b2b integration solutions - gentran sales mastery...

© 2012 IBM Corporation

B2B Integration Solutions - GentranSales Mastery Training

Chris Hayes– Senior Product Marketing Manager

July 2012

For educational purposes only; do NOT share with Customers, competitive BPs nor any BP not covered by an NDA


Agenda

What is B2B Integration

Review: Understanding how B2B Integration fits within Smarter Commerce

Review: B2B Integration challenges and drivers

IBM Sterling B2B Integration Solutions Overview

IBM Sterling Gentran

Discovery Questions and Industry Drivers



Business-to-Business integration focuses on various B2B software and services used by

companies in order to integrate business processes internally and externally with their

customers, partners, and suppliers

It’s important to understand that by linking, companies are effectively extending their internal

process and data used with B2B to their business partners

4

What is B2B Integration?



A Common Focal Point is the Buy-Sell-Ship-Pay Process

Between Companies

Carrier

Ship Process

Buy ProcessSell Process

Pay Process

Submit (Purchase) Order

Order Status

Advanced Shipment Notification

Shipment Status

Delivery Verification

Tender the Freight Delivery

Generate & Send Invoice

Generate &Send Payment

Payment

Sales Activity & Proposal

10

BuyerSeller

9

8

1

2

3

4

5

6

7

Bank

5


Agenda









This is changing the entire way products are sourced, manufactured and distributed—and making business more complex than ever

Customer expectations of service, price and delivery are soaring

Customers now have unlimited access to information and can instantly share it with the world

Social networking and mobile commerce have dramatically changed the dynamic between buyer and seller

We have entered the age of the empowered customer

250 millionNumber of tweets sent via Twitter each day

75%Percentage of people who believe companies don’t tell the truth in advertisements

$93 billionAmount in sales missed due to out of stock inventory

Sources:, Techcrunch Oct 2011, Yankelovich, Evolution of Advertising and Media, 5th Annual Store Systems Study, IHL Group and RIS News, 20087


While Smarter Commerce starts with customer insight,

execution depends on synchronization of your value chain

Systems/technology

The systems that drive the

commerce lifecycle must

better integrate with partners

People

Actionable visibility enables

key decision making to

ensure smooth value chains

Processes

Seamless process

management between

partners is needed to ensure

timely and accurate ordering

and delivery

68% of executives report that integration challenges impede collaborative relationships with partners

$93 billion in sales missed due to out of stock inventory per year

70% of supply chain officers say that lack of visibility has a significant impact on supply chains


Trading Partners

Protocols

Standards

Integration

Technologies

Data formats

SLAs

Governance

Reliability

Visibility

Multi-Enterprise Organization’s

However synchronization is hindered by increasingly complex

value chains

Application

Platforms

76% do not believe they collaborate with their business community very effectively

Source: Research commissioned by IBM, March 2012With 700 senior IT executives from Australia, Brazil, China, France, Germany, Japan, UK, USA


ConnectTo securely and flexibly

integrate your systems to partners

B2B Integration helps synchronize your value chain by enabling you to…

CollaborateProvide visibility into actionable

information for people, departments and organizations

AutomateSeamlessly automating manual

business and IT processesinside and outside your

enterprise

84% agree that

synchronization is better

achieved once an enterprise

can effectively connect,

automate, and collaborate

its systems, processes, and

people across its value chain

Source: Research commissioned by IBM, March 2012With 700 senior IT executives from Australia, Brazil, China, France, Germany, Japan, UK, USA


IBM B2B Integration delivers the solutions to synchronize your extended business community

B2B integration addresses complex integration challenges to synchronize the value chain of partners, suppliers and customers

Managed File Transfer

Secure, reliable file transfer connects

systems

Integration Services

Flexible cloud technologies and expert services host business

communities

Integration Gateways

Orchestration and automation for key partner processes

Transformation Engines

Single, universal engine for all internal and

external file and message transformation needs

Secure protocol has never been breached

Global network of 300,000 pre-connected

trading entities

Unmatched scalability/ performance to solve the most complex scenarios

Leader in transformation capabilities across EDI and

Industry standards

The IBM difference


Agenda









Challenges that are leading companies to rethink their B2B

integration strategy

Top Business Challenges Capabilities Needed

Increasingly complex and diverse

business communities

Reduce the time and complexity of securely

and flexibly integrating 100% of partner

communities

Too many costly error-prone manual

business processes

Seamlessly automate and extend internal business

processes to external partners

Lack of real-time business process

visibility

Provide visibility into actionable information

across key IT and business processes

Limited IT and business resources to

implement and manage B2B

infrastructure and projects

Accelerate the ROI of B2B projects and use

their internal resources where they need

them most


Benefits of Automating The Buy-Sell-Ship-Pay Process

• 30% - 60% Hard Dollar SavingsAdministrative Cost Reductions

• The faster the order is input into your systems the faster the product is shipped.Real-Time Order

Processing

• Elimination of staffing challenges and order / invoice data accuracy during peak order cycles.Management and Control

of Peak Processing

• Hand keying tends to generate 5% errors on average, our data accuracy should greatly reduce losses due to incorrect order information.

Significant Reduction in Error Related Loses

• Customer Service staff can spend 50% of their time entering data. In these cases: Customers suffer, up-selling and cross-selling suffers, job satisfaction suffers.

Improved Customer Service

• By automating manual processes, companies are better able for example to track the status of an order and make informed business decisions

Improved Visibility


Agenda









IBM ® Sterling B2B Integration Solutions

Carriers

Banks

Partners

Suppliers

Customers

Pre-connected partners

IBM Sterling B2B Cloud Services

IBM Sterling B2B GatewaysIBM Sterling Transformation Engines

Providing a choice of on-premise, cloud, or hybrid solutions that enable seamless and secure integration with your business community


A Comprehensive Portfolio


Agenda









Gentran – Licensing within IBM

2

0

Gentran:Server

for Windows

Workstation

Single Server

Single Server LC

Server

Distributed Server

XML

RosettaNet

Gentran:Serverfor Unix

Server Bronze

Server Silver

EC Workbench Bronze

EC Workbench Silver

Process Control Manager Bronze

Process Control Manager Silver

Gentran for System i

Server

Viewpoint

Gentran for

System z

Basic

Structure

Realtime

Server

Viewpoint

Plus

IBM Sterling Gentran:Server

IBM Sterling Gentran for z/OS

DirectorGentran:Director

Gentran:Director Pro

IBM Sterling Gentran:Plus

IBM Sterling Gentran:Director

IBM Sterling Gentran:Director Pro


Standards-based Process Integration

Solutions for integrating processes from application to application through

– Support for global standards

EDIFACT, ANSI, etc.

Provides syntax & enveloping requirements

– Management of Process Flows

Sending & receiving of business documents with commerce partners

Generates and reconciles functional acknowledgements

– Management of Partner Definitions

Define & maintain parameters for translation, document flows, and data transport


MANAGEMENT

PROCESSING

SETUP

SecurityMessage

Transformation

MessageManagement

ExceptionManagement

AdvancedData

Distribution

Communications

BusinessSystem

Integration

ProcessControl

Commerce

Community

Global

Business

Applications

(Corporate

Network)

IBM Gentran Overview


Message Transformation

Translation

– User interface designed for rapid deployment

– Rich feature set provides support for EDI and other formatted messages

– Open architecture supports standard and proprietary message formats

– Envelope and standard structures are defined in system maps, not program code

Trading Partner

– Centralized management of all trading partner information

– Functions for rapid implementation

MANAGEMENT

PROCESSING

SETUP

SecurityMessage

Transformation

MessageManagement

ExceptionManagement

AdvancedData

Distribution

Communications

Business

SystemIntegration

ProcessControl


Communications

Built-in Communications support

– Flexible scripts to VANS

– Direct access options

– Various protocol support

Connect business systems over a wide range of networks

Maximize investment by utilizing best solution - VAN, direct, or Internet


Advanced Data Distribution

Mailbox Functionality

Distributed processing

Different data being processed in different machines

Allows a trading partner to contact you as opposed to you initiating the contact

Allows your trading partner to make calls into G:Server so they can drop-off or pick-up


Security

Pre-built security features

– Ensure only authorized users have access to data

– Control access internally

– “Use & edit”, “use only”, etc.

– Manage user profiles

Protect integrity of business information

Control access to company interests

Efficiently manage shared access in a multi-user environment


Process Control

Manage process flows with support for unique processing based on trading partner or

message type.

Critical documents processed on a scheduled basis

Set up the system to match specific business infrastructure & processing requirements


Message Management

Track the cycle of each transaction from origination through receipt

Peace of mind with the processing cycle

Audit & Archive of historical EDI data

– Quickly resolve TP issues

– Based on standard document references (PO, Invoice) or the EDI data itself (control

numbers, etc.)


Exception Management

Track and monitor all system activity and exceptions

Ability to define an exception

Lights-out, continuous tracking


Archive and Restore

Online data store allows easy access to data that has been processed by the system

Data can be purged and archived at predefined intervals

Data can be reprocessed at any time

Documents can be restored and reprocessed from system archive


Agenda









Opportunity Identification – What does a potential target

customer look like

Pain Points:

– Company is being pushed to support or extend EDI capabilities by major customer (or

supplier)

– Needs an out-of-the-box solution that will allow them to connect and collaborate with their

trading partners electronically

– Not currently looking for a fully-functioned B2B Gateway solution

either because it doesn’t see the need, or because it can’t justify the budget

32 For educational purposes only; do NOT share with Customers, competitive BPs nor any BP not covered by an NDA


How do you conduct business with trading

partners, suppliers, and customers? How many

are you connecting to?

How will you manage connections as that number

grows?

Have you maximized the value of EDI & other

electronic trading initiatives for your company?

Are there more processes and / or documents that

you would like to automate with your partners?

Can your business users see B2B transactions?

Is your B2B integration infrastructure able to scale

& respond to the diverse ways your trading

partners want to do business?

How much time does Customer Support spend

answering customer & supplier status inquiries?

Where is my order?

What percentage of your business transactions is

done by post, fax, phone, or electronically?

How much time does it take to on-board a

trading partner? How do you track progress,

exceptions, and issues in that process?

How do you do complex trading partner setups

involving a number of departments?

How do you currently respond & provide support

to your global trading community? Do your

partners require multi-lingual or time zone

support?

Do you have secure & responsive mechanisms to

provide transaction visibility to your customers

to maintain & improve customer service levels?

What controls, visibility, and audit records are

in place to ensure that data is transferred with

proper authentication & security?

What new regulations must you now comply with?

How are you dealing with the risk of FTP servers

located in the DMZ?

B2B Discovery – Additional identification and qualification questions



Decision Makers – Our Targets: CIO, CTO, VP of IT, Dir of IT, Mgr. of infrastructure, Data Transmissions, External Networks,

EDI, Integration, or E-Commerce must

– Connect & manage diverse partner communities flexibly & securely

– Execute multi-partner business processes

– Find & hire skilled IT professionals

– Deliver IT efficiency through centralized & consolidated management & visibility tools

– Meet compliance requirements through effective data movement controls

Director of Supply Chain / Purchasing / Logistics / Commerce / Sales / Customer Service

must

– Avoid charge backs & meet customer commitments

– Gain competitive advantage & improve time to market through streamlined business processes with

customers & suppliers of any size

Director of Operations, Customer Service, Finance, Card Processing, Supply Chain,

Procurement must

– Facilitate growth in size, volume, or connections through assured delivery, whether batch or B2B

– Increase business efficiency through accelerating new connections & transfer of files

– Remove security exposure for data movement



QUESTIONS?


THANK YOU!