Webinar The Forrester Wave™: B2B Commerce Suites, Q4 2013 Peter Sheldon, Principal Analyst Andy Hoar, Senior Analyst November 12, 2013. Call in at 12:55 p.m. Eastern time

Peter Sheldon Principal Analyst Serving eBusiness & Channel Strategy Professionals

Andy Hoar Senior Analyst Serving eBusiness & Channel Strategy Professionals

Agenda B2B commerce in 2013 The Forrester Wave evaluation of leading B2B commerce suites Q&A

Agenda B2B commerce in 2013 The Forrester Wave evaluation of leading B2B commerce suites Q&A

B2B commerce is growing quickly B2B ONLINE REVENUE IN THE US ALREADY DWARFS B2C ONLINE REVENUE Source: Forrester Research Online Retail Forecast, 2011 To 2016 (US); October 18, 2012, “Key Trends In B2B eCommerce For 2013” Forrester report

Twice as many companies believe B2B online will grow faster than B2B offline “What do you expect your fastest-growing sales channel to be in the next year?” Base: 353 B2B online companies around the world; Source: A commissioned study conducted by Forrester Research on behalf of hybris software

Supporting B2B customers online Source: Q1 2013 Global B2B eCommerce Portal Online Survey

Online-only customers are more active than offline-only customers +1 Add items to order Order at a higher frequency 59% 56% Base: 353 B2B online companies around the world; Source: A commissioned study conducted by Forrester Research on behalf of hybris software

Many B2B customers are only profitable through an online channel 56% 24% Disagree Agree Base: 45 B2B eCommerce professionals; Source: Q1 2013 Global B2B eCommerce Portal Online Survey

B2B customers want self-service tools Research online Buy on phone Support online Global Global Global 62% 51% 58% Base: 353 B2B online companies around the world; Source: A commissioned study conducted by Forrester Research on behalf of hybris software

Most B2B firms are eCommerce novices Source: June 21, 2012, “Evaluating Your B2B eCommerce Development” Forrester report

B2B commerce professionals speak “We’re just now moving beyond brochureware.” Director of business strategy, distributer “We’re still convincing people in our own company about the value of selling online.” Director of eBusiness, distributer Greenhorn Source: June 21, 2012, “Evaluating Your B2B eCommerce Development” Forrester report

B2B commerce professionals speak “With companies increasingly delegating power to end users, we feel well-positioned to capture those customers, as we talk to end users, too.” Director of eBusiness, multichannel company “Whereas before we had a tough relationship with sales, we work cooperatively with them now.” Director of eBusiness, multichannel company) Practitioner Source: June 21, 2012, “Evaluating Your B2B eCommerce Development” Forrester report

The majority of B2B customers use mobile devices to research and buy products online Base: 353 B2B online companies around the world; Source: A commissioned study conducted by Forrester Research on behalf of hybris software

Mobile will represent 26% by 2016 2011 2016 Source: Cisco Visual Networking Index May 2012

Agenda B2B commerce in 2013 The Forrester Wave evaluation of leading B2B commerce suites Q&A

What makes B2B online commerce requirements unique? Distinct commerce feature sets: Quotes Complex pricing lists Guided selling Bulk order entry Dealer management Account, contract, and budget management A strong emphasis on PCM, WCM, and OMS capabilities

Vendor information and selection criteria Source: October 7, 2013, “Forrester Wave™: B2B Commerce Suites, Q4 2013” Forrester report

Forrester Wave™: B2B Commerce Suites, Q4 2013 Source: October 7, 2013, “Forrester Wave: B2B Commerce Suites, Q4 2013” Forrester report

Other B2B commerce suite vendors to consider B2C-focused solutions with more limited B2B commerce capabilities or clients: Demandware, Digital River, eBay Enterprise, JDA Software, Magento, and Micros Retail Digital- or media-focused solutions: Avangate, cleverbridge, Digital River, and Elastic Path Software Midmarket-focused B2B solutions: Bridgeline Digital, EPiServer, and ShopVisible Configure, price, quote (CPQ) or sales force enablement vendors:  BigMachines and Cameleon Software

Andy Hoar ahoar@forrester.com Twitter: @andyhoar1 Peter Sheldon psheldon@forrester.com Twitter: @peter_sheldon