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©2009 Yeoman Technology Group – All rights Reserved
Overview
Baseline Trends
Trends per channel
2010 Outlook
Action items
©2009 Yeoman Technology Group – All rights Reserved
DirectMajor
E-Tailers
Bid / Auction
Supply Chain
Systems
Referral /
Associated
Knowledge Centric
Social Centric
There are groups of distinct sites and systems. Each has their own group of competitors, sites, and systems. They ARE NOT searchable or accessible from one spot.
©2009 Yeoman Technology Group – All rights Reserved
14%
28%
15%
31%
8%
4%
DirectE-TailerBidSupplyReferralSocial
Source: Yeoman study of US Dept of Commerce, IDC, & Gartner stats for product sales. Does NOT include advertising related revenue.
©2009 Yeoman Technology Group – All rights Reserved
Manufacturer
Distributor
Retail
Partners
OEM Consultant
Direct
Sales Team
©2009 Yeoman Technology Group – All rights Reserved
Manufacturer
Distributor
Retail
Partners
OEM Consultant
Direct
Sales Team
Direct
ETailers
Bid
Supply Chain
Referral
Social
©2009 Yeoman Technology Group – All rights Reserved
Mfg tend to rely on downstream sales channel for bulk of Internet Delivery
No vetting of different options
Assumption partners are there
Less quality control
No monitoring of changes
If you go directNeed to be able to manage distribution conflicts
Need ongoing cost / benefit analysis
Need to prioritize across all platforms
©2009 Yeoman Technology Group – All rights Reserved
Speed Increase
Cost Decreases
End User Behavior
Search Landscape
©2009 Yeoman Technology Group – All rights Reserved
Avg connection speed increased 18% in 2009
Key to any new options
Provides base platform for growth
©2009 Yeoman Technology Group – All rights Reserved
Fierce Competition across all segments in 2009
No meltdown like 2000
Larger players expanded footprints (and silo’d themselves more)
Amazon, Ariba, Alibaba, Affiliates…..
Open Source took a new twistBecame a core building block for cloud services
Lower cost integration points
©2009 Yeoman Technology Group – All rights Reserved
Rise of BingEarly signs are more B2B users
Bing/Yahoo merge 2010
Major changes in Google engines coming in 2010
Speed Matters
Quality Design Matters
Regularly updates Matter
Collaborated usages and sharing matters
Bing
Yahoo
Other
©2009 Yeoman Technology Group – All rights Reserved
Behavior continues to evolveSmarter searching – 9% increase in longer search teams
Smarter shopping – 13% increase in pricing engine usage
More collaboration – not just consumer sites
©2009 Yeoman Technology Group – All rights Reserved
38%
24%
23%
10%
5%
2009 Online Usage
Content Community Communications Commerce Search
©2009 Yeoman Technology Group – All rights Reserved
Overshadows other growth
Higher usage, but still lowest unique visitors
Creates new channel for sales, support, & mktg
0
20
40
60
80
100
120
140
160
180
200
2007 2008 2009
Content
Communication
Search
Commerce
Community
©2009 Yeoman Technology Group – All rights Reserved
Speed Increase
Cost Decreases
End User Behavior
Search Landscape
Better performance of next generation apps
Lower cost to implements
Willingness to engage online
Core engines changing to reflect influx of data
©2009 Yeoman Technology Group – All rights Reserved
Direct
ETailers
Bid
Supply Chain
Referral
Social
1. Static Site Decline: Rise in next generation collaboration options on main sites, especially chat and collaboration
2. New Search: Required Re-Tooling of site based on new search drivers
3. Proliferation of product info online (whether you like it or not)
4. The Amazon Influence: Easier access to key ecommerce systems
©2009 Yeoman Technology Group – All rights Reserved
Direct
ETailers
Bid
Supply Chain
Referral
Social
5. Expansion of Content Systems to become more collaborative
• Continued decline of trade shows, static prof associations, & industry magazines
6. Stumbles in Social Networking• Missed channels (Facebook vs. LinkedIn)
• Wasted dollars
7. Extended Rules and Regulations• Blogs & Targetted Ads
• Regulated Industries
• PCI Compliance
©2009 Yeoman Technology Group – All rights Reserved
Direct
ETailers
Bid
Supply Chain
Referral
Social
8. New Hype: Push for Mobile Commerce
9. Gov/Ed: Growth in outsourcing to Supply Chain vendors
• More RFPs
• More open queries
10. Increased use of Analytics Tools• Tie to traffic patterns
• Deeper customer / competitor knowledge
• Link back to investments
©2009 Yeoman Technology Group – All rights Reserved
Direct
Etailer
B2B / Supply Chain
Referral
Knowledge
Social
Auction
©2009 Yeoman Technology Group – All rights Reserved
• Information
• Support
• Pricing
Key Starting Point
• Need Tight Integration
• Internet Channels
• Offline Channels
• Sales and Support
Core Challenge • Collaboration Tools
• Establishing Price Points
• Fulfillment options
2010 Trends
©2009 Yeoman Technology Group – All rights Reserved
•Strong 2009 across all segments
•Price pressure
•Growth through Diversity
Weathered Storm
•Easy access for mfg
•Simple Integration
•Expanding client base
•1/3 of all new revenue
Amazon Challenge •More Amazon style
approaches
•B2B / Gov growth
•Social Commerce
•Mobile Commerce
2010 Trends
©2009 Yeoman Technology Group – All rights Reserved
• Traditional players
• Open Market plays
• Gov/Ed growth
Expanded Client bases
• Interoperability
• Maintaining clients
• Pricing models
Core Challenges • Shakeout among
open market
• More gov/ed
• Mid market challenge
2010 Trends
©2009 Yeoman Technology Group – All rights Reserved
• Expanded
• Strong Consumer Growth
• Strong Services growth
Strong 2009
• Multiple players
• Multiple feeds and payments
• Presence needed
Core Challenges • Better connectivity
• Lower price points for products
• Higher price points for custom services
2010 Trends
©2009 Yeoman Technology Group – All rights Reserved
• Drop in volume
• Lower revenue
• Firesale feel
Drop Off
• Return business customer
• Supply Chain reverse auctions
• Consumer
Core Challenges • Low growth
• Migration towards used gear
• Small specialty pockets
2010 Trends
©2009 Yeoman Technology Group – All rights Reserved
• Still primary use of web
• Better apps
• Better collaboration
Better Quality
• Blending with media
• Finding right content
• New gov’t rules & regs
Core Challenges • Expanded content
• Better Integration
• Ties to Social networks
2010 Trends
©2009 Yeoman Technology Group – All rights Reserved
• Big growth numbers
• Not just consumer
• Preaching and praying
Year of Hype
• Tie to results
• Financial model of channel itself
• Loss of focus
Core Challenges • Mad Rush continues
• Lots of bad moves and overspending
• Crashes, bumps, and missteps
2010 Trends
©2009 Yeoman Technology Group – All rights Reserved
Where are your customers?The three P’s
Where are you?
Figure out how to get thereDirect
Existing Channel
Track and monitor all relevant spots
Build up analysis skills
Take [email protected]