Sana B2B e-commerce monitor 2015

Sana B2B e-commerce monitor 2015

B2B e-commerce delivers business opportunities. Nowadays, consumers are used to buying everything online. Increasingly, buyers for companies want to be able to do the same. This offers lots of opportunities for small business owners with a good head for business. Sana Commerce conducted a study of companies approaches to e-commerce. The results are presented here in the Sana e-commerce Monitor 2015, a survey of over 520 decision makers in e-commerce from the Netherlands, Belgium, Germany, Switzerland, Austria, the United Kingdom and the United States. We all know that industrial companies lag behind when it comes to e-commerce. But it is remarkable that a large proportion of these companies have no plans for opening a webshop before 2018. We have learned that a lot of B2B decision makers still don t see the sales and service opportunities that e-commerce delivers. Arguments such as my products aren t right for online sales and my customers want personal advice are still common in many companies. The Sana B2B e-commerce Monitor 2015 makes it perfectly clear: e-commerce is worthwhile. Companies with a webshop see their customer satisfaction levels rise along with their turnover and profitability. Everything moves faster with an e-commerce solution: the sales process, the order-to-cash cycle, transaction processing, etc. The Sana B2B e-commerce Monitor 2015 also finds that, when implementing an e-commerce solution, it is crucial to take the ERP system as the starting point for the webshop. That s because all B2B-specific information is recorded in the ERP system. We hope that this Monitor will inspire companies to operate outside their comfort zones. Because, as Wijnand Jongen from Thuiswinkel.org states in his foreword: the customer wants it.

53% ROI 7.6x 5% preface Experts predict online shopping will double to account for 38% of all consumer purchases by 2020. Today s consumers increasingly rely on the Internet for their shopping. As a result, B2C e-commerce is reaching new levels of success. Studies show that consumers are now making 19% of their purchases online and the numbers are only going one way - up. Experts predict online shopping will double to account for 38% of all consumer purchases by 2020. The trend toward online business is unmistakable and it is clear to me that B2B e-commerce will enjoy similar growth. As always, there will be some variation among the different sectors when it comes to online sales performance. However, it is clear that B2B buyers will expect the same level of convenience and service from their online suppliers as they experience whenever they buy personal items online such as clothes, electronics or groceries. YEs 28% Wijnand Jongen Director Thuiswinkel.org

A B2B e-commerce revolution is about to happen. AT SANA, we want to be at the forefront to make sure our clients CAN ENJOY THE FULL benefit of it. Michiel Schipperus CEO Sana B2B e-commerce

A fundamental change is happening in the B2B market. The majority of companies see sales opportunities... And lots of new players will enter the market soon. 53% 50% 53% is the Global average of companies selling online. 69% Germany/Austria/Switzerland 64% United States of America 52% Benelux 45% United Kingdom/Ireland 50% OF GLOBAL NON-ACTIVES are planning to start using e-commerce before 2018. 44% Germany/Austria/Switzerland 22% United States of America 50% Benelux 50% United Kingdom/Ireland

Still, companies lack a sense of urgency. Most companies see no reason to update their sales portal. When do you expect to implement a new sales portal? Are your key customers asking for an online sales portal? 2015 2016 19% 19% 2017 11% LATER 28% NEVER 23% YEs 28% NO 72%

Maybe they are not asking for it. But they are definitely already buying online. Perception is not always reality. 86% of companies say they now sell online to customers who used to purchase from them only offline. Forrester Research

Companies hang on to their traditional sales methods. They believe their customers don t want to order online or think it is not RELEVANT TO their industry. Why are you not planning to implement new e-commerce solutions before 2018? 39% NOT RELEVANT TO MY INDUSTRY 25% HAPPY WITH CURRENT E-COMMERCE SOLUTION 18% OTHER PROJECTS HAVE PRIORITY 17% CUSTOMERS PREFER NOT TO ORDER ONLINE 14% CUSTOMERS ORDER VIA THEIR SYSTEM NOT VIA OURS 12% UPGRADING OUR CURRENT E-COMMERCE SOLUTION 5% IT INFRASTRUCTURE NOT READY 5% NO BUDGET 5% NO FREQUENT ORDERS

Companies don t see the true business potential of B2B e-commerce. Customer satisfaction and operational excellence are prime drivers for those who invest in B2B e-commerce. It s important/unimportant to me that an e-commerce solution... Will provide better service. Will minimise order HANDLING for inside sales. Generates new revenues. WILL BE EASY FOR OUR CUSTOMERS TO USE. Will improve inventory management. Will be highly CUSTOMISABLE. Will MAXIMISE the payoff of our current investments. Will speed up order to cash (OTC).

B2B e-commerce delivers business opportunities. Could you quantify the business benefits of e-commerce for your business? 15% Customer satisfaction (% increase) 7% Revenue per employee (% growth) 9% Revenue (% growth) 3% order to cash (% deduction) 9% Profitability (% of revenue) 3% inventory turnover (% increase) 3% Transaction processing (% cost) 0% Order to Delivery (% increase)

The business case for B2B e-commerce is strong. B2B e-commerce is a very attractive investment proposition. ROI 7.6x 6 months payback period

Lots of companies still hesitate for the wrong reasons. The fear of change PARALYSES lots of companies. To what extent do you think the following technical challenges are relevant to your company? Security Integration to ERP Availability of real-time order information CUSTOMISATION (order process is unique) Availability of real-time inventory information

The usual suspects ARE LEADING THE way. Germany & retail are at the forefront of the e-commerce movement. 69% 72% German companies are selling online. Retail companies are selling online.

results of a balanced survey sample. Type of industry? Company s gross revenue? ERP platform? 6% 4% 4% 4% 3% 69% 3% 21% 13% 11% 15% 2%1% 6% 7% 9% 10% 51% 7% 9% 25% 53% 7% 8% 8% 3% 7% 21% Construction material 10% Machines and supplies 9% Fashion and apparel 8% Electronics 8% Household goods and furniture 7% Food and beverages 7% Software and computer services 6% Personal and leisure goods 6% Health care 4% Agriculture 4% Automotive and spare parts 4% Containers and packaging 3% Media 3% Natural resources and chemicals 51% $10m to $250m 13% $5m to $10m 11% $250m to $750m 9% $1m to $5m 7% <$1m 7% >$1bn 3% $750m to $1bn 53% Microsoft Dynamics 25% Other 15% SAP 2% Oracle 1% Sage infor unit4

Sana B2B e-commerce monitor 2015