driving b2b growth with consumer-like...
TRANSCRIPT
Driving B2B Growth with
Consumer-like Experiences
DON DAVISEditor-in-Chief
Internet Retailer
ANDY HOARGuest Speaker
Principal
Analyst
Forrester
Research, Inc.
BRAD KUHNSSr. Manager,
eCommerce
Zoetis
PEDRAM YASHARELProduct Marketing Manager,
Portfolio Verticals
Magento / eBay Enterprise
Sponsored by
INTERNET RETAILER IS NOT JUST ABOUT RETAIL
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13 B2B PLAYERS IN 2015 TOP 500
12.1%
15.4% 15.7%
B2B U.S. e-retail Top 500
% increase 2014 versus 2013
Source: U.S. Department of Commerce,
Top500Guide.com
COMING SOON: THE B2B 300
Rankings and profiles of leading
manufacturers, wholesalers and
distributors that sell online.
Exclusive data on e-commerce sales.
To be included, contact us at:
PERSONALIZATION: TOP 500 DATA
163
337
Product customization
Yes No
361
139
Product recommendations
Yes No
Source: Top500Guide.com
Driving B2B Growth with
Consumer-like Experiences
DON DAVISEditor-in-Chief
Internet Retailer
ANDY HOARPrincipal Analyst
Forrester
Research, Inc.
BRAD KUHNSSr. Manager,
eCommerce
Zoetis
PEDRAM YASHARELProduct Marketing Manager,
Portfolio Verticals
Magento
Sponsored by
© 2015 Forrester Research, Inc. Reproduction Prohibited 8
Andy HoarPrincipal AnalystServing eBusiness & Channel Strategy Professionals
- Focus on B2B and B2B2C eCommerce and channel partner enablement for manufacturers
- 4 yrs at Forrester
- 11 yrs in Silicon Valley (e.g. started software company in the B2C eCommerce space)
- 5 yrs as research analyst in econ consulting
- Hold masters degrees from Harvard University and Northwestern [email protected]
@andyhoar1
© 2015 Forrester Research, Inc. Reproduction Prohibited 9
US B2B Is More Than 2X The Size Of B2C
Source: Forrester Research US Online Retail Forecast, 2011 To 2016, Key Trends in B2B eCommerce for 2013
$325B
$780B
© 2015 Forrester Research, Inc. Reproduction Prohibited 11
2011 2016Mobile 4% 26%Desktop 96% 74%
0%
20%
40%
60%
80%
100%
120%
% o
f tot
al
Business Internet traffic
Mobile will represent 26% of B2B traffic by 2016
2011 2016
© 2015 Forrester Research, Inc. Reproduction Prohibited 13
B2B eCommerce Accelerators
Competition (direct and online-only)
Need to show ROI (which will drive need to transact online to justify)
Compelling new uses cases (e.g. mobile)
Cost savings arguments
Globalization drivers
© 2015 Forrester Research, Inc. Reproduction Prohibited 14
B2B eCommerce Decelerators
No explicit eCommerce leadership
No explicit C-level support
Over-emphasis on technology solutions at the expense of strategy (based on customer demand)
Heavy back-end integration
Channel conflict
© 2015 Forrester Research, Inc. Reproduction Prohibited 15
74% Buying from a website
is more convenient than buying from a sales
representative.
© 2015 Forrester Research, Inc. Reproduction Prohibited 16Source: Q1 2015 Forrester/Internet Retailer B2B Buyer Channel Preferences Survey (n=219)
93% Prefer to buy online when they’ve decided what to buy.
© 2015 Forrester Research, Inc. Reproduction Prohibited 19
B2B Matching Competitors…Well Behind Amazon
…Your B2B competitors …
48%
36%
17%
Worse
Comparable
Better
14%
39%
48%
Worse
Comparable
Better
Note: Numbers may not total 100% due to roundingBase: 92 B2B eCommerce professionalsSource: Q4 2013 Global B2B eCommerce Online Survey done in partnership with Internet Retailer
© 2013 Page | 24
Magento: A Leader in B2B
Magento empowers B2B manufacturers and distributors worldwide to deliver the consumerized digital commerce experience today’s business buyers have come to expect.
Leadership Position in the 2015 Internet Retailer® Top 500 Guide®
#1 e-commerce platform provider*
* eBay Enterprise is number one in providing e-commerce platform technology to the Internet Retailer® Top 500 Guide® . Magento is part of eBay Enterprise.