May 2015 Sonoma Partners – Wholesale and Distribution Overview.

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May 2015 Sonoma Partners – Wholesale and Distribution Overview

‐ eCommerce (Amazon and Grainger) ‐ Sales model transition ‐ B2B customers embracing B2C expectations ‐ ERP vendors lagging on technology Mega-Trends We’re Seeing in Distribution

‐ Create differentiated customer and supplier experiences ‐ Run, don’t walk, to embrace new selling models ‐ Make sure software systems can meet future business needs ‐ Stop waiting for ERP vendors’ technology to “catch up” How Distributors Can Move Forward

CRM for Wholesale and Distribution Sales Efficiency Sales Performance Management Supplier & Customer Experienc e  Process & guidance  Mobile access to customer and ERP data  Selling smarter (predictive)  Internal collaboration / customer success stories  Dashboards  Activity tracking and measurement  Metrics and KPIs  Focus on strategic & profitable customers  Web-based portals for order status, case management and self- service  Joint supplier sales and closed loop marketing  Highly personalized experiences

Wholesale and Distribution Clients

 Needed to capture key data from sellers (aging/departing)  Foundation for all future initiatives  Replaced failed CRM deployment  Single sales process & opportunity tracking (including negative opps)  Mobile access to Infor (ERP data)  Vending asset tracking  Focusing on strategic suppliers  Joint sales & marketing initiatives  Moving towards closed loop marketing Customer Success Story Single Customer Database Sales EfficiencySupplier Engagement

Customer Success Story Plastic resin distributor Complex selling model (multiple tiers, engineering & design) Improved customer & supplier experience Operational & financial gains help fund CRM investment First formal CRM Epicor integration Customer service Sales performance Mobile first

Customer Success Story

CRM for Wholesale and Distribution Improved visibility into ERP system Improve quote to cash process Defining customer profitability Support multiple selling paths: distribution and retail Complex deal coordinator Manage leads, accounts, contacts, and opportunities

SFDC Wholesale & Distribution Clients

MSFT Wholesale and Distribution Clients

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