject Framework
Audits / Benchmark
DIGITAL
UXErgonomics
Accessibility
Editorial Strategy
SEO
HOSTINGHosting
Corrective and
upgrade
Maintenance
Support
TRAININGChange management
Intra and inter company
training
ENGINEERINGDesign
Development
Configuration
A 360°
SERVICE FOR YOUR PROJECTS
Leading European open source integrator
SERVICES FOR DIGITAL TRANSFORMATION
SMILE
More than 20
More than 40
More than 69,5
YEARS EXPERIENCEIN OPEN SOURCE
PARTNERSIN OPEN SOURCE
MILLION €TURNOVER IN 2015
+1000OPEN SOURCE
Experts
In EUROPE
DUTCH TEAM
In MAARSSEN THEY TRUST US :
DIGITAL AND E-BUSINESS
BUSINESS APPS
EMBEDDED AND CONNECTED SYSTEMS
INFRASTRUCTURE
Website Portal Mobile
E-commerce PIM B2B
ERP BI Big Data
IoT Hardware
Cloud DevOps
Marketplace
Managed Hosting
Drivers
DMS DAM
Virtualization Continuous Integration
BENEFITS OF
Open Source
Open source code
Security & Reliability
- No unwanted code
- Transparency
- Reactivity on bugfix creation
Reversibility
- Your data is under control- Many integrators on the market
Interoperability and modularity
- Compatibility between platforms- Standard and modular interfaces
Community and Corporate governance
User friendly
- Fierce competition according to the users themselves
Sustainability
- Strong community- Huge number of installations
Innovation
- UNLIMITED: anybody can participate- Essential to keep the community active
TCO – Total Cost of Ownership
No vendor lock-in
SURVEY CONDUCTED IN THE NETHERLANDS
VARIETY OF BUSINESS CASES
TYPES OF « B »
Independents Retail store networks Reseller agents
single store
SMB
Large
corporation
Traders /
Marketplaces
TYPES OF « B »
Independents
Typical ClientsEntrepreneurs, garages, electricians, plumbers, restaurants,…
CharacteristicsHas 1 decision makerWork out of business hoursStrong product knowledge and specific requirements
They wanteCommerce 24/7Fast deliveryStraightforward buying process with online payment
Independents Retail stores Reseller agents / store
SMB
Large
corporation
Traders /
Marketplaces
BUSINESS TO INDEPENDENT
Business case 1
Article range : professional clothing
Their clients
Online services
o Public catalog and ex VAT prices
o Account creation
o Quotation
o Product list import & buy
o Product customization
o + B2C features
Independents
TYPES OF « B »
SMB
Typical ClientsMost companies
CharacteristicsFew decision makersProject purchase purpose
They wantProduct informationChatGuidance / problem solving
Independents Retail stores Reseller agents / store
SMB
Large
corporation
Traders /
Marketplaces
Location 1 Location 2 Location 3
BUSINESS TO SMB
Business case 2
Article range : professional clothing
Clients :
o Garages franchise networks
o Multi-locations construction
company
Online services
o White label website
o Client specific catalog
o Negotiated prices
o Order validation workflows
o Multi-accounts accesses
o Invoice to HQ
o Delivery to location
o + B2C features
Garage
HQ
BUSINESS TO SMB
Juvenile business case 3
Article range : educational material
Clients :
o Schools & kindergartens
Online services
o 40+ white labeled websites
o 9 countries
o Client specific catalog
o Negotiated prices
o Order validation workflows
o Multi-accounts accesses
o + B2C features
TYPES OF « B »
Retail stores
Typical ClientsRetail brands and networks(integrated or franchisees)
CharacteristicsCentralized purchase & financeMulti-location deliveriesLarge processing staff
They wantJIT replenishmentSelling advicesCollection previewsPaper catalog
Independents Retail stores Reseller agents / store
SMB
Large
corporation
Traders /
Marketplaces
BUSINESS TO RETAIL NETWORK
Article range : seeds, soil care
Clients :
o Garden & outdoor retail stores
Online services
o One page replenishment form
o Personal assortment management
o Scheduling of delivery
o Purchase statistics
o Promotions on top of negotiated prices
o Order validation workflows
o Multi-accounts accesses
o Invoice to HQ
o Delivery to location
o + B2C features
Retail store network
TYPES OF “B”
Typical ClientsAEX, DAX, SBF, CAC
CharacteristicsStructured purchasing approachMultiple locationsHigh volumes of goods
They wantA-Z AutomationSLAs
Large
corporationIndependents Retail stores Reseller agents / store
SMB
Large
corporation
Traders /
Marketplaces
BUSINESS TO LARGE CORPORATION
Article range : machines, parts, services
Clients : infrastructure companies
Online services :
o EDI for parts
o Web for machines catalog
o Used equipment marketplace
o IoT for machine servicing
Large
corporation
TYPES OF « B »
Reseller agents / store
Typical ClientsAgentIndependent retail store
CharacteristicsCash-flow critical
They want“Bonus” managementFinal Customer mgt (CRM)JIT delivery / replenishment
Business introduction model
Why ?• Synergies in business• Leverage from brand
awareness• Expand the catalog• …
Traders /
Marketplaces
THERE IS ALWAYS SOMEONE BEHIND
A MODERN B2B PURCHASER
Is using modern technologies (vs paper)
Is using all sources of information, official or not
Is used to B2C practice
Is not always making the decision alone
Is using all channels available
Social networks Search engines Blogs Brand Website
Account Based Marketing
Nice User Interface Visual information Simple process
B2B purchasers are more likely to have their product discovery process aided by social media
(59% of purchasers) than company blogs (52%)
Hierarchy of buyers
74% of B2B purchasers say buying from a website is more convenient than
buying from a sales representative
B2B purchasers stated that the most common
information and features B2B sites are lacking
include details about technical support (59% of purchasers), followed by
pricing (57%) and product reviews (43%)
WHAT CAN YOU EXPECT FROM A B2B
PLATFORM ?
VISIBLE PART
Show your value proposition
Enhance customer experience
Engage with prospects
Innovative services
INVISIBLE PART
Cost saving
Operational excellence
Loyalty factor
Commercial Relationship Management
WEBSITE ≠ B2B PLATFORM
B2B platform – visible part
Business partners / Press
• Corporate info & news
• Financial results
• Experience
• Value proposition
Human Resources
• Company info
• Values
• Workplace
• Vacancies
• Positions / career
• Testimonies
Prospects
• Business Guidance
• Problem solving content
• Product/service information
• References
• Purchase
• Branding
Contacts Application Catalog / contact
Clients
• Knowledge base
• General support
• Self service area
• Product/service information
• Discussion area
• 24/7 availability
• Purchase
Support / order / CS
“WEBSITE”
MUST-HAVE
Customer Management• Corporate accounts and permissions• Customer private area (branded)• Registration process• CRM
Value proposition• Product & Service discovery• Search• Content• Multiple Stock Keeping Units• Custom catalog assortment
• Complex price lists• Shared or personal product listing
Order Management• Lists management
• Approval workflow• Request for Quotation• Scheduled Delivery• Quick order by Excel skus, or webform• RE-ordering process / scheduling• Multi-point delivery
• Quota (order limit)• Payment options (invoice me)
Self service area• Order tracking / GPS• Warranty enquiry• Service requests• Download documents• Multi-channel order history and export• Self report / analysis on purchases
Support• Personalized contact information• Online chat• Buyer-Seller interaction
Integration• EDI• Webservices
• Exports• Single Sign On• Directory integration
• ERP/CRM• CS/WMS
WITH YOUR CLIENTS*
*and open source
Examples
Budget management
Dispute management
Fleet management
Remote product diagnosis / configuration
Automatic product substitution
Click to call the sales rep
Export for the POS or ERP
Scheduled maintenance appointments
Operational reports sharing
SUPPORTIVE OPEN SOURCE
TECHNOLOGY LANDSCAPE
CRM OMSPIM
DAM
Big Data Reporting
CMS
BUILD ON A ROCK
CRM OrdersPIM
DAM
Big Data Reporting
CMS
MIDDLEWARE
ORGANISE DATA FLOWS AND INTEGRATE
MIDDLEWARE
ERP WMS PLM
CONNECT YOUR SYSTEMS
PIM/DAM CRM Order MgrB
igD
ata
Re
po
rting
ES
BCMS
OPEN SOURCE SOFTWARE
COMPARE THE SCOPE OF EACH SOLUTION
0
0,5
1
1,5
2
2,5
3
3,5
4
4,5
5
Value proposition
Order management
Customer mgt
Self service area
Support
Integration
Magento
OroCommerce
DrupalCommerce
Jahia
Customer mgt
Value
proposition
Order
management
Self service
Support
Integration
Source : chiefmartec.com
INTEGRATE POINT SOLUTIONS FROM THE ECOMMERCE ECO-SYSTEM
“BEST IN CLASS” STRATEGY
SELECT OPEN SOURCE SOLUTIONS
QUESTIONS
FLORENT SABOURIN9 YEARS EXPERIENCE IN ECOMMERCE
@SMILENEDERLAND
