Increase Revenue

Increase revenue by learning & adopting Ecommerce best practices

deliver faster

Faster implementation driven by knowledge

reduce cost

Save money by implementing the right solutions from the start and avoiding rework

Digital Commerce for B2B Business

Become an Expert in B2B Ecommerce Implementation

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About the Course

A growing number of B2B buyers, specifically millennials,  now prefer to engage with suppliers through digital and self-service channels. Gartner predicts that by 2024, 15% of B2B organizations will use digital commerce platforms to support both their customers and sales reps in all sales activities. B2B digital commerce implementations are complex and require special skills and knowledge.

A B2B customer is an organization, not an individual and the customer experience needs to be optimized for productivity. The purchasing process should support collaboration between multiple people on the customer side and between the business’s sales force and customers. There are numerous backend integrations to sort out and unique features to support online purchases of complex products.

The course Digital Commerce for B2B Business explores in great detail all aspects of B2B commerce implementation. It empowers your team with digital commerce skills and knowledge of best practices and approaches.

  • Instructor-led
  • Constantly updated with new trends and best practices
  • Training format and content customized for your company

What you'll get

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Course Content

 ● What makes B2B Ecommerce different? ● Opportunities and challenges of implementing digital commerce for a B2B business. ● Choosing B2B Ecommerce Platform. ● A phased approach to implementation.

 ● B2B Customer is a business, not an individual. ● Defining organization structure and user roles. ● Customer Authentication. ● Customer Segmentation in B2B ● Migrating current customers

 ● Structuring your online presence. ● Inhouse sales force and Ecommerce. ●  Distributors & resellers ● Avoiding channel conflict ● Selling on 3rd party marketplaces. ● Things Commerce (IoT)

 ● Defining catalog's taxonomy ● Product Options and Bundles ● Alternative & discontinued products ● Product content and Digital Twins ● Packaging and measurement units ● Enabling search by customer-specific SKU ● Products compatibility and product relations ● Selling complex products with Configurable Products, CPQ, and guided selling

 ● Regular and Sales prices ●Net & Gross Prices ● Volume and Tiered Prices ● Customer Specific price lists and prenegotiated prices ● Retrieving prices from ERP ● Pricing custom-built products

● Bulk add to cart ● Multiple and shared carts ● Cart notes ● Shopping lists ● Reordering ● Search by SKU  ● Calculating availability

● Approval process ● Request for Quote ● Calculating availability and delivery dates ● Invoicing ● B2B Checkout ● Punchout integration ● Order Confirmation 

● Order status updates ● Order history ● Order modifications ● Cancelation & Returns  ● Order Processing  ● Split shipments  ● Integration with ERP & OMS

  ● What B2B commerce can learn from B2C? ● Focus on customer experience and UX ● Well structured and rich product data ● Content marketing and telling brand story  ● Advanced search and filtering  ● Loyalty programs and user-generated content  ● Customer self-service and administration ● Offer different incentives and promotions per customer  ● Optimize for mobile

● How to make your sales team excited about Ecommerce? ● Salespeople as advisors  ● Facilitate self-service for simple repetitive orders ● Allow salespeople to place orders on behalf of customers. ● Empower sales team with storefront functionality available to them only

● Common integrations in B2B commerce implementation ● Enterprise Resource Planning (ERP)  ● Product Information Management (PIM)  ●  Content Management Systems (CMS) ● Configure Price Quote (CPQ) ● Order Management Systems (OMS)

Instructor

My name is Michael Vax, and I created this course and Digital Commerce Canvas framework to help businesses to plan and manage their digital initiatives. I am an Ecommerce industry veteran with 30 years of IT experience, including more than a decade as an  executive leading the development of top enterprise Ecommerce platforms and helping customers to move their business online.

In the past, I was fortunate to work for such industry leaders as Hybris (SAP), Spryker, and Elasticpath. During these years, I helped many customers to develop innovative commerce solutions, and I am looking forward to sharing these experiences with you.

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