51ºÚÁϲ»´òìÈ

Transcript

Hello, everyone, and welcome to Commerce and Coffee. We’re gonna get started. Corey has told me he has a very long demo today for everybody. So we’ll kick it off. So today’s topic is empowering B2B success. If this is your first time joining us at Commerce and Coffee, this is an ongoing webinar series hosted by myself and Corey Gelato. And the session is designed to be interactive. So we encourage everyone to ask questions in the question box in the GoToWebinar control panel throughout the presentation. You type them in there and we’ll do our best to answer as many of those as we can. So I want to quickly mention a couple of housekeeping items before we get started. We will be recording this webinar to be viewed on demand and shared with other members of your team. You’ll be getting the recording tomorrow 24 hours after the event. So keep an eye out for that. We’re going to leave time at the end of the webinar for Q&A. So as I mentioned, please feel free to drop those questions in throughout the presentation. And we’re going to answer as many as we can. But if we don’t have time to get to yours, please do follow up with your Success Account Manager for more information. And at the end of the webinar, please complete a short survey that’s going to pop up on your screen. That information helps us to ensure that we’re meeting your expectations at these events. So with that, let’s walk through today’s agenda. So diving in, first, I’ll formally introduce myself and Cori Gelato, who will take us through today’s presentation and demonstration of how to empower B2B success with your business. And then you will follow up, as I mentioned, with an in-depth product demo of some of the native B2B features and strategies that we’re going to discuss today. So after the demo, we will go over some upcoming events and then end with Q&A. So again, please ask those questions throughout the presentation. And we’re going to answer as many of those as we can. All right, with that, I would like to introduce myself. My name is Alana Cohen, and I’m the Digital Events Manager for our Customer Success Strategy team here at 51ºÚÁϲ»´òìÈ. I’ve been with 51ºÚÁϲ»´òìÈ for actually almost five years now and spent the last three years organizing and hosting these events for our digital experience customers. And prior to my time on this team, I spent about two years working with 51ºÚÁϲ»´òìÈ’s advertising cloud customers. And before 51ºÚÁϲ»´òìÈ, I spent about 10 years with different advertising agencies around New York, but I’m excited to be here now hosting events like this for you guys, our customers. So if you have any questions or comments about today’s event or any of our customer exclusive events, please do reach out to me. All right. With that, I would like to introduce Corey Gelato, our Senior Commerce Strategy Consultant, who I’m sure many of you know. Corey brings a ton of experience to us and 51ºÚÁϲ»´òìÈ today. He’s got over 16 years of experience in e-commerce, advising merchants across a variety of different industries. And actually, almost all of his time has been with 51ºÚÁϲ»´òìÈ Commerce, or formerly Magento. So he is the one that we all want to hear from on these sessions. Corey does strategize directly with customers to ensure that they’re maximizing what 51ºÚÁϲ»´òìÈ has to offer. So if this is something that you’d be interested in, please reach out to your Sam for more information on setting that up with Corey. We’re very lucky to have him here and his expertise as the backbone to our commerce events. So with that, I’d like to kick it off for today’s presentation. Before we jump into the deck, though, we want to launch a quick poll and ask everybody a question. So here you should see a pop up on your screen right now. Are you using 51ºÚÁϲ»´òìÈ Commerce for your B2B e-commerce sales? So yes. The options here are yes, you are. No, I didn’t even know that 51ºÚÁϲ»´òìÈ Commerce had native B2B capabilities, or not yet, but we are planning on enabling the native B2B features, or maybe you’re really old school and you’d rather use carrier pigeons, fax machine, or handwritten orders. So you let us know where you guys are today. We’ll keep that open for a second, see what everybody has. Let everyone answer. So it seems, thankfully, that a large majority of the people on the line today are yes, using 51ºÚÁϲ»´òìÈ Commerce for their B2B e-commerce sales, which is great to hear. We love to hear that. I’m going to close the poll. I’ll share those answers. So majority are saying yes. And then behind that is everyone that’s planning to enable the features shortly. So that 5% that didn’t know, we are happy to have you and happy to share this information with you today. All right, Corey. Awesome. Yeah, I appreciate that. That was some good, some really, really good start of this as well. So let me turn off camera here because we’re going to get right into presentation and then I’m going to go right into demo. But thank you everybody for answering the poll. It’s good to see what everybody’s doing. I was really hopeful that somebody was going to say that they’re looking for carrier pigeons still. To be honest, the conversations that I have and the merchant to myself landscape, I have to say there are a lot of times that just the adoption, the maturity of B2B and e-commerce is still taking shape. I think what we have seen, and I’m actually going to go right into this first slide because it does start talking about this a little bit, but essentially, what we’re starting to see, and especially what COVID did do in the B2B commerce landscape is it really trusted us into kind of the future for what we were expecting e-commerce to start taking off with B2B. So the stats that are here, this is from McKinsey in a company study that was done. There’s some really solid stats that are right here. Obviously, you guys could see them. I don’t have to call them out explicitly. But what we’re seeing is that adoption, that growth really changed. And it’s awesome. It’s a great time to be in e-commerce in this aspect with B2B and seeing that adoption happening. So we’re going to talk about different types of strategies today, thinking about where we are today with the e-commerce landscape, but what you should be focused towards the future. So that poll was great because it said not yet, and we are planning on enabling some features in the future. And also those that are using features, I have some nuggets for today, right? There’s been a release this month for the B2B module specifically. So we’ll talk about that, and I’ll highlight those during the demo today. But we are going to kind of go through the presentation really quick, and we’re going to dive right into the demo aspect. But I want to start off, provide self-service options. So really, by providing these self-service features, merchants, you guys can empower your B2B buyers, streamline operations, and elevate the overall customer or buyer experience. I want to delve into each of these key benefits and functionalities of each of these before kind of going too much further. But tracking orders. So offering real-time order tracking capabilities enables B2B buyers to stay informed about the status and progress of their orders. Buyers can access tracking information, shipment details, and estimated delivery dates at their convenience, and eliminated the need for constant inquiries and improving transparency and trust, which we are going to highlight further down into this presentation. Managing individual and company accounts. This is really kind of the self-service account management, which empowers B2B buyers to take control of their profiles and preferences. Buyers can update contact information, manage shipping addresses, and even configure their user roles and permissions for different members within their organization, ensuring smooth collaboration and personalized experiences. Quick order and requisition lists. Really that quick order functionality allows B2B buyers to easily reorder frequently purchased items. By enabling buyers to create and save requisition lists, they can expedite the ordering process, reduce manual errors, and save valuable time. Buyers can simply select a predefined list, add desired quantities, and proceed to check out swiftly, resulting in a streamlined and efficient purchasing experience. And we’re going to kind of walk through that today during the demo. Really this last piece kind of accessing invoices. This is providing B2B buyers with self-service access to invoices, offers convenience, and promotes that transparency. Buyers can easily retrieve and download digital copies of their invoices, simplifying accounting processes and reducing the need for manual paperwork. Really by incorporating these self-service options, you can enhance your customer, your buyer satisfaction, improve operational efficiencies, and foster long-term relationships with your buyers. It’s important to remember that self-service functionality should be intuitive, user-friendly, and seamlessly integrated into the overall user experience to maximize their effectiveness. 51ºÚÁϲ»´òìÈ Commerce offers powerful tools and features that can help merchants create a seamless user experience and user B2B-friendly environment. Three key areas to simplify this user experience are a user-friendly interface and navigation. The UX UI is crucial for B2B buyers to easily navigate and find products they need. Clear and intuitive navigation menus, prominent search functionality, and categorized product listings help buyers quickly locate products, enhancing their overall buyer and experience. Another part of the UX that should absolutely be top of mind is a streamlined ordering and processing checkout or checkout process. Complex order processes can frustrate B2B buyers. Obviously that’s also with B2C buyers and can lead to cart abandonment. It’s essential to streamline these processes for a smooth purchasing journey. 51ºÚÁϲ»´òìÈ Commerce offers features such as quick order forms, saved shopping carts, requisition lists, enabling buyers to easily add items, adjust quantities, and complete orders efficiently. Additionally, integrated automated workflows and approval processes within the order system can simplify complex purchasing scenarios, ensuring smooth and accurate order processing. Lastly, a uniform cross-device experience is just as critical to B2B buyers as it is to B2C. B2B buyers increasingly are relying on various devices to access e-commerce platforms. Consistency across devices is crucial, really, for a seamless user experience. Consistent design elements, optimized layouts, and responsive features ensure that buyers can access the platform and complete transactions seamlessly, regardless of the device they’re using. By focusing on a user-friendly interface and navigation, streamlined order and checkout processes, and uniform cross-device experiences, you can simplify the user experience for B2B buyers and e-commerce. Remember, continuously gathering user feedback, buyer feedback, and conducting usability testing can provide valuable insights for further refining and improving the user experience. Thus, kind of this idea or ideation of, you know, it’s not a set it and forget it. It is adopting and evolving as a business that will further that adoption when it comes to the B2B landscape for your buyers, your customers. While this may seem obvious, I want to be sure that we call out ensuring that product details and information is clear for your buyers. B2B buyers require detailed product information, including specification, pricing tiers, availability, and shipping details. Ensuring that product pages provide comprehensive information is key to help users make informed purchasing decisions. When the product details, shipping, pricing, and availability are clear, you remove the need of interaction from your sales and or customer support teams. While it does seem like, and this is something that you’re commonly hearing this theme about personalization, this may seem a little bit more direct to consumer B2C, but I really believe in this ideation of B2E. So tailoring the B2B e-commerce experience to individual customers, buyers can significantly enhance engagement and increase sales. Assigning personalization techniques such as personalized product recommendations through 51ºÚÁϲ»´òìÈ Sensei, customized pricing, which for an example is shared catalog, group pricing and tier pricing, and targeted marketing campaigns based on customer preferences and behaviors. AI and machine learning, artificial intelligence technologies are being employed to optimize B2B e-commerce processes. AR-powered recommendations and on-site search are being used to provide better customer support and streamline that purchasing journey. So personalized experience is absolutely critical, no matter if you are B2B, B2E, B2C, et cetera. So buyer support and service, I really truly believe in this and I just recently did another commerce and coffee that was towards brand loyalty and it seemed a little bit more direct to consumer, but I want to make sure it’s very much so called out in the B2B landscape. So you want to build customer trust and that is really kind of what this states here is excellent customer service or support. That could even mean sales support as well. Your transparency and authenticity is absolutely critical as well. Buyers are going to resonate better when you have that trust, when you have that type of loyalty and you’re going to build that. You want to make sure that you’re enhancing that customer experience. So the one ideation of this is again, thinking of where buyers will go to their sales rep, they’re going to go to customer service, but instead of that, you want to make sure that there is prompt response times within your customer service, knowledgeable staff and efficient issue resolution. And then it’s also offering multiple support channels. So live chat, email, phone support, et cetera. Making sure that you’re offering all those gives that intuitive experience. Now we have this idea of omnichannel approach, right? And I know that this could mean something different to each business and there’s some really, really great stats that are here from McKinsey as well. But B2B buyers interact with businesses through multiple channels, both online and offline, implementing an online omnichannel or online approach by integrating your e-commerce platform with other touch points such as PWA, mobile apps, social media, marketplaces and offline sales channels. This enables a seamless experience and allows customers and buyers to engage with your brand across various channels. Kind of to round that out is really the ideation of integration from multiple different technologies or different systems that you guys have that might be in place right now. So a lot of businesses that I work with, they usually have ERPs, they have CRMs, they have DSPs, ESPs, et cetera, all these different solutions. So just kind of unifying that experience. So integrations between B2B e-commerce platforms, ERPs, CRMs, et cetera, can streamline operations and provide that unified view of customer data, inventory, order history and financials. This integration does or integrations improves efficiencies and enables better customer service. And with that, trying to get through that as fast as possible, I want to jump right into our demonstration. So I’m going to be going through a few different things. This is going to be recorded. There’s a lot to cover with this. So the things that I want to touch today, I’m going to go over catalog and pricing. So shared catalog aspect for those that are familiar with the B2B functionality. I’m also going to go through kind of this concept of a personal touch. So that will be part of the shared catalog. It will be part of that custom pricing and so forth and so on. But also I’m going to walk through the shared – or I’m sorry, the seller-assisted shopping. I’m also going to walk through somewhat of a procurement aspect. So the approval rules essentially that are built into and caked into the B2B functionality within 51ºÚÁϲ»´òìÈ Commerce. We’re also going to go through quoting as well. And I’ll show some ancillary things here and there as I’m going through this as the My Account section and so forth and so on. So we’re going to be jumping between a few different windows. But I want to start it off just simply with where kind of the business starts. So as you have companies that are coming into your system and they’re starting to work through online channels, through e-commerce specifically when it comes to their buying behaviors, where it kind of starts first and foremost is kind of creating that structure essentially. So in here you see I have a few different businesses. My fictitious business that we’re going to be talking about today is Brentmill. Brentmill, we are a manufacturing company. We supply hardware products to hardware stores. So some of those that you’re going to see in here, we also provide paper to paper companies such as Dunder Mifflin for anybody that’s an office fan. I’m going to be basically referring to them a few different times here as well just so I could show you that differentiated personalized type experiences through catalog and shared catalog aspect. But to first start out, I’m actually going to go through LumaTools. So LumaTools is a fictitious business that buys from me as Brentmill. So in kind of the concept that I’m showing you right now, I’m showing you a customer. This is the president, the admin of LumaTools, John Allen. One of the features that’s part of the B2B functionality but also has been adopted in the B2C aspect is Ben, this idea of logging as customers. So it’s essentially seller assisted shopping. So this feature really first came out for the B2B functions but we’ve seen that take shape with B2C too. But I’m just going to use that here for an instance. Now as I’m logging in as this customer, so this is specific right now to where I’m logging in to a customer’s account. And as I’m in here right now, what I’m showcasing is essentially the account section. So you’ll see company profile, you’ll see any kind of information that’s around this company, different types of data points, et cetera, that are going to be within this. Now what I’m also going to walk through is specifically the company structure, the company users, the roles and permissions, and the approval rules. It’s going to be a lot but we’re going to go through it kind of quickly. And I’m going to try to explain everything as best as I can as we’re walking through this. So first point, this company structure. This is different depending on each business. So every buyer or every company that you work with could have a completely different structure. In the case of what I’m showing here for Luma Tools, they have essentially John Allen, who again as I mentioned is that admin, is that president of the company essentially. He has folks that he works with where Janet Smith, she’s the head of procurement. I’m going to go through that in the company users and the roles in a second. But this gives you a good way to see how does Luma Tools or how is Luma Tools broken out. So as I’m now going to step into the shoes of John Allen, my company is set up this way. Janet Smith is my head of procurement. The next few places here is my actual brick and mortar location. So I have Luma Tools, California. I have a manager with James Ruth underneath there. Then I have Brian Bank, who is basically a salesperson that’s within the organization. Then underneath my next location, Luma Tools, I have Jessica Fields as the store manager. And then I have Adam Jones as that buyer. And then we also have Luma Tools, Texas, which is another location that we are starting to create right now. So the shop is not yet open, but we essentially are going to have a manager there. We’ll have a buyer and potentially a junior buyer with that location as well. So essentially, the way that Luma Tools is broken out is we have three different locations. We have a head of procurement. And then I have myself, John Allen, as the CEO, president of the company. My company users, really kind of straightforward here. But as you can kind of see it here, I have every single person that you just saw within that structure aligned. But essentially, you’ll see what team that they’re part of, quote unquote, team. And in the essence of this case, again, that’s my locations, my brick and mortar locations. But essentially, you could see each person, who they are assigned to, or what location they’re assigned to, and their specific role. I can add new users through here. I can also edit new users or edit current users, delete users, et cetera, through this concept. One really cool thing about this with the roles and permissions, which we’re going to jump into now, and why those roles are specifically or explicitly aligned there, is essentially each one of those roles have different responsibilities in the Luma Business, in the Luma Tools business. They either are approving specific orders, or they are managing specific locations, et cetera. So in the case that you see here, what you can kind of see is I have my buyer, head of procurement, junior buyer, store manager. So as just a quick look-see at this, I’m going to show you the head of procurement. Now, head of procurement, this is similar to those of you that are familiar with the admin roles within the 51ºÚÁϲ»´òìÈ Commerce platform. This is that same concept, but now it’s from a front-end perspective. It’s from that front-end experience side for buyers. So they have the ability to create. Your buyers have the ability to create these roles and essentially assign specific viewpoints. So can this person manage company? Can they manage orders for other users? Could they do creating different roles, creating approval rules? What types of aspects or types of things can they manage? And essentially, you can see that right here. By simply checking things, checking off things, you’ll see that we’re able to give access to specific roles and so forth, so on. So in the case of where it’s an auto-approved purchase order, this is a really cool feature, actually. I get pretty jazzed up about this one. You essentially have the ability to create specific roles that bypass any rules that you might have. So again, think of this in some sort of sense of like an order processing approval workflow aspect. That’s essentially what the approval rules are doing. So almost like a procurement aspect, but online, essentially. So in here, you can kind of see that. That’s that auto-approved for PO. So if the head of procurement basically bypasses all the rules, we can essentially say that it’s auto-approved for all of them. This also says for approved purchase orders without other approvals. So I’m not going to go through this too much in the rule side, so I want to cover it right now. Essentially, what this is doing is if this rule or this role had that, essentially, if they found every other type of rule that was associated and there was two people that had to approve it, once they approved it, it basically bypasses any additional approvers that need to go through that. So just to kind of call that out and showcase that here. And everything else that you see here, so user management, company management, company profile, credit, and so forth, so on, the viewability, and so forth, so on. So I’ll kind of go back here for just one second, and we’ll go to a different role, just so you can kind of see and get another look-see at what we’re going to show. Because I’m going to go through a specific buyer role, show you what that looks like from a front-end component too. But essentially, for the buyer role, they have access to really kind of everything that is individualized for them specifically. So they have the ability to view their quotes and so forth, so on. And because they’re a buyer and not a junior buyer, they’re also able to view quotes as well as orders for subordinate users, essentially. They also could see their specific approval roles, but they can’t see orders, but they cannot see for company, et cetera. You also see that they can’t really see anything specific to the company, so they can’t see the approval roles. They’re also not able to do anything with company management. So as a buyer, they have somewhat of limited company management aspects to this. So when they log in and they can kind of see things. The reason, again, why we’re seeing everything through John and on is because, remember, he is that president. He is the CEO of the company, essentially. So with that, I’m going to kind of take one step back now, now that we went through that. And I’m going to show you where this kind of really starts to kind of, really kind of morph in a little bit. So with the approval rules themselves, this is by company. So we’ll create one right now in real time, too. But essentially, each company can have differentiated rules. So for LumaTools, they essentially have these ones that you see here. So purchase over 5,000, more than 1,000 items in an order, purchase order over 1,000. And you can see who it applies to and the approver in this. So we’ll create one right now in real time. And I’ll show you a different one as well. But adding a new rule, really simple. So as businesses evolve, as maybe budgets change where things increase, decrease, et cetera, a company might say, well, we actually need to change that. We need to start doing this because our budget’s a little bit lower now. So let’s do more than 500 items in an order. I basically want a rule to be fired off for something like that. On the other screen, we had one that was for 1,000. So now LumaTools is logging into Brentmill. They’re going, OK, I want to create a new rule here. It essentially is going to apply for the 500. It’s going to apply to specifically items inside that order. We’re going to apply it to a specific role here. So in this case, I’m going to say specific roles instead of all roles. And on this side, I’m going to say I want buyer, I want junior buyer, and I also want the store manager. Essentially, what I’m saying is if you’re store manager, too, I still want to know from the head of procurement side. So remember that tree that I was showing you before, kind of roll up aspect. We go to that head of procurement. Click done here. And then I’m going to select a specific rule type here. So the rule types that are available here are order total, shipping cost, and number of SKUs. And then obviously, you have conditional formats in there as well. So in this case, we’re just going to say simply number of SKUs. And we’re going to say is more than or equal to. And we’ll say in this case, 500. And we’re going to require approval from here. So two people that I actually want to require that approval from. So one is going to be the store manager. Because if you are a buyer, I want to kind of make sure that you’re basically having your manager approve that. But also at the same time, I need to make sure that my head of procurement as limit tools is also approving this. So I’ll go ahead and I’ll select the head of procurement. Also select the store manager. So this is requiring that approval from. So what this means, if you remember before when I was showing you the role for procurement, procurement doesn’t have that auto approve for other approvers as well. So essentially, if a buyer submits an order before that goes through as it’s going to be going through as a PO, but before that actually goes through to Brent Mill for an order, it essentially is going to need these approvers to approve it. So in this case, that’s where we see that store manager and head of procurement. So I’ll go ahead and save this rule. And essentially now that this rule is activated. If anybody puts an order in that’s over 500 items, essentially this would be fired off as well. Now, a question that I do receive pretty often, I want to make sure I kind of hit it right away, is what if it hits two rules? The same kind of concept. The only thing that’s different is if the approver is the same person. So if it’s headed procurement with two different rules, if it’s the store manager with two different rules, doesn’t mean that they’re going there twice and approve it twice. They’ll approve it one time, it’ll approve it for both of those rules that basically got fired off or the conditions that were met essentially. So that’s essentially it. Those rules themselves kind of help these businesses put some guardrails in place essentially, put PO, put procurement in place almost for their junior buyers, for their buyers, et cetera. That’s kind of leading to efficiency from an automation perspective. Now those rules as another point here, and I’m going to kind of show some things with email communication, that’s why I have a melanator up here so I can showcase a few emails that are fired off, but I’m going to show that mostly in quoting process. But essentially what’s going to happen is every time that any of these rules are basically hit, the email will fire off an email confirmation or an email will fire off to the head of procurement to the store manager as well as the buyer that basically is saying you’re waiting for approval. And then for the ones that are the approvers, essentially will have that same kind of concept. It will say this person, so in this case John Allen did this and he’s waiting for an order on that, or Adam Jones did this order and he’s waiting for approval from this and this and so forth and so on. So a lot of kind of variations for it, but there are those communications that are out that are automated. And again, that’s when head of procurement, they’ll see that they don’t have to log in to take a look at what orders are essentially waiting for approval. I’m in as John Allen right now and I want to show you more of on the buyer side, but before I kind of get into that, I’m just going to show you quickly the entirety of the purchase orders. We’ll look through this from the Adam Jones side. So Adam Jones, if you recall that structure again, he’s a buyer in the New York location specifically. So me looking at this right now as John Allen, I don’t have anything. I’m the president, CEO of the company, I’m not doing orders. That’s the rest of my folks there and the rest of my teams are kind of putting those in there. So I can see what’s going on from a company purchase order perspective. So I could see anything that is currently activated as a PO. I can also see what might require my approval. So in this case, I could go in and I could approve things because I am the president of the company and I’ll actually have auto and supersede everybody else. So I can approve something and it will basically bypass every other approver here because that’s how my role is set up as the admin of the company, as the president of the company. But I essentially get to see what’s going on, what’s required approval right now, what is waiting for approval, what has been approved, what’s been approved in ordering, what’s approved in pending payment. So really kind of cool feature here for the PO aspect and when it’s going through that order process or PO process is you can also select ePayments. So you can do obviously invoicing, you could do things like credit on company account and so forth and so on. But you can also do this in the concept of basically doing an ePayment. So you want to do a credit card or something as such. You can essentially see that here with that pending payment. I’ll just jump into this one quickly. I’m going to show it to you from the Adam Jones side anyways. But essentially in this one you can actually see any sort of comments that are on there, what type of information is on there. So again, as a buyer I’m looking at this from the company side and I could look at the approval flow too. So I could see Jessica Fields has already approved this and you could see this is actually a really good example. So it actually showcases there’s three different rules that got hit here. So it was manager over 500, procurement over 2,000 and purchase over 1,000. What that means though is again when Jessica Fields went in here, she’s the store manager for the New York location, she didn’t have to approve it three different times. She approved it one time because she could see that all thresholds were hit essentially. So if we go in right now as the head of procurement we’ll also see that we have something that is waiting for essentially my approval or for the head of procurement side approval. Any comments are also going to be noted in here and anything with history log too. So you’ll see essentially everything that’s noted in here. Again this is a great kind of look-see at the rules that are essentially captured through this. Okay. So I am going to close this session. We’ll kind of come back into this now. So I’m going to take one step back to go over catalog assignment for just a second and then we’ll go back in and we’ll go in as Adam Jones. I’ll show you some additional things. We’ll also go through the quoting feature and we’ll kind of cover specifically what the new features were as part of the June release for 51ºÚÁϲ»´òìÈ Commerce specifically to the B2B module. So and I didn’t preface it this earlier but everything you guys are seeing right now is native capabilities. There’s nothing in here that’s extension based. There’s nothing in here that’s code based. Anything like that. It’s all native functionality within the B2B feature. So anything that you do see just so keep that in mind for as we’re walking through this. So catalog aspect. Shared catalog for those that aren’t too familiar with what that is. I also think terminology for shared catalog can mean something different to each business. Essentially what the shared catalog functionality and feature is within 51ºÚÁϲ»´òìÈ Commerce is it gives you the ability to essentially assign a catalog or a subset of your catalog to specific buyers. So if you cover or cater to multiple different types of businesses but have catalogs almost individualized for them you can create a specified shared catalog with its own pricing. So I’ve seen this in multiple facets too. So I’ve seen this kind of utilized in a group pricing aspect. I’ve seen it utilized in a catalog aspect. I’ve seen it kind of used as just being able to show a subset of a catalog with no different pricing than what you currently offer for anybody that comes into the site. I’m going to show two different ones here because it’s kind of cool to see this really kind of morph into reality. So I’m just going to show one is the tools and lighting one that’s up here and then I’m going to show you the paper catalog that’s specific towards Dunder Mifflin. I’m also going to go through company aspect just for a quick second after this. But to kind of show this so you can assign multiple companies to a shared catalog. So if you create like let’s say for instance you are just your business is set up where you have 10 different tiers of group pricing or of shared catalog pricing you can create this pricing and structure through here as well. So you can assign multiple companies you could say this is group one this is group two or tier A, tier B, or 2P, etc. So forth so on. You could do that through here. If I go into this and do set pricing and structure essentially what this has given me is it’s given me the ability to now choose this specific catalog that I want for maybe this specific company. Maybe I want to show something explicitly that’s towards let’s say I want to show specific pricing or again maybe I want to show them the entire catalog. I want to keep it as the exact same thing. Maybe I want to keep the pricing all the same etc. So sorry I’ll go back to that just for a second. Essentially what I’m doing is again I’ll go through that set that pricing and the structure. The first page that we’re going to get here is the ability to just kind of see what the catalog that’s available essentially. So to show me my entire route catalog my default catalog based on all my stores and so forth so on. So I’m going to go to the next page which is my configure aspect. So in here I actually have the ability to choose the products that I want to showcase here. So if I want to say I don’t want to show all products but I want to select specific things I can choose that here. And you’ll see that that basically will adapt to kind of what I’m looking at here. I’m going to keep this as is but in this case so let me just go back for one second I’m going to reconfigure this and essentially what I want to do is I want to go to the next page. So in this next page essentially what this is doing is it’s given me the ability now to after I’ve selected my products and my catalogs or my categories that I want to showcase this specific shared catalog or business it’s given me the ability to now add custom prices if I want to. You can actually see I only have two custom prices here. I add them as fixed prices and then everything else is just using the current price that I have set at my catalog level or SKU level essentially. What you do have the ability to do here is you have the ability to also do that based on a discount percentage. So you could say add that you get 5 percent off of this one and so forth so on. You also have the ability to do a mass action here too. So if you say I want to select all on this page I want to filter this down to specific products. So you have the ability to kind of do anything within this grid that you might be looking to do. Now this is if you are manually updating the prices through 51ºÚÁϲ»´òìÈ Commerce. This is not sent out through your ERP or CRM etc. or your PIM solution. So in this case you can manage these directly through the admin side. We could say instead I actually want to select all here and I want to set a discount on every single product and I want to give this tier 5 percent. What this will do is will update every single thing that I have within this catalog now and it will give it a 5 percent discount essentially. So this kind of showcases it in that way where we’re giving it to this specific again shared catalog. Now I’m going to go back here show you one of the catalog I’ll show you that paper catalog. The paper catalog is specific towards remember as I was mentioning before towards Dunder Mifflin. So I’ll go down here I’m going to set that pricing and structure and in this case you’re actually going to see that they only have 202 products that are associated here. Now how I’ve done that is I configured it through here you can see I do not have all products selected. If I scroll down here I do have certain products certain categories selected. I also have you know best sellers here so for its own and I have paper so those are going to kind of be my top level. And you’ll actually see this from a front end too as I’ll log in in just a second. Now for Dunder Mifflin I only essentially have a few things that I’m giving discounted pricing. You can see here I’m given a 10 percent off of a specific item but essentially everything else they get out of get this flat pricing that we have as part of our SKU. The only thing that’s different is when they log in they see a differentiated catalog between anybody else that might log in here because they’re a paper company. They’re not looking for anything else. They’re not looking for power tools and so forth so on even though I am giving them some power tools here. So I kind of make that a more exclusivity or not exclusivity but more of a personalized catalog experience for them. Just kind of drive that efficiency when they come here. So that’s the shared catalog aspect. That’s how you set pricing down to each customer level or you do it in kind of again as I was mentioning you could do it based on tier pricing and so forth so on. So the next thing I kind of want to walk through just as a very quick reference is the company setup. So companies, each company that you have they might have POs. They might do purchase orders. They might have approval workflows. They might want specific types of shipping methods. They might want different types of payment gateways that are available or payment options that are available to them. You also from your business side you might say some companies have credit and other companies don’t. Right. So as an example I’ll give you Dunder Mifflin. Dunder Mifflin they’re not good at paying their bills. So in the advanced settings for this specific business I might say you know we’ll allow quotes but I’m not allowing purchase orders and I’m saying that you can only do one payment gateway which is Braintree. I’m giving you a credit card essentially. Not giving you anything else. I’ll give you stored payments. I’ll give you PayPal. The B2B shipping methods that you could choose from is everything that’s available to me here but I’m not giving you any sort of credit on file or anything like that. You’ll actually see I’m giving you a zero limit. You have not paid your bills in the past. You’ve notoriously done this to us so we are not giving you any available credit. Now I’ll put this on its head. I will show you a company that we do trust. So Luma tools. They shop with us all the time. They purchase quite a bit. What I’ve done with them is a few different things. So first off I’m allowing them to do quotes same as what I did with Dunder Mifflin. I’m also enabling purchase orders and they have every single B2B payment method that I have available essentially. So they have ACS, ACH. They have anything with checks. They have anything with POs. They have anything with credit on file, et cetera. So you could do this down to the company level essentially. So you could set this at global levels or you can again set this at each individual company level. For the company credit you’ll actually see here that they have an outstanding balance but they have available credit. The other thing with them too is we might say you can exceed it. Even though it’s 25 we might say that we’re going to allow you to exceed that credit limit because we know again you’re a great customer, a great buyer of ours and we know that you’ll true to your word. So you can always kind of update this as needed too. So this gives you that ability to essentially again really kind of give that differentiated experience based on each buyer. So again if your requirements are different or better yet if your buyers and the companies that you work with that purchase from you have different requirements you have the ability to do that down to the company level. All right. I know we’ve gone through a lot so far. We don’t have too much more time. So I’m going to walk through the quoting aspect. So quotes. Now in the past with the B2B module quote was always done through the front end interface through the front end of the site essentially. You had the ability to even as a seller walk through that process with the customer or buyer through what’s called seller assisted shopping. Remember that was the login as. In this case and what we’ve just released is essentially the seller being able to create quotes for buyers. So if your seller is receiving a call anything like that you can create a quote for somebody essentially generate that quote have them go in to the front end and be able to manage everything from that side. So in the case of this what I’ll do here is I’ll go to a specific customer. We’re actually going to use the customer that I mentioned before. We use John Allen in this case. John Allen is represented by a specific sales rep but I’m also a sales rep so I can log in and I can basically create something for them as well. So I’ll go in two different ways that you could do this and create quotes. One you can create a quote right through the customer so you could see create quote here. You also have the ability and I’m just going to pop this open in a new tab so we could see it. You also have the ability to create a quote through here. So creating a new quote will almost essentially give you the same interface you’re going to have the people that are available and you can select somebody specific. So you know for example again I’ll use it this way we’ll say all right I want to create one for Adam Jones. So again we did this through that quote through the sales side. We also have the ability to name this something specific. In this case we’ll just keep this as quote number 279. And one of the things that you do with this is you essentially say okay yeah I’m creating one for Adam Jones expiration date I can choose which I want specifically so my default setting is a month but in this case what I want to do is I’m going to add in specific SKUs. So my SKU is this I’m going to add three of these and I’m going to grab another SKU. So I’ll grab this SKU bring this in here. We’ll say that I want to just add one of this and then I’ll add one more SKU to this and basically just kind of create this quote for Adam. And I’ll do the same thing here I’ll say it’s going to be one and I’ll add to quote. Now what this is doing is it’s creating this quote for us. It has not sent anything out to Adam just yet. What we’re looking at here is okay I’m not going to offer any discounting just yet or maybe I want to maybe I do want to add something here. This is a really nice new feature too. This was part of the release for June as well for this month. You can actually discount by line item now. So instead of discounting the entirety of the quote you have the ability to discount to the line item. So you do that through this way by discounting item. You also can leave a note to the buyer specifically so if we wanted to leave something for Adam here we could do that. But in this case let’s kind of start this out. I want to say for all three what we’ll do is we’ll give you five percent off because you’re purchasing three of these plus this price is ridiculous. So I’m going to give you that discount price a little bit. Confirm that. I’ll also say in here I’ll just kind of leave a little bit of a you know we see this we see everything here okay negotiated price we don’t want to change anything else on this what we can also do is leave a note as well provided five percent discount. So the buyer will see this. They’re going to receive that information and essentially once we’re all set here we’ll go into this we’ll hit send. What this is doing is this is going to now generate this quote. It’s going to create this quote. It’s going to send it to Adam. We also could see what’s been happening here. So the quote is locked for editing and it’s only because the buyer has not yet muted. Now if I log in as Adam I’m going to see this right away. Now another thing I want to show you this so this is Millenator in real time. You just received this. So this email notification has already been sent off. You could see this is quote number 279 if you don’t remember that was the name that we had of the quote. We could take a look open this up. We could see oh okay here’s this new quote Adam Jones you know this is me. Yep this was all set. It was done by okay I see it all. Let me click on this. And essentially this is going to bring up that URL. It’s going to bring up so I’m still logging this John Allen here so let me close this session I want to show you this almost kind of in real time. I might not have the access to this customer. I do not. That’s okay. I’m going to log in this way. So let’s say they clicked on it. They’ve kind of gone here. Now we’ve clicked on that link that was inside Millenator that we just saw in our email. We’ll go in here and essentially what this is going to bring me down to is the quote section. It will bring me to the specified quote. So I’ll go in here so actually now that I’m logged in I’ll click on this. Now that we’re in as Adam Jones you’ll see it brought me directly to quote number 279. And we could see in here okay what happened here. So what did Brendan do. So Brendan hooked us up here a little bit. He’s giving us a 5 percent discount because we’re purchasing three items. I’m seeing that here some discounts pretty significant. That’s nice. Cool. Yep. All right. But I don’t need three here. I only need one. So I’ll add where I just need one. And in this case I’ll say all right you know I’ve added that one here. And you know what. Let me just also post a comment. Okay if I still get five percent off for one item. We’ll kind of send this through now to basically what we’re going to send along to the sales team or to my sales rep or to whomever essentially. So I’m updating this. I’m saying I want that one. I can also leave the seller a note here too. So again directly online. So I’ll say in this one I’ll do it differently here. I’ll say can I still get five percent off if I get one item instead of three. Confirm that. Basically what that’s doing is from the seller side I’m essentially receiving those types of emails. I think I still have this up. Hopefully I do. And in this case let’s see if Brendan Huff is receiving these. Okay I’m not receiving them just yet. But essentially what this is doing is this is triggering off that I’m sending for review essentially. So I’m updating this. It’s sending for review. I’m by sent a quote out. I sent the note back to Brendan. And essentially he can approve this at this point in time. So let me just see if we had that now. Let me just go here. Okay still not yet but that’s okay. I’m going to show it to you from this side. So now that we have that quote initiated and everything like that I’m just going to refresh this page so we could see what this looks like. And now we could see any sort of comments that are on this. So now we could see okay Adam left one. Can I still get five percent blah blah blah. He’s a little bit of a stickler. You know what that’s fine. We’ll stay with it. We’ll let him get this approved aspect too. So we’ll update this. We’ll say yeah no worries. Approved one that’s good. And I’ll add a comment in here. Basically I’ll look at this. Yeah this is good. I’ll put my comments here. I’ll say no worries. Five percent granted. Send this back. You can see again we’re getting that message here. We’ll also update this. We’re looking at everything here so we could see that this is the price now. And now essentially we could say you know it’s all been approved so I’ll send this back to him. So we’re not declining it. We’re approving it essentially. We’re sending it back. And now again what Adam is going to receive. So if we go back to the inbox here. We can see the updated quote for number 279. We’ll go back into this. We’ll see that update. If I click on it. Again it’s going to bring me right back to that quote page. Clicking directly on that link. And it’s going to give me updates that are happening here. So no worries. Five percent granted. Awesome. I see the one that’s here now. I see my updated total. Still getting that five percent. And now I can go through the full checkout funnel. Now what the checkout funnel is going to do. Where we have those rules that are associated. So as I go through the checkout process. If it’s initiating or hitting specific rules based on those conditions. It’s going to essentially give me that note that’s around it. So I’m actually going to walk through that right now in real time. And go through that next side. Go through the checkout. I’m going to go here and I’m just going to select purchase order. So this is actually going to basically be payment on file. Just choose my own customer reference number here. And then I’ll go through that place purchase order. So this will essentially fire off all different types of emails that are waiting for approval or anything like that. If we go back here we’ll also see any sort of updates that are happening. Again, these are like the order confirmations and so forth and so on. And we can also see anything that’s going on with the purchase orders. So anything that’s happened here. Even the newest ones, latest ones. We’ll see all those here as well. Just to kind of note here too. So one of the things I actually didn’t walk through. But in this case, now that we see this through Adam Jones, we actually do see anything that’s specific towards him. So order wise, purchase orders. We see any orders that are currently updated. We can see his purchase orders that are specific here. So we could see the one we just created, right? The one that just happened. We could see that it’s pending. It’s a pending status. It’s not yet created as an order number because it’s still going through that purchase order workflow. All right. I know it’s fast. I’m going to go through one more piece. I know we’re coming up on time. But I want to show you just that differentiated experience. So again, remember the one thing here. We see all products. We see best sellers. This is based on Adam Jones. It’s based on specifically their catalog aspect, right? I want to go in here. And I’m going to show you a specific customer from the Dunder Mifflin team. So their team, they have access to again, only 200 products of our 6500 that are available. So I’m going to log in as Michael Scott here. Just so you can get that differentiated experience from a UI perspective. In their case, you’ll see they have best sellers and they have paper. So if you recall with Adam Jones, he had all products and best sellers. So we’ve separated this and differentiated this to only specifically being able to give them that access to where they have specific catalog items. So if we go into the paper side, we see that they have that access point. We see that they have this specific paper. If we go into best sellers, remember, I have some things that are machinery. We can see they have a copy of the paper, 40 case palette, and we also have some clothing here too. So to kind of again, we have that differentiated catalog based on this specific company. And with that, I am going to turn this back over to Alana and I will pull back open the presentation. But I know it was quick. It’s definitely watch back at that recording. Like I said, there’s some really great new features, especially within that quoting aspect with the line item, the lead messages and so forth, so on, as well as generated a quote based on the sales website. So thanks, Corey. Yeah. Normally I watch things at like 1.5 speed, but pretty sure I’m going to have to watch that at 0.5 back because that was fast and that was amazing. Thank you so much for that demo. So I want to quickly go over a couple of resources in our last couple of minutes here. First is the merchant site assessment tool, which lives on experience league. It’s an interactive assessment that helps you identify any UX or UI gaps in your platform. So it walks you through a bunch of questions about your site’s customer experience and usability and checkout payments, et cetera. And then once you’ve completed that, you’ll be provided with a report of recommendations on how you can improve your customer’s experience. So definitely check that out. And then we also have some recently refreshed demo videos also on experience league in the videos and tutorial section. You’ll now find a full library of short demo videos about our core features that help you easily learn how to use new capabilities. So definitely a great resource. Check that out as well. And next, I’d like to quickly cover off on a few upcoming events. So as 51ºÚÁϲ»´òìÈ customers, you get access to all of our customer exclusive events, and we’re excited to be able to invite you to our next Marketo and MOCAs on Thursday, July 24th. This will be our first ever 90 minute session, bringing one of our most attended lab sessions from 51ºÚÁϲ»´òìÈ Summit to our customers virtually. We’ll be taking a deep dive into Marketo measure attribution in this session on strategic configuration of channels and sub channels. So keep an eye out for more information on that if you’re interested. And then looking ahead to our next Commerce and Coffee on September 14th, we’ll be having our annual session on peak season preparation. I cannot believe that we are already talking about peak season. It feels like it was just here, but it is coming up quickly. So more information will be coming on that in the coming months as well. And at the bottom of the screen is a reminder that you can find all recordings of our past and upcoming events on Experience League. So with that, we only have a couple of minutes left, but let’s dive into a couple of questions, Cori. Ready? First question we got was, how advisable is it to do a B2B and B2C both segment together in a single front end? Yes, it’s a really good question. And I’ve had this posted in the past. And honestly, the best answer is obviously that’s business decision, really. It’s not a one size fits all. But I will say in most efficient ways that I look at it is there’s no real reason to differentiate it, right? Because you have the ability within 51ºÚÁϲ»´òìÈ Commerce to create different catalogs. You also have the ability to create dynamic content through customer segmentation, buyer segmentation, et cetera. So to be honest, I wouldn’t see any need to create two different front ends. The only time when I see that there might be a differentiator that is something you might require is even at a store view level, you might want the domain to slightly be different. You might want it to be wholesale.domain.com or b2b.domain.com, so forth, so on. But honestly, you can definitely do it from where it’s just kind of one fluid front end. And even from the IT side, it removes that technical bloat if you’re not doing multiple stores and so forth, so on, that you might have to manage differently or separately. Obviously, everything within 51ºÚÁϲ»´òìÈ application itself or 51ºÚÁϲ»´òìÈ Commerce application can obviously inherit from the top level. So you also have the ability to do that in an efficient manner. But yeah, to me, I would say single front end would be my preference, would be my way that I would typically go if I’m managing a business that is both direct to consumer as well as b2b. Okay, great. Thanks for the info. I’m going to jump to one that came in live from Jason. Is a separate catalog the only way to offer different pricing? Awesome, awesome, awesome question. So no, actually, the other way that you can do it, and I didn’t highlight this entirely, but you can do group pricing as well. So customer group pricing specifically. So each product, you can actually set tier pricing on that. Now, tier pricing, I sometimes hear that as like, oh, well, that means you have to buy five, that means you have to buy 10. You can actually do it one off as well. So quantity of one and et cetera. Essentially, you’re saying the price would be this instead of that. And you could do that percentage base, or you could do it as a flat price too. So you don’t have to do it based on percentage. So the other way is tier pricing through group pricing, or do shared catalog. So great question. Okay, awesome. Thank you. I think we have time for one or two more. Is live search available for b2b? Woo, love the question. So yes, live search is available for b2b. It has been out for some time now. So when live search powered by 51ºÚÁϲ»´òìÈ Sensei, so for those that are not aware of what that is, that is the new onsite search capability powered through 51ºÚÁϲ»´òìÈ Sensei, its proprietary AI software. So artificial intelligence, machine learning, et cetera, et cetera. Essentially, that is now available for b2b. So it works with b2b. It works with actually the question that was asked before around what other types of pricing or ways that you can do pricing. So group pricing, category permissions, et cetera, all those types of things are now covered within the live search capabilities. So answer it. Yes, it is. And it’s amazing. And I would highly recommend. Love to hear it. All right, Corey, we are at time. So I’m gonna wrap up the Q&A and close this out. But if we did not get to your question today, please follow up with your success account manager. And as you’re leaving the session today, you’ll see a very quick, brief survey pop up. It should take you less than two minutes to complete. We would really appreciate it if you could do that. And I want to thank Corey for today’s awesome presentation and speed demo and trying to cram as much information in as possible for everyone. So thank you all for attending. We really appreciate it. We hope to see you at another event soon. So thanks, everyone. Have a great day. Thanks, everybody.