endeca b2b summit 2011


Big Data & B2B eCommerce

Jonathan Newman


Introductions

Jonathan NewmanExecutive Director, Global eBusiness & Collaboration Technologies


@jon_newman

[email protected]

uk.linkedin.com/in/jonnewman

facebook.com/jnewman77

110711_5Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.

5

SUCCESS

Ingram Micro: A World Leader In IT

All information as of fiscal year 2010

30+ years experience in IT distribution

The world's largest provider of technology products and services

2010 annual revenues: $34.6 billion Approximately 15,700 associates Customers in approx. 150 countries

100 distribution centers worldwide

Operations in 26 countries No. 75 on 2011 Fortune 500 list Diverse capabilities in complementary

adjacencies and services Only global broad-based IT distributor

with significant, multi-country Asia-Pacific presence

Global corporate responsibility focus


6

A Vital Link In The IT Value Chain…

VARs: SMB, Enterprise & Government

More than 1,400 Vendors More than 185,000 Resellers

Combining a wide array of technologies and products to create the optimum solution

Combining a wide array of technologies and products to create the optimum solution

Sales and Marketing

Financing

Technical Support

Inventory Management

Vendor Relations

Managed Services

Dot.coms

Retail

http://www.cisco.com/en/US/hmpgs/index.html


7

…With a Global Presence and Broadest Product Offering

0%

25%

50%

75%

100%

Networking

Software

Systems

IT Peripherals**

(35 – 40%) AMD, HP, Intel, Intermec, Lexmark, Logitech, Western Digital, Xerox

(15 – 20%)Adobe, CA, Intuit,McAfee, Microsoft

(30 – 35%)Apple, Acer, HP, IBMSony, Lenovo, Toshiba

(10 – 15%)Cisco, D-Link, Juniper,Netgear, SonicWall

World’s Largest IT Distributor

5% of Revenues*

42% of Revenues*

31% of Revenues*

22% of Revenues*

* FY 2010 * * Includes CE/DC/POS/Mobility and Others

Product Categories

Benefits of a Global Portfolio: Geographic diversification helps balance

risks that may occur in localized markets Capitalizes on emerging market potential Serves partners seeking worldwide market reach


8

Fortune 1000 1,000

Midsize Business (100–999)

108 thousand

Small Business (<100)

Home Office

Consumer Households

(Non–Home Office)

7.8 million

39.6 million

77.5 million

IT spending increases with size, number of firms decreases

Large Business (1,000+)8,000

Source: IDC - U.S. Market Pyramid for year-end 2010

Ingram Micro’s VAR customers target SMB markets, the sweet spot of the IT industry

Ingram Micro’s VAR customers target SMB markets, the sweet spot of the IT industry

Number of companies

…Serving The Global IT IndustrySMB To Enterprise


Big Data & B2B eCommerce

What does B2B mean for Ingram Micro?The eCommerce Ecosystem

“Demand Chain Enablement”Vendor Distributor Reseller End Customer



“What

technology

solutions will

solve my

business

problems &

how should

they be

deployed?”



“How do I

create

increasingly

personalized

go-to-market

campaigns and

relationships

with my end

customers?”

“What

technology

solutions will

solve my

business

problems &

how should

they be

deployed?”



“How do I

create

increasingly

personalized

go-to-market

campaigns and

relationships

with my end

customers?”

“I need to

ensure that I

provide my

customer with

accurate

information &

get the best

deals.”

“What

technology

solutions will

solve my

business

problems &

how should

they be

deployed?”



Partner expectations are evolving…

…which means

The data & analytics required to meet partner expectations are

exploding!

Resellers are “known” accounts that now expect personalised, multi-channel experiences

The relationship is contractual with specific pricing agreements and authorised product catalogues

Purchasing history is relevant for opportunity identification and upsell recommendations

End Customers have negotiated vendor pricing agreements that can be serviced through specific Resellers

The catalogue is vast…. and growing

End Customers

Consumerisation of IT Products and Services has changed expectations

But complexity and level of investment is still high for most businesses

Resellers

Engaging across all sales channels and expect an integrated & real-time experience

Demand expert advice to support their recommendations to their customers

Vendors

Demand an integrated supply chain that supports their personalised relationships with resellers and end customers

…and continued flawless supply chain execution

…and the implied Data ChallengesThat we’ve solved so far!


MDEX

ERP MDM PRICE BISCE

• Baseline updates every 6 hours

• 4+ Hours to execute the baseline

• Hourly updates for SCE visibility

• Real time requests to ensure complete accuracy

• Results are personalised

The number of dimensions drives the data complexity• Customer_Master• Customer• End_Customer• Vendor• Vendor_Agreement• Vendor_Authorisation• Category• Sub_Category• Product_Family• Promotion_State• Product_Status• Product_Authorisation• Customer_Price• and all of the technical facets….

Solution DeliveryCommercial & Customer Drivers for Search & Merchandising


Search Relevancy & Accuracy

Customer Expectations

Intelligent Matching

Hybrid combination of partial match and exact match logic with boosting & downgrades

Commercial Relevance based on KPIs and business focus areas.

RelevanceSales Velocity, Product & Promotional Status, SCE Status & some secret sauce

Try searching for “8740” on a few sites and compare the

results!



Navigating Large Catalogues

Guided Navigation

Accurate & Complete Data

Normalised catalogue data across vendors & categories

Guided navigation is now cost of entry

Type AheadIncreased perceived performance & accuracy through type-ahead

Type ahead allows suggestive guidance to reduce the time to useful

search results



Maintaining Marketing Context

Relevant

TrustedAccuracy regarding compatibility is critical

Placement is critical to drive brand objectives, CTR & conversion

Data DrivenIntelligence within the product dimensions creates dynamic associations

The product catalogue is rapidly expanding in terms of volume,

product complexity and breadth of product categories…

B2B Data Volume ChallengesBut what’s next?


We’re already pushing the horizontal limits of our record lengths…

Multi-Channel Activity

1 Integration of CRM and SFA solutions to provide a 360 view of the partner relationship

Multiple methods of interaction and consistency across all

Analytics focused on forecasting future behaviour

Collaborative Commerce

2 Process collaboration generating additional sales context

Unique communities of commercial need Opportunity identification and management

across business partners

Social Graphs

3 External sources of run-time personalisation

data Market intelligence to drive relevancy

refinement Social context to augment the material master


Questions?

@jon_newman

[email protected]

uk.linkedin.com/in/jonnewman

facebook.com/jnewman77

endeca b2b summit 2011

Technology