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John Konczal – Industry Executive, Communications & Media, B2B & Commerce, IBM Software Group
Russell Longo – Account Executive, Business Solutions, IBM Software GroupRussell Longo Account Executive, Business Solutions, IBM Software Group
Business-to-Partner Integration and CollaborationManaging Operational Complexity to Capitalize on New Revenue Opportunities
Investigate the growth in sales channel partnerships in publishing and how this growth is impacting publishers’ operational infrastructure for transacting sales through these partners:
• What is driving this growth
• The implications of this growth on the business
• Capabilities needed to manage this growth
• How digital sales models are complicating this issueHow digital sales models are complicating this issue
• Capabilities needed to manage new digital sales models
The Business to Partner Integration Challenge:The Business-to-Partner Integration Challenge:How do I connect to these to these partners?How do manage their unique requirements?
How do I ensure our date exchange is accurate and timely?
The Comprehensive Business-to-Partner Integration PlatformSEnables Integration with Any Partner and Any System
Partner/Channel Profiles Must be Implemented to Guide Integration Execution and Governance
How Information Is Handled Between the Two Organizations Must be Configured, Including Data Validation and Transformation. Adapters Should be Implemented to
Process Partner Transactions To/From Back office SystemsBack-office Systems.
Multi-National Trade PublisherB ildi B i V l Th h B i t P t I t tiBuilding Business Value Through Business-to-Partner Integration
To maintain competitiveness and grow in a rapidly transforming marketplace, this company had to become more responsive to meeting new types of customer requirements. The emergence of new channels,
Challenge
including big-box stores and supermarkets, as well as the need to support varying terms and conditions and document standards, posed challenges to existing processes and technical infrastructure. This created a
need to reengineer their B2P infrastructure.
Complication SolutionIn-house infrastructure was ill-suited to work with channels whose capabilities ranged from Excel spreadsheets to supporting highly complex EDI-based transactions.
The company selected IBM Sterling Integrator and Collaboration Network:
• One platform to support all B2B standards including EDI/EDIFACT, ONIX, ANSI X12, and Tradacoms.
• Needed to support a range of B2B standards, both cross-industry and specifically related to the publishing industry, such as ONIX, ANSI X12, and Tradacoms.
• Key channels had many stringent rules and SLAs to be
EDI/EDIFACT, ONIX, ANSI X12, and Tradacoms.
• End-to-end process visibility to monitor performance against partner SLAs.
• High degree of process automation. For example, met or penalties would be applied.
• Line of business was also asking for greater automation capabilities.
g g p p ,automated outbound file processing with unique workflow by partner and file type.
Publishers are partnering with online book sellers to provide consumers instant access to p g pmillions of books and other content via download to a variety of electronic devices
– Selling books in the digital age becomes an easier proposition for sellers as physical inventory management is not requiredTheoretically any seller can sell digital books (with the proper digital infrastructure)– Theoretically, any seller can sell digital books (with the proper digital infrastructure)
– This can drive potentially robust growth in digital book sales worldwide (in units sold)
This digital sales paradigm and associated growth increases the complexity associated with publishers support of digital sales channelspublishers support of digital sales channels
– This includes moving, storing, analyzing, and processing digital sales transaction data as end-customers make purchases.
Publishers must be prepared to connect to a rapidly growing number of on-line salesPublishers must be prepared to connect to a rapidly growing number of on line sales partners and exchanging digital sales data in real time while providing the business control to ensure optimal financial performance of digital media offers
– This is a business-to-partner integration problem
Exception Process • Automated notification to partners and publisher staff
processing of exceptions)• Faster Revenue Realization - faster
reconciliation of error drives faster payment on errors
So What Have We Discussed Today?Th B i t P t I t ti C li tiThe Business-to-Partner Integration Complication
As sales channels for selling physical and digital media grow and develop, publishers must confront and solve a series of business complications in order to capitalize on new revenueconfront and solve a series of business complications in order to capitalize on new revenue opportunities:
– Increasing complexity due to the range of data exchange methods to support and the number of files that must be exchanged between partnersthat must be exchanged between partners
– Need for improved visibility and monitoring over data as it moves between back and forth between internal systems and external partners
N d f b tt ti it t ti d dit bilit f f t d ffi i t d t i d– Need for better connectivity, automation, and auditability for fast and efficient data processing and problem resolution
– Need for a scalable solution that efficiently and accurately handles quickly growing volumes of partner transactions especially with digital sales datatransactions especially with digital sales data
So What Have We Discussed Today?Th B i t P t I t ti S l ti
Comprehensive Business-to-Partner integration solutions give publishers a competitive advantage in the marketplace by solving many of the channel partner business
The Business-to-Partner Integration Solution
advantage in the marketplace by solving many of the channel partner business complications:
– Reducing the complexity associated with establishing connections with electronic retailers, moving data, and processing transactionsdata, and processing transactions
– Providing visibility and real time tracking of transaction data as it is exchanged so that business and IT users can quickly respond to inquiries, solve issues as the arise, and proactively analyze data for audit, reporting, and forecastingp g g
– Automating tasks associated with processing, translating, and routing data for more efficient back office operations, faster data analysis, and the ability to handle growing volumes of partner transactions with no or little impact to the business