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© 2011 Endeca Technologies Inc. All Rights Reserved. CONFIDENTIAL AND PROPRIETARY – DO NOT REPRODUCE.
© 2011 Endeca Technologies Inc. All Rights Reserved. CONFIDENTIAL AND PROPRIETARY – DO NOT REPRODUCE.
Big Data & B2B eCommerce
Jonathan Newman
© 2011 Endeca Technologies Inc. All Rights Reserved. CONFIDENTIAL AND PROPRIETARY – DO NOT REPRODUCE.
Introductions
Jonathan NewmanExecutive Director, Global eBusiness & Collaboration Technologies
© 2011 Endeca Technologies Inc. All Rights Reserved. CONFIDENTIAL AND PROPRIETARY – DO NOT REPRODUCE.
@jon_newman
uk.linkedin.com/in/jonnewman
facebook.com/jnewman77
110711_5Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
5
SUCCESS
Ingram Micro: A World Leader In IT
All information as of fiscal year 2010
30+ years experience in IT distribution
The world's largest provider of technology products and services
2010 annual revenues: $34.6 billion Approximately 15,700 associates Customers in approx. 150 countries
100 distribution centers worldwide
Operations in 26 countries No. 75 on 2011 Fortune 500 list Diverse capabilities in complementary
adjacencies and services Only global broad-based IT distributor
with significant, multi-country Asia-Pacific presence
Global corporate responsibility focus
110711_6Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
6
A Vital Link In The IT Value Chain…
VARs: SMB, Enterprise & Government
More than 1,400 Vendors More than 185,000 Resellers
Combining a wide array of technologies and products to create the optimum solution
Combining a wide array of technologies and products to create the optimum solution
Sales and Marketing
Financing
Technical Support
Inventory Management
Vendor Relations
Managed Services
Dot.coms
Retail
110711_7Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
7
…With a Global Presence and Broadest Product Offering
0%
25%
50%
75%
100%
Networking
Software
Systems
IT Peripherals**
(35 – 40%) AMD, HP, Intel, Intermec, Lexmark, Logitech, Western Digital, Xerox
(15 – 20%)Adobe, CA, Intuit,McAfee, Microsoft
(30 – 35%)Apple, Acer, HP, IBMSony, Lenovo, Toshiba
(10 – 15%)Cisco, D-Link, Juniper,Netgear, SonicWall
World’s Largest IT Distributor
5% of Revenues*
42% of Revenues*
31% of Revenues*
22% of Revenues*
* FY 2010 * * Includes CE/DC/POS/Mobility and Others
Product Categories
Benefits of a Global Portfolio: Geographic diversification helps balance
risks that may occur in localized markets Capitalizes on emerging market potential Serves partners seeking worldwide market reach
110711_8Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
8
Fortune 1000 1,000
Midsize Business (100–999)
108 thousand
Small Business (<100)
Home Office
Consumer Households
(Non–Home Office)
7.8 million
39.6 million
77.5 million
IT spending increases with size, number of firms decreases
Large Business (1,000+)8,000
Source: IDC - U.S. Market Pyramid for year-end 2010
Ingram Micro’s VAR customers target SMB markets, the sweet spot of the IT industry
Ingram Micro’s VAR customers target SMB markets, the sweet spot of the IT industry
Number of companies
…Serving The Global IT IndustrySMB To Enterprise
© 2011 Endeca Technologies Inc. All Rights Reserved. CONFIDENTIAL AND PROPRIETARY – DO NOT REPRODUCE.
Big Data & B2B eCommerce
What does B2B mean for Ingram Micro?The eCommerce Ecosystem
“Demand Chain Enablement”Vendor Distributor Reseller End Customer
What does B2B mean for Ingram Micro?The eCommerce Ecosystem
“Demand Chain Enablement”Vendor Distributor Reseller End Customer
“What
technology
solutions will
solve my
business
problems &
how should
they be
deployed?”
What does B2B mean for Ingram Micro?The eCommerce Ecosystem
“Demand Chain Enablement”Vendor Distributor Reseller End Customer
“How do I
create
increasingly
personalized
go-to-market
campaigns and
relationships
with my end
customers?”
“What
technology
solutions will
solve my
business
problems &
how should
they be
deployed?”
What does B2B mean for Ingram Micro?The eCommerce Ecosystem
“Demand Chain Enablement”Vendor Distributor Reseller End Customer
“How do I
create
increasingly
personalized
go-to-market
campaigns and
relationships
with my end
customers?”
“I need to
ensure that I
provide my
customer with
accurate
information &
get the best
deals.”
“What
technology
solutions will
solve my
business
problems &
how should
they be
deployed?”
What does B2B mean for Ingram Micro?The eCommerce Ecosystem
“Demand Chain Enablement”Vendor Distributor Reseller End Customer
“How do I
create
increasingly
personalized
go-to-market
campaigns and
relationships
with my end
customers?”
“I need to
ensure that I
provide my
customer with
accurate
information &
get the best
deals.”
“What
technology
solutions will
solve my
business
problems &
how should
they be
deployed?”
What does B2B mean for Ingram Micro?The eCommerce Ecosystem
© 2011 Endeca Technologies Inc. All Rights Reserved. CONFIDENTIAL AND PROPRIETARY – DO NOT REPRODUCE.
Partner expectations are evolving…
…which means
The data & analytics required to meet partner expectations are
exploding!
Resellers are “known” accounts that now expect personalised, multi-channel experiences
The relationship is contractual with specific pricing agreements and authorised product catalogues
Purchasing history is relevant for opportunity identification and upsell recommendations
End Customers have negotiated vendor pricing agreements that can be serviced through specific Resellers
The catalogue is vast…. and growing
End Customers
Consumerisation of IT Products and Services has changed expectations
But complexity and level of investment is still high for most businesses
Resellers
Engaging across all sales channels and expect an integrated & real-time experience
Demand expert advice to support their recommendations to their customers
Vendors
Demand an integrated supply chain that supports their personalised relationships with resellers and end customers
…and continued flawless supply chain execution
…and the implied Data ChallengesThat we’ve solved so far!
© 2011 Endeca Technologies Inc. All Rights Reserved. CONFIDENTIAL AND PROPRIETARY – DO NOT REPRODUCE.
MDEX
ERP MDM PRICE BISCE
• Baseline updates every 6 hours
• 4+ Hours to execute the baseline
• Hourly updates for SCE visibility
• Real time requests to ensure complete accuracy
• Results are personalised
The number of dimensions drives the data complexity• Customer_Master• Customer• End_Customer• Vendor• Vendor_Agreement• Vendor_Authorisation• Category• Sub_Category• Product_Family• Promotion_State• Product_Status• Product_Authorisation• Customer_Price• and all of the technical facets….
Solution DeliveryCommercial & Customer Drivers for Search & Merchandising
© 2011 Endeca Technologies Inc. All Rights Reserved. CONFIDENTIAL AND PROPRIETARY – DO NOT REPRODUCE.
Search Relevancy & Accuracy
Customer Expectations
Intelligent Matching
Hybrid combination of partial match and exact match logic with boosting & downgrades
Commercial Relevance based on KPIs and business focus areas.
RelevanceSales Velocity, Product & Promotional Status, SCE Status & some secret sauce
Try searching for “8740” on a few sites and compare the
results!
Solution DeliveryCommercial & Customer Drivers for Search & Merchandising
© 2011 Endeca Technologies Inc. All Rights Reserved. CONFIDENTIAL AND PROPRIETARY – DO NOT REPRODUCE.
Navigating Large Catalogues
Guided Navigation
Accurate & Complete Data
Normalised catalogue data across vendors & categories
Guided navigation is now cost of entry
Type AheadIncreased perceived performance & accuracy through type-ahead
Type ahead allows suggestive guidance to reduce the time to useful
search results
Solution DeliveryCommercial & Customer Drivers for Search & Merchandising
© 2011 Endeca Technologies Inc. All Rights Reserved. CONFIDENTIAL AND PROPRIETARY – DO NOT REPRODUCE.
Maintaining Marketing Context
Relevant
TrustedAccuracy regarding compatibility is critical
Placement is critical to drive brand objectives, CTR & conversion
Data DrivenIntelligence within the product dimensions creates dynamic associations
The product catalogue is rapidly expanding in terms of volume,
product complexity and breadth of product categories…
B2B Data Volume ChallengesBut what’s next?
© 2011 Endeca Technologies Inc. All Rights Reserved. CONFIDENTIAL AND PROPRIETARY – DO NOT REPRODUCE.
We’re already pushing the horizontal limits of our record lengths…
Multi-Channel Activity
1 Integration of CRM and SFA solutions to provide a 360 view of the partner relationship
Multiple methods of interaction and consistency across all
Analytics focused on forecasting future behaviour
Collaborative Commerce
2 Process collaboration generating additional sales context
Unique communities of commercial need Opportunity identification and management
across business partners
Social Graphs
3 External sources of run-time personalisation
data Market intelligence to drive relevancy
refinement Social context to augment the material master
© 2011 Endeca Technologies Inc. All Rights Reserved. CONFIDENTIAL AND PROPRIETARY – DO NOT REPRODUCE.
Questions?
@jon_newman
uk.linkedin.com/in/jonnewman
facebook.com/jnewman77