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The B2B Selling Process
ThenBrochures
Product CatalogsPhone Calls
Trade Shows Business CardsOn-site Demos
Print MediaOrder Forms
WebsiteBlog PostsWhite PapersVideosTestimonialsCase StudiesNewsletterWebinars
Now
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Forrester Research – B2B eCommerce
• 89% said adding e-commerce to their business increased annual revenue by 55 percent.
• 81% said selling online drove up their average order value by 31 percent.
• 57% of business buyers had purchased goods for their companies online.
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B2B Commerce—It’s Changing
B2B e‐commerce has now more than
of North American B2B firms believe that e‐commerce is fundamentally changing B2B commerce.2
1.Forbes
B2C1doubled
2. Forrester research
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Key Trends Driving B2B Commerce Success
Embrace B2C practices such as personalization, and online catalogs
Mobile continues to be a driving force
Focus on the overall customer experience to drive acquisition and retention
Invest in technologies that can support the complexities unique to B2B organizations
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Back office integration = Higher Productivity
• Improved customer serviceFaster response times
• Improved AccuracyReduce duplication
• Enhanced CapacityBetter use of staff time
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Is Your Site Ready?
• Inaccurate product catalogs?• Incorrect pricing?• Inaccurate account details?• Links to your suppliers?• Not mobile friendly?
What do your customers find when they go online?
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Keys to Optimizing Your Return
• Shorten/Simplify Implementation Process
• Focus on High Return Features/Functions
• Start with a Proven Solution
• Don’t Forget to Budget for SEO/Internet Marketing
• Dedicate Resources
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What’s Unique about XM Symphony?
• Very Fast Deployment
• Purpose Built Integration
• A Service vs. One off Custom Site
• Enterprise Class Hosting
• We know Sage ERP
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Integration – NOT CSV/XML Syncing
• Mirror up to 65 database tables– Real-time– Encrypted– Reliable
• Mimic Sage ERP business logic– Accurate/Consistent– Fast
• High Performance– Thousands of transactions per day– Tens of Millions in transactions per month
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eCommerce for Everyone
• B2B– Customer Specific Pricing and Account Activity– Fully integrated payments
• B2C– Modern/Responsive Sites– Numerous Cross Sell Features– SEO / Google eCommerce Analytics
• Mobile Sales– Dynamically monitors SalesRep to AR Customer Relationships– Quotes and Order Discounting– Real-time customer information
• Call Center– Fast and easy Order Entry– Access to a rich product catalog