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© 2012 IBM Sterling Commerce
IBM Sterling Solutions Portfolio 2012
Verzicco Luca Maurizio - l.verzicco@it.ibm.com
© 2012 IBM Sterling Commerce© 2011
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Sourcing, controlling and
procurement of goods and services
Targeted and personalized marketing across all customer interactions
Selling and fulfillment of products and services across all channels
Servicing customer needs across all
interaction channels
MarketBuy
Service SellCustomer
InsightInsight StrategyStrategy
EngagementEngagement
Chief Marketing
Officer
“Brand consistency and experience across
all customer interaction channels”
VP of Commerce, Stores &
Operations“Efficient, low-cost
order to cash processes and
improved store sales”
Broad Scope LOB focused Industry tailoredDelivery flexibilityCross-IBM Investments
VP of Customer Loyalty
“Happy, Loyal, Recurring Shoppers”
Chief Sourcing & Procurement
Officer
“Right Product, Right Place, Right Time, Right Price”
Smarter Commerce is a strategic approach that places the customer at the center of all business operations
Strategy
IBM Case Manager
© 2012 IBM Sterling Commerce
IBM’s integrated portfolio for Smarter Commerce
Buy Market Sell Service
Core Business ProcessesCORE BUSINESS SOLUTIONS
VALUE CHAIN STRATEGY AND SERVICESMarket and customer mgmtAligning sales, marketing and operations
to engage with customers
Innovation and business valueInnovating and aligning business models to
drive value to the customer
• Trading Partner Mgmt• Supplier Management• Supply Chain Visibility• Logistics Management• Inventory Optimization
• Predictive Analytics/Modeling• Behavioral Segmentation• Cross-channel Campaign
Mgmt• Search Optimization, Ad
Targeting• Marketing Resource Mgmt
• B2B & B2C Cross-channel commerce
• Distributed Order Orchestration
• Fulfillment and Supply Chain Optimization
• Mobile Commerce• Retail Store
• Delivery & Service Scheduling
• Customer Self Service Enablement
• Reverse Logistics• Case Management
Operating and Organization ModelsDesigning operations, supply chain and the
organization model to deliver customer value
Workload Optimized SystemsSystems, Storage and Software focused on agility, integration and automation to drive relevant business outcomes
Advanced AnalyticsStore analytics | Purchase analytics | Consumer loyalty | Predictive and prescriptive | Social analytics | Web analytics | Master data mgt
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Sterling Commerce Company Overview
• Founded in 1975
• Headquartered in Columbus, OH
• 2,500 employees world wide
• More than 18,000 customers world wide
• Recognized as a leader by key analysts in B2B integration and cross-channel solutions
• Sterling Business Integration Suite
• Sterling Selling and Fulfillment Suite
• Offers great flexibility of deployment with Managed Service and Software as a Service (SaaS) options
Top 100 Largest Software Companies
100 Great Supply Chain Partners for 2009
Executive 100
Top 100 Provider
Top 100 Logistics IT Provider
PM 100 by Managing Automation
© 2012 IBM Sterling Commerce5
Too much connections around the world !!
© 2012 IBM Sterling Commerce6 © 2010 Sterling Commerce intellectual property. All rights reserved. 6
Take too much time to work with you? BYE BYE !!
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© 2012 IBM Sterling Commerce7
Too many manual processes create …. too many document processing errors.
© 2012 IBM Sterling Commerce
Our Mission …
To help our customers…
…and do it better than anyone else
Connect
Communicate
Collaborate
Customers
Partners
Suppliers
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© 2012 IBM Sterling Commerce
Multiple Systems
Multiple Connections
Multiple Partners
Multiple Processes
How many Trading Partners?
How many protocols supported?
How manyIntegration Platforms?
How many order-capture applications?
How many order-fulfillment applications?
How many shipments executed?
How many orders planned ?
How many carriers connected?
How many supported Data Formats among Trading
Partners?
Today B2B Commerce view
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© 2012 IBM Sterling Commerce
Process
Protocol
Enterprise B2B
Method
Data / Format
People
VisibilityGovernance
B2B Integration - Simplify The Complex
Systems
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© 2012 IBM Sterling Commerce
Two Suites That Transform and Optimize
Connect People, Processes, and Technology Streamline the Commerce Lifecycle
Enable Seamless and Secure Integrationof Key Business Processes
Enhance the Way Companies to Do Business and Commerce
Business Integration Suite
Selling and Fulfillment Suite
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© 2012 IBM Sterling Commerce25 September 2012
A comprehensive, yet modular, suite of industry leading integration solutions
Sterling Business Integration Suite Integrates Any Partner, Any System, Any Where
• Improve business agility by securely and flexibly integrating with any partner, any system, anywhere
• Improve operational efficiency by seamlessly automating manual business and IT processes inside and outside your enterprise
• Improve business performanceby providing visibility into actionable information across your key business and IT processes
Visibility and Control
Process Automation
On boarding and Management
Communications
Security
B2BIntegration
ManagedFile
Transfer
On
Prem
ise
as-a-Service
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© 2012 IBM Sterling Commerce
Products, Solutions and Services
Connect DirectFile GatewaySecure Proxy
Control Center
MFT
Sterling IntegratorEDI /B2B Capabilities
B2B Gateway
Selling and Fulfillment suiteEnables company to control
complex Supply Chain process from Order Capture to Fulfillment
ApplicationsApplications
- Sterling Collaboration Network (Van)
With 20,000 + customers and Millions of invoices managed
- SWIFT Service Bureau
Professional Services
© 2012 IBM Sterling Commerce
IBM Managed File Transfer Suite
Monitor file transfer activity & SLAsIBM® Sterling Control Center
B2B On boarding and file transfer via mail boxing
IBM® Sterling File Gateway
Preventing unauthorized accessIBM® Sterling Secure Proxy
IBM® Sterling Connect:Direct® Secure Plus
Peer-to-peer file transfers via file system
IBM® Sterling Connect:Direct®
File transfer via messagingIBM® WebSphere MQ File Transfer Edition
© 2012 IBM Sterling Commerce15 25 September 2012
© 2012 IBM Sterling Commerce25 September 2012
The Sterling Selling and Fulfillment Suite enables companies to optimize their multi-channel selling and fulfillment processes by enhancing how they interact with their suppliers, customers and partners to deliver the perfect order.
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Sterling Selling and Fulfillment Suite
© 2012 IBM Sterling Commerce
Smarter Commerce Sterling Application Solutions
Analytics
Enterprise Marketing
Foundation
Data
Business Process
Integration
© 2012 IBM Sterling Commerce
How do you manage a consistent offering through your different channels?
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Call center Internet In-person
Resellers Geography Competition
© 2012 IBM Sterling Commerce
Support the ways customers sell
Store
Call Center
Field Sales
Field Sales – enable field sales and service representatives to manage all aspects of order capture, quoting and service fulfillment processes
Call Center – provide CSRs with a true 360-degree view of all customer activity
Store – allow store personnel to manage various order capture processes
Mobile – extend access and usage to mobile devicesMobile
© 2012 IBM Sterling Commerce20
IBM® Sterling Configure, Price, QuoteManages the Opportunity to Order processAutomates the configuration of complex products
one location for business users to manage product/service information, and configuration and pricing rules
Guide prospects, customers, partners, sales, in selecting and validating products and services based on their specific needs
Automate the quote approval process
Automate the proposal generation and order creation
multiple selling channels, which include web, call center, store, and field sales
© 2012 IBM Sterling Commerce
IBM® Sterling Configure, Price, Quote delivers key benefits
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Reduce the order lead time by automating the Opportunity to Order process
Drive revenue by providing flexible pricing capabilities as part of the quote to partners, customers, and sales organization
Improve customer serviceby enabling channel partner to configure the right products and services
© 2012 IBM Sterling Commerce
STRATEGIC PLANNING ASSUMPTION
By 2014, comprehensive, integrated automation of CPQ processes will help companies grow sales by 5%.
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© 2012 IBM Sterling Commerce
Store Create Order Check Status Cancel OrderInitiate/Track Return
Schedule DeliveryChange Order PickupResearch
Product
Create Order Check Status Cancel OrderInitiate/Track Return
Schedule Delivery or PickupChange Order
Schedule Store Pickup
Research ProductMobile
Create Order Check Status Cancel OrderSchedule Delivery or PickupChange Order
Schedule Store Pickup
Research ProductWeb Initiate/Track
Return
Call Center Create Order Check Status Cancel OrderInitiate/Track Return
Schedule Delivery or PickupChange Order
Schedule Store Pickup
Research Product
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Order Manager The Multichannel Challenge
Buy online/mobile, fulfill from vendor
Buy online/mobile, return to store
Build quote online/mobile, add in store
Order from call center, ship from store
Buy online/mobile, fulfil from DC
Buy online/mobile, pickup in store
Order from call center, pickup in store
Buy in store, fulfill from DC
© 2012 IBM Sterling Commerce
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IBM Sterling Logistic Management
+ integration with ILOG Optimizazion products
© 2012 IBM Sterling Commerce
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ISStore
StoreCall
CenterWeb
IS Channel IS ChannelIS Channel
Mobile Internet
ISSupplier
Market Place
ISSupplier
ISSupplierISSupplier
ISStore
ISStoreIS
Store
Distributed Order Management
Distributed Order Management (DOM) connects partners and systems to enable cross-channel processes
IS Channel
Catalogue
Business logicCross-channel flow
Manage appointments
Click and Collect
Drop Ship / Market Place
Save the sale
Return Everywhere
Single Checkout
Supply Chain Visibility
© 2012 IBM Sterling Commerce
Integrated solution for all partners
Transportation Mgmt
Supplier PortalSupply Chain Visibility
ShippersCarriersCustomers
StoreLocations
DistributorsWarehouses
SterlingSterlingCommerceCommerce
BuyersSuppliers
Order Manager
© 2012 IBM Sterling Commerce
TMS / WMS Provides Complete Management
Inventory Control
Inbound
Outbound
Value Added Services
KM/Yard Management
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© 2012 IBM Sterling Commerce
Sterling Supply Chain Visibility (SCV) – IBM Cloud/SaaS
Sterling Supply Chain Visibility enables companies to optimize their inbound and outbound processes through complete end-to-end visibility across global trading partner networks to minimize supply chain disruptions and improve supplier performance.
ASNPurchase
Order
TMS
Demand Planning MRP
Replenishment Procurement
Plan Supply
Shipment Status
WMS
PaymentInvoiceReceipt
ERP/ Financial
Supply Chain Management Logistics Finance
PO Commit
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© 2012 IBM Sterling Commerce
Increased Annual Sales & Margin Vendor Special order, expanding service business (in-home and in-store
services) Increased Customer Loyalty, do to ease of fulfillment and
capturing the order Reduced retail store order administration costs Reduced call center expense
#1 specialty retailer in US for consumer electronics, personal computers, appliances, and more -$20B+ annual revenue
Multiple legacy order management systems prevented: Unified cross-channel customer experience Leveraging inventory data across channels and consistent
order processing business rules Easily assimilating new supply chain partners
About the Company
Sterling Commerce Solution Sterling Commerce Solution Results
Challenges
Multi-channel enterprise order management
Solution Sterling Commerce Application Solutions
Sterling Commerce Retail Order Management for single instance, multi-channel enterprise order management
Enables coordination and fulfillment of complex customer orders Sourcing and allocation of product and services across multiple fulfillment
sources Real-time inventory visibility across internal and external fulfillment
partners Home delivery, vendor special order, in-home installations, …
Order Management
© 2012 IBM Sterling Commerce
Spain's largest retail group and a world leader in department stores.
Department store model: all types of products and services, from fashion to accessories.
Having invested on a long-term ecommerce strategy, ECI needs to enable true multichannel features across channels and labels.
ECI needs to take advantage of current downturn to completely reshape its entire model in the following 3 years
Top class customer online services.
About the Company
Results
Challenges
Sterling Commerce SolutionSterling Commerce Solution
OrderConfiguration
DOM Distribute
Order Management
Multi-Channel
Cross-Channel Order Management streamlines order and fulfillment processes across all channels and the extended supplier network.
Enable features at store like save-the-sale or store return
Integrate on-line channel seamless with store.
Transformation of the Home Delivery Business Unit with Sterling Commerce DOM
© 2012 IBM Sterling Commerce
Reduce lead-time by 57% by proactively managing and reducing response times to potential order delays
Increase fill rates by 10% by identifying potential order delays and shortages
Reduce backorders by 85% by optimizing inventory in their stores to reduce out-of-stock items
One of the world's largest retailer-owned hardware cooperatives, serving 54 countries with more than 5,000 stores and 12 regional distribution centers.
Fragmented visibility into the physical movement of shipments Too much data to proactively resolve supply exceptions Inefficient use of inventory
About the Company
Sterling Commerce Solution Sterling Commerce Solution
Results
Challenges
Better Inventory management using Supply Chain Visibility
Solution
Sterling Supply Chain Visibility
Supply Chain Visibility
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B2B ITALIAN REFERENCEABLE CUSTOMERS
© 2012 IBM Sterling Commerce
Hospitality / Franchise
Telco / MediaRetailHigh TechManufacturingAerospace / Automotive
Services
Life Sciences
Financial Services
Sample application customers by vertical
© 2012 IBM Sterling Commerce25 September 2012
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