b2b integration solutions - gentran sales mastery...
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© 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
© 2012 IBM Corporation
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
For educational purposes only; do NOT share with Customers, competitive BPs nor any BP not covered by an NDA
© 2012 IBM Corporation
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
For educational purposes only; do NOT share with Customers, competitive BPs nor any BP not covered by an NDA
© 2012 IBM Corporation
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?
For educational purposes only; do NOT share with Customers, competitive BPs nor any BP not covered by an NDA
© 2012 IBM Corporation
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
© 2012 IBM Corporation
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
For educational purposes only; do NOT share with Customers, competitive BPs nor any BP not covered by an NDA
© 2012 IBM Corporation
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
© 2012 IBM Corporation
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
© 2012 IBM Corporation
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
© 2012 IBM Corporation
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
© 2012 IBM Corporation
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
© 2012 IBM Corporation
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
For educational purposes only; do NOT share with Customers, competitive BPs nor any BP not covered by an NDA
© 2012 IBM Corporation
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
© 2012 IBM Corporation
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
© 2012 IBM Corporation
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
For educational purposes only; do NOT share with Customers, competitive BPs nor any BP not covered by an NDA
© 2012 IBM Corporation
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
© 2012 IBM Corporation
A Comprehensive Portfolio
© 2012 IBM Corporation
A Comprehensive Portfolio
© 2012 IBM Corporation
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
For educational purposes only; do NOT share with Customers, competitive BPs nor any BP not covered by an NDA
© 2012 IBM Corporation
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
© 2012 IBM Corporation
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
© 2012 IBM Corporation
MANAGEMENT
PROCESSING
SETUP
SecurityMessage
Transformation
MessageManagement
ExceptionManagement
AdvancedData
Distribution
Communications
BusinessSystem
Integration
ProcessControl
Commerce
Community
Global
Business
Applications
(Corporate
Network)
IBM Gentran Overview
© 2012 IBM Corporation
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
© 2012 IBM Corporation
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
© 2012 IBM Corporation
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
© 2012 IBM Corporation
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
© 2012 IBM Corporation
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
© 2012 IBM Corporation
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.)
© 2012 IBM Corporation
Exception Management
Track and monitor all system activity and exceptions
Ability to define an exception
Lights-out, continuous tracking
© 2012 IBM Corporation
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
© 2012 IBM Corporation
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
For educational purposes only; do NOT share with Customers, competitive BPs nor any BP not covered by an NDA
© 2012 IBM Corporation
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
© 2012 IBM Corporation
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
For educational purposes only; do NOT share with Customers, competitive BPs nor any BP not covered by an NDA
© 2012 IBM Corporation
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
For educational purposes only; do NOT share with Customers, competitive BPs nor any BP not covered by an NDA
© 2012 IBM Corporation
QUESTIONS?
© 2012 IBM Corporation
THANK YOU!