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Driving B2B Growth with

Consumer-like Experiences

DON DAVISEditor-in-Chief

Internet Retailer

ANDY HOARGuest Speaker

Principal

Analyst

Forrester

Research, Inc.

BRAD KUHNSSr. Manager,

eCommerce

Zoetis

PEDRAM YASHARELProduct Marketing Manager,

Portfolio Verticals

Magento / eBay Enterprise

Sponsored by

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13 B2B PLAYERS IN 2015 TOP 500

12.1%

15.4% 15.7%

B2B U.S. e-retail Top 500

% increase 2014 versus 2013

Source: U.S. Department of Commerce,

Top500Guide.com

COMING SOON: THE B2B 300

Rankings and profiles of leading

manufacturers, wholesalers and

distributors that sell online.

Exclusive data on e-commerce sales.

To be included, contact us at:

[email protected]

PERSONALIZATION: TOP 500 DATA

163

337

Product customization

Yes No

361

139

Product recommendations

Yes No

Source: Top500Guide.com

Driving B2B Growth with

Consumer-like Experiences

DON DAVISEditor-in-Chief

Internet Retailer

ANDY HOARPrincipal Analyst

Forrester

Research, Inc.

BRAD KUHNSSr. Manager,

eCommerce

Zoetis

PEDRAM YASHARELProduct Marketing Manager,

Portfolio Verticals

Magento

Sponsored by

© 2015 Forrester Research, Inc. Reproduction Prohibited 7

CHALLENGE THINKING. LEAD CHANGE

© 2015 Forrester Research, Inc. Reproduction Prohibited 8

Andy HoarPrincipal AnalystServing eBusiness & Channel Strategy Professionals

- Focus on B2B and B2B2C eCommerce and channel partner enablement for manufacturers

- 4 yrs at Forrester

- 11 yrs in Silicon Valley (e.g. started software company in the B2C eCommerce space)

- 5 yrs as research analyst in econ consulting

- Hold masters degrees from Harvard University and Northwestern [email protected]

@andyhoar1

© 2015 Forrester Research, Inc. Reproduction Prohibited 9

US B2B Is More Than 2X The Size Of B2C

Source: Forrester Research US Online Retail Forecast, 2011 To 2016, Key Trends in B2B eCommerce for 2013

$325B

$780B

© 2015 Forrester Research, Inc. Reproduction Prohibited 10

US B2B eCommerce: $1.1T By 2020

© 2015 Forrester Research, Inc. Reproduction Prohibited 11

2011 2016Mobile 4% 26%Desktop 96% 74%

0%

20%

40%

60%

80%

100%

120%

% o

f tot

al

Business Internet traffic

Mobile will represent 26% of B2B traffic by 2016

2011 2016

© 2015 Forrester Research, Inc. Reproduction Prohibited 12

© 2015 Forrester Research, Inc. Reproduction Prohibited 13

B2B eCommerce Accelerators

Competition (direct and online-only)

Need to show ROI (which will drive need to transact online to justify)

Compelling new uses cases (e.g. mobile)

Cost savings arguments

Globalization drivers

© 2015 Forrester Research, Inc. Reproduction Prohibited 14

B2B eCommerce Decelerators

No explicit eCommerce leadership

No explicit C-level support

Over-emphasis on technology solutions at the expense of strategy (based on customer demand)

Heavy back-end integration

Channel conflict

© 2015 Forrester Research, Inc. Reproduction Prohibited 15

74% Buying from a website

is more convenient than buying from a sales

representative.

© 2015 Forrester Research, Inc. Reproduction Prohibited 16Source: Q1 2015 Forrester/Internet Retailer B2B Buyer Channel Preferences Survey (n=219)

93% Prefer to buy online when they’ve decided what to buy.

© 2015 Forrester Research, Inc. Reproduction Prohibited 17

© 2015 Forrester Research, Inc. Reproduction Prohibited 18

More Self-Serve B2B Buying Experiences

© 2015 Forrester Research, Inc. Reproduction Prohibited 19

B2B Matching Competitors…Well Behind Amazon

…Your B2B competitors …

48%

36%

17%

Worse

Comparable

Better

14%

39%

48%

Worse

Comparable

Better

Note: Numbers may not total 100% due to roundingBase: 92 B2B eCommerce professionalsSource: Q4 2013 Global B2B eCommerce Online Survey done in partnership with Internet Retailer

© 2015 Forrester Research, Inc. Reproduction Prohibited 20

Becoming World Class

Principal Analyst

Andy Hoar

FORRESTER RESEARCH

Brad KuhnsSr. Manager, eCommerceZOETIS

Pedram YasharelVerticals Lead, Product MarketingMAGENTO / EBAY ENTERPRISE

© 2013 Page | 24

Magento: A Leader in B2B

Magento empowers B2B manufacturers and distributors worldwide to deliver the consumerized digital commerce experience today’s business buyers have come to expect.

Leadership Position in the 2015 Internet Retailer® Top 500 Guide®

#1 e-commerce platform provider*

* eBay Enterprise is number one in providing e-commerce platform technology to the Internet Retailer® Top 500 Guide® . Magento is part of eBay Enterprise.

Flexibility

Speed

Value

Are you ready to grow your B2B channel?

magento.com/b2bsuccess

Q&A