Sana Commerce

Transcript

1. From fragmented to unified: the omnichannel success story WebWinkel Vakdagen 2022
2. A brief introduction Robert Verkade Commercial Director BeneFrance & Growth +31 6 29 09 39 00 r.verkade@sana-commerce.com linkedin.com/in.robertverkade As an experienced B2B commercial leader, Robert has worked with a wide variety of B2B companies, regional and international, improving their commercial processes. The past 17 years he has focused on doing business with SMB- companies, supporting them in their commercial development and progress. He has been a sparring partner to many SMB- company owners and management teams, to engage on their commercial strategy and ambitions to make it happen.
3. Why omnichannel selling is essential in a post-pandemic world Customer centricity starts with reliable data Buying experience optimization Increase adoption by making sales channels work as one Key takeaways Agenda Why COVID-19 has disrupted the B2B market and shifted the way we are selling
4. Why omnichannel selling is essential in a post-pandemic world Customer centricity starts with reliable data Buying experience optimization Increase adoption by making sales channels work as one Key takeaways Agenda Reliable data Why reliable data is key in offering an outstanding omnichannel buying experience
5. Why omnichannel selling is essential in a post-pandemic world Customer centricity starts with reliable data Buying experience optimization Increase adoption by making sales channels work as one Key takeaways Agenda Optimization How to combine off and online sales data to continuous optimizing your omnichannel experience
6. Why omnichannel selling is essential in a post-pandemic world Customer centricity starts with reliable data Buying experience optimization Increase adoption by making your sales channels work as one Key takeaways Agenda Harmonization How to make sure your digital self-service portal will be embraced by your customers and field sales
7. Why omnichannel selling is essential in a post-pandemic world Customer centricity starts with reliable data Buying experience optimization Increase adoption by making sales channels work as one Key takeaways Agenda Key takeaways How to prepare your sales organization for a post-pandemic changing sales landscape
8. What is omnichannel selling?
9. Why Omnichannel?
10. 85% 67% 83% Hybrid sellers 85% expect hybrid sellers will be the most common sales role in their organization in 3 years. Digital Channels 67% of B2B buyers prefers human remote interactions or digital self-service. Omnichannel is the standard, not the exception *McKinsey: Omnichannel in B2B sales: The new normal in a year that has been anything but. Updated: March 15, 2021 Future of sales 8 of 10 B2B leaders say that omnichannel is as or more effective than traditional methods.
11. Reliable data is key How to master omnichannel in B2B sales
12. B2B buying journey has evolved
13. B2B buying journey has evolved
14. Customer specific Discounts Customer specific Pricing Customer specific Product assortment Customer specific Logistics Customer specific Payment rules Data consistency Customer specific Order information
15. Customer centricity Consistent Customer specific data Real-time availability Real-time availability at every touchpoint
16. Buying experience optimization How to master omnichannel in B2B sales
19. Combine offline and online data
20. Personal Buying Experience
21. Adoption How to master omnichannel in B2B sales
22. • 64% of B2B’s will increase the number of hybrid sellers in next 6 months. • Hybrid sellers know how to control and use all possible sales channels. The Hybrid Sales Model
23. Landscape is shifting *McKinsey: Omnichannel in B2B sales: The new normal in a year that has been anything but. Updated: March 15, 2021 E-commerce Online chat Videoconference Top 3 ranked effective by respondents 41% E-commerce 37% In-person 31% Videoconference % of respondents In what ways are your company’s products or services sold today In-person Phone Email 55 50 45 40 35 30 25 65 60 Pre-COVID-19 Feb ‘21 Aug ‘20
24. Disconnected Seller
25. Buyer Adoption
26. Marrying channels drives adoption
27. Key takeaways How to master omnichannel in B2B sales
28. Omnichannel is the standard and not the exception. Key takeaways
29. Outstanding omnichannel experience is making customer specific data available in real time. Omnichannel is the standard and not the exception. Key takeaways
30. Constantly optimize the buying experience by marrying online and offline data. Outstanding omnichannel experience is making customer specific data available in real time. Omnichannel is the standard and not the exception. Key takeaways
31. Key takeaways Harmonize sales channels to increase adoption. Constantly optimize the buying experience by marrying online and offline data. Outstanding omnichannel experience is making customer specific data available in real time. Omnichannel is the standard and not the exception.
32. How do mainstream e-Commerce platforms work? Mainstream e-commerce platforms are often built separately from the ERP, which causes silos between the two systems.
33. We make your ERP and e-commerce work as one This eliminates: • System silos • Unnecessary complexities • Compromises Caused by mainstream e-commerce solutions.
34. All ERP data is also available in the e-commerce platform in real time. All ERP functionality is also available in the e-commerce platform. There is a single source of data shared between ERP and e-commerce. Changes only have to be made once, in one system, and not in both.
35. The BIG challenge
36. Robert Verkade Commercial Director BeneFrance & Growth +31 6 29 09 39 00 r.verkade@sana-commerce.com linkedin.com/in.robertverkade Hal 8 stand 218
37. Let’s connect!