4 THINGS TODAY’S

B2B BUYERS WANT TO

EXPERIENCE

TECHNOLOGY HAS

CHANGED THE WAY WE BUY

WE USED TO HAVE

LIMITED CHOICES IN HOW AND WHERE WE BROWSED AND PURCHASED. . .

4

NOW, WE CAN SHOP AND BUY IN MULTIPLE CHANNELS...

SHOPPING

DIRECT

CALL CENTER

ONLINE/ E-COMMERCE

...AND WE EXPECT TO HAVE A CONSISTENT EXPERIENCE

ACROSS ALL OF THEM

WE CALL THIS: “OMNI-CHANNEL”

AND TODAY’S B2B BUYERS WANT THE SAME OMNI-CHANNEL EXPERIENCE THEY GET AS CONSUMERS

E-COMMERCE

CALL CENTER

MOBILE

ONLINE

EMAIL

BRICK AND

MORTAR

IN THE NOT-SO-LITTLE MIND OF YOUR CUSTOMER, CONSISTENCY IS ABSOLUTELY

ESSENTIAL FOR DELIVERING A WORLD-CLASS CUSTOMER EXPERIENCE

- GALLUP.COM

”

WHETHER THEY BUY VIA TRADITIONAL OR

E-COMMERCE CHANNELS, TODAY’S B2B BUYERS

WANT AN EXPERIENCE THAT’S...

…CONSISTENT WITH THE SAME INFORMATION

AND CAPABILITIES ON PRICING, PROMOTION,

PRODUCTS, INVENTORY – ACROSS ALL CHANNELS

“

CONVENIENT WITH EASY ACCESS TO ONLINE TOOLS FOR

SELF-SERVICE AND PRODUCT CONFIGURATION

FLEXIBLE WITH THE OPTION TO BEGIN A TRANSACTION

IN ONE CHANNEL AND CONTINUE OR COMPLETE IT IN ANOTHER

CALL CENTER

ONLINE/ E-COMMERCE

AND PERSONALIZED WHERE THE SUPPLIER A HAS

KNOWLEDGE OF BUYER ORDER HISTORIES, SERVICE REQUIREMENTS,

AND PRODUCT PREFERENCES

WHY SHOULD B2B SUPPLIERS CARE? FORRESTER RESEARCH ESTIMATES REVENUE FROM

B2B ONLINE TRANSACTIONS= $550+ BILLION WHICH WAS DOUBLE B2C ONLINE SALES

(TRANSLATION: “HUGE OPPORTUNITY”)

BUT FOR MID-MARKET COMPANIES BECOMING AN OMNI-CHANNEL ENTERPRISE CAN BE

MORE CHALLENGING THAN IT SOUNDS DUE TO

INCREASED BUYER LEVERAGE . . .

THE COMPLEXITY OF TRANSLATING B2B ENGAGEMENT MODELS INTO

ONLINE EQUIVALENTS . . .

B2B ENGAGEMENT ONLINE EQUIVALENTS

SAP’S HYBRIS COMMERCE PLATFORM CAN HELP MID-MARKET COMPANIES MAKE A

SUCCESSFUL LEAP TO E-COMMERCE AND OMNI-CHANNEL ENGAGEMENT

WITH FEATURES SUCH AS . . . BEST-IN-CLASS PRODUCT CATALOG

MANAGEMENT

...ADVANCED PERSONALIZATION TOOLS

ACCOUNT

AND

ORDER

MANAGEMENT

CAPABILITES

WITH A TURNKEY SOLUTION THAT ...KEEPS COSTS IN CHECK

HAVE TEAMED UP TO HELP MID-MARKET

COMPANIES ACCELERATE THEIR HYBRIS IMPLEMENTATIONS

AND

CAPITALIZES ON B2C CUSTOMER ENGAGEMENT BEST PRACTICES

ACCOMMODATES THE UNIQUE COMPLEXITIES AND CHALLENGES

OF B2B E-COMMERCE

WANT TO FIND OUT MORE?

DOWNLOAD OUR WHITE PAPER B2B OMNI-CHANNEL ENGAGEMENT: CHALLENGES AND SOLUTIONS FROM THE MID-MARKET PERSPECTIVE

OR VISIT US ONLINE AT WWW.ITELLIGENCEGROUP.COM