Slide 1
Slide 1 text
From fragmented to unified:
the omnichannel success
story
WebWinkel Vakdagen 2022
Slide 2
Slide 2 text
A brief introduction
Robert Verkade
Commercial Director BeneFrance & Growth +31 6 29 09 39 00
[email protected]
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.
Slide 3
Slide 3 text
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
Slide 4
Slide 4 text
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
Slide 5
Slide 5 text
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
Slide 6
Slide 6 text
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
Slide 7
Slide 7 text
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
Slide 8
Slide 8 text
What is omnichannel selling?
Slide 9
Slide 9 text
Why Omnichannel?
Slide 10
Slide 10 text
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.
Slide 11
Slide 11 text
Reliable data is key
How to master omnichannel in B2B sales
Slide 12
Slide 12 text
B2B buying journey has evolved
Slide 13
Slide 13 text
B2B buying journey has evolved
Slide 14
Slide 14 text
Customer specific
Discounts
Customer specific
Pricing
Customer specific
Product assortment
Customer specific
Logistics
Customer specific
Payment rules
Data consistency
Customer specific
Order information
Slide 15
Slide 15 text
Customer
centricity
Consistent
Customer
specific data
Real-time
availability
Real-time availability at every touchpoint
Slide 16
Slide 16 text
Buying experience optimization
How to master omnichannel in B2B sales
Slide 17
Slide 17 text
No content
Slide 18
Slide 18 text
No content
Slide 19
Slide 19 text
Combine offline and online data
Slide 20
Slide 20 text
Personal Buying Experience
Slide 21
Slide 21 text
Adoption
How to master omnichannel in B2B sales
Slide 22
Slide 22 text
• 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
Slide 23
Slide 23 text
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
Slide 24
Slide 24 text
Disconnected Seller
Slide 25
Slide 25 text
Buyer Adoption
Slide 26
Slide 26 text
Marrying channels drives adoption
Slide 27
Slide 27 text
Key takeaways
How to master omnichannel in B2B sales
Slide 28
Slide 28 text
Omnichannel is the
standard and not the
exception.
Key takeaways
Slide 29
Slide 29 text
Outstanding omnichannel
experience is making
customer specific data
available in real time.
Omnichannel is the
standard and not the
exception.
Key takeaways
Slide 30
Slide 30 text
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
Slide 31
Slide 31 text
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.
Slide 32
Slide 32 text
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.
Slide 33
Slide 33 text
We make your ERP
and e-commerce
work as one
This eliminates:
• System silos
• Unnecessary complexities
• Compromises
Caused by mainstream e-commerce solutions.
Slide 34
Slide 34 text
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.
Slide 35
Slide 35 text
The BIG challenge
Slide 36
Slide 36 text
Robert Verkade
Commercial Director BeneFrance & Growth +31 6 29 09 39 00
[email protected]
linkedin.com/in.robertverkade
Hal 8
stand 218
Slide 37
Slide 37 text
Let’s connect!