51ºÚÁϲ»´òìÈ

Transcript

Do. You finish.

Hello, everyone. We’re going to give folks, some time to log on. But we’ll get started in a few. While you wait, please feel free to play a game of rock, paper, scissors and let us know in the chat where you’re joining us from. And.

See if.

We. See.

All right. Welcome, everyone, to Commerce and Coffee. Today, our amazing group of presenters will be going through some of the latest 51ºÚÁϲ»´òìÈ commerce features designed to elevate your B2B experience. We design our webinars to be interactive, so we encourage you to ask questions in the question box throughout the presentation. Type them in there because we’ve designated the last ten minutes or so for Q&A. I also want to mention a couple of housekeeping items before we get started. First of all, we’re presenting an 51ºÚÁϲ»´òìÈ Connect today and we’re live. But don’t worry, this session is being recorded and can be viewed on demand or shared with other members of your teams at a later time. You’ll get the recording and an email from us tomorrow afternoon, so look out for that. And we’ll also be sharing a handout throughout today’s webinar available for you to download. Our presenters put together a bunch of resources for you to download. So be sure to take it with you on your way out. And lastly, as we’re closing out the webinar, we have a few survey questions that will be at the bottom of your screen. If you could just take a minute or so to answer those questions, we’d really appreciate it. And with that, I’d love to introduce myself. My name is Jeffrey McGuire. I’ve been a digital engagement strategist at 51ºÚÁϲ»´òìÈ for a little over two years now. I lead the production of our webinar series for all of our experience cloud products. And prior to my time at 51ºÚÁϲ»´òìÈ, I spent two years working in advertising for several global agencies in New York. If you have any questions or comments about today’s event or about your experience with 51ºÚÁϲ»´òìÈ Connect overall, please feel free to reach out. And with that, I’d like to hand it over to Corey to introduce themselves.

Yeah. Thanks, Jeff. Appreciate it. Actually, before I turn it to me, I agree. Why don’t you go ahead, go first and then I’ll take over and then we’ll kind of get on our way. Yeah. Thanks, Corey. Hey, everyone. Ogbe Ruchi here. I’m a commerce business advisor or strategist here at 51ºÚÁϲ»´òìÈ. I actually just made one year at the company, but prior to that, I spent 15 years on the sea side of things, specializing. In, in 51ºÚÁϲ»´òìÈ Commerce and formerly Magento. So looking forward to, you know, to the session today. I’ll be managing the chat. So, make sure you keep those questions coming in and, looking forward to it. Great. Thanks, Ivy, and welcome, everybody. Name’s Cordillera. I’m a senior commerce strategy consultant or a senior business advisor here at 51ºÚÁϲ»´òìÈ for Commerce specifically, and with 51ºÚÁϲ»´òìÈ now for a little over six years. Always in this same type of role. So really, the role that I play and I’ll play is really designed around strategizing with merchants around various KPIs, objectives, etc., that they might have goals. So they kind of fall into different areas. So we’re always happy to help and happy to engage one on one. And I’ve been in commerce for 20 years now. Mostly kind of in this strategy type of role. But yeah, I’m excited about today. I’m excited about B2B. I don’t know if anybody else and, kind of say it again later, but I don’t know if anybody else, but I was jamming to the music, so I was sitting there dance and it was a good time. So I’m hoping everybody’s excited for today. Looking forward to having a good time. And Jeff, I’m going to put this back to you just to start our poll and then we’ll get underway. Yeah, for sure. Let’s get started.

So we wanted to start today’s session with the poll for everyone. Let’s see here. Okay. So it seems that most of us are here for all of the above. But, yeah, let us know. What are you hoping to learn about today? Looking good.

Okay, so it seems like most of us are here to learn as much as we can. Love to hear it. With that being said, I’ll kick it off to Corey to take us to the content we have for today.

The tastic. Thanks, Jeff. And yeah, it was great. I love seeing everybody is here to kind of learn. So I’ll just quickly go over our agenda today. So again welcome everybody. Thank you so much for joining today. This is our first for 2025, which is kind of crazy to think about. I feel like January was a year of itself. So, it’s really great to be here. The B2B aspect is going to be really fun to talk about today. We’re going to do a pretty sizable demo during this. So yes, we’ll talk about the rise of self-service and trends will start kind of hitting on all of those things. But the demo is going to kind of be the meat and potatoes day. I’m really going to go through quite a bit. I’m going to go through some new features that we had that was released in October of last year. So we’ll kind of walk through a few different things. I’m going to try to take my time. This is going to be recorded. There’s a lot to go through. So I’m going to kind of go through these slides pretty quickly. And I don’t have too big of a talk track around any of these because we figured, let’s put some stuff on the slides for you guys today and kind of walk through a few different areas here. So, you know, really when I start thinking about this from my side. So as a, as a strategist, as a consultant, really with merchants, think about what is self-service. When we start talking about B2B and we see the growth of digitization for B2B. So it’s now becoming e-comm. So what is this look like? What does this exactly mean to our customers. So meaning your customers as you guys are merchants, as you guys are, you know, businesses. What does this look like to the businesses for you. So we’re going to kind of dive into a lot of these areas. But this is kind of what we’re thinking. And not that these are like in any specific order. But this is kind of what we’re starting to think of when you think of self-service.

What are those drivers of self-service in B2B? So there is a shift, right? And we all have seen it. We’ve seen the shift in traditional sales channels to a basically digitalization of self-service. Now for specifically B2B E-comm. So why and my my kind of thought on this, and it has been for some time is really the change of demographics, not in the essence of that. Your demographic is truly changing, right? So if you have, let’s just say age, for instance, let’s say it’s typically 40 to 60 year old, so forth, so on. That new age demographic that’s coming into that is very, very used to e-comm. They’re very used to buying things online. So that’s self-service and there’s expectations. It is it’s driven through that B2C type of experiences. And you can see the B2B e-com growth model here. You could see as it’s continue to go upwards and you could see the expectations, which is phenomenal gives a huge opportunity. I look at this as business opportunities that are around this. So why that is is transformed. And we kind of hit on it before. But 73% of those B2B buyers prefer self-service for reordering, right? They don’t want to talk to sales reps. In a lot of cases, especially certain businesses, they don’t have time during the day. They they’re going to do this at night. They want to, you know, be able to go online. They want to be able to do their orders, they want to do coding and so forth, so on. They want to be able to do that. And they also want to make sure that they have detailed product information beyond just product information or on that, to think about that from the shipping aspect and so forth, so on. So when are they going to receive something, what’s that going to look like for them, etc… Okay. And I would say thinking about this now as those self-service capabilities, what are those best practices for implementing that self-service. So it’s things like your integrations, right. We know in the B2B realm the integrations are almost endless. They’re in so many different areas. Their earpiece, there’s their CRM, they are PIMs. They are different channels, etc. so forth, so on. So there’s a ton of those. So it is robust integrations. It’s security and compliance. Right. At the end of the day this is something that’s really really always always going to be critical. And I cannot stress it enough is just making sure that you’re compliant and that your security is top notch. You want to make sure from the side of kind of being, I don’t want to say an infancy stage and I don’t want to say not mature because it’s not great terminology. But really, this is something that from a seamless user experience, you’re trying to get customers to adopt something that is somewhat in an infancy stage. It’s somewhat in an age of where customers are not yet familiar with it, but that’s where that direct to consumer experience is. We are all consumers. So if your customers get that like experience, think of it as kind of this be the East side. And I’ve, I’ve spoken to folks before and they say we don’t like that terminology, but it is it truly is a business to everyone. It’s making sure that that experience is very seamless. The personalized portals, it’s part of that experience. And those self-help resources are very, very critical in that as well.

So as we start taking back this a little bit, how does the Obi commerce really kind of achieve this for you or help you achieve it right, and evolve that that business and evolve your strategies and being able to give you that. So those that you know have seen webinars in the past for B2B, a lot of these are going to be similar. You know, again, we’re going to double down on them, triple down, and then we’re really going to kind of hit them a little bit deeper today. And we’re going to talk about those new features. But you know this is really that customer specific pricing. It’s the requesting for a quote. So it’s giving that sales rep customer etc. type experience. It’s the customer onboarding ensuring that you do have that ability to again, bring them through that sales representative type aspect. It’s company accounts. It’s things that we’re going to talk about today with company accounts to be able to have child accounts. So you have parent and child accounts. I’m really going to go through that today because that’s been something that’s widely asked for the B2B personalization and the B2B search, you know, so when we start thinking about AI capabilities, that’s super critical in the B2B realm too. So it’s not just a direct to consumer side. This is absolutely something from the B2B side that needs to be kind of top of mind as you’re creating this experience or how you’re evolving the experience as well.

So to kind of go into these a little bit deeper, personalizing that experience with a customer specific catalog or price book. So this and I’m not trying to do these in any specific order, but I know that this is very critical. Right. Businesses have contracted pricing. So one of the reasons why digital commerce e-com specifically in B2B never took off is because how do we do that? Okay, we can do it through punch out catalogs. Honestly, with punch out catalogs, if we all really take one step back their SKUs, kind of the way I’m going to say it, but they’re ugly. They’re not. They’re not a great experience. They’re not seamless at all. They make you feel like you’re kind of back in the olden days, I’ll say that way, where, you know, you just don’t really have that that seamless experience where you can go through the full customer experience that throughout the entirety of it, you know, whether it is that onboarding, whether it is managing your company, managing your users, whether it’s looking at what your credit is on file, whether it’s going through your purchase orders, etc., all those different types of things. It’s really kind of critical. So that customer centric pricing or specific pricing, you know, is really able to be achieved through that shared catalog and even to your pricing side, too. We’re going to walk through that today, allowing those B2B buyers. And I kind of hit this before, but there’s this purchase approval. So this is kind of that next stage of it. So one part yes we have that catalog in there that’s great. And it’s it’s super specific or curated for your specific customers or customers. When you start kind of thinking about the next evolution of that, what do you typically hear? You hear the procurement aspect. How can we have belts and suspenders in place? That’s what purchase order approval workflow does because it gives them that ability, each company individually and independently, to be able to create their own types of rules that are very specific to their business. So even if you have are unaware of what those procurement aspects are and they want them to be in place, they have the absolute ability to do that.

And then placing orders kind of within seconds as well, kind of call it, I’ll say it that way. So it is using things like quick order, it’s using things like and we’re going to get to this next. Now I think it’s the next slide is is around that requisition list. But quick orders a really important thing I look at quick orders and I make a joke about it. So those that have spoken to me in the past that have strategized with me have probably heard me say this, but I’ve seen where I speak to a merchant. They say we still get post-it notes. We get a picture of a post-it note from a customer that’s telling me this is the things that I want to order. I said it often because I’ve heard it so often. I’ve heard that that that scenario, this kind of takes that level out where you can do things, where you’re adding them by skew, by quantity and so forth, so on. So this is that quick order side. We’re going to go through that today because managing recurring orders. So this is that requisition list aspect. So this is the ability to kind of create those requisition lists whether it’s seasonality whether it’s during specific if you’re construction if it’s during specific builds. Right. If it’s commercial versus residential, those different types of scenarios where write a requisition list makes a lot of sense. Maybe you are a hardware store, right? So in my past demos, I’ve done hardware stores and I kind of focus and fixate on that as you’re going to do reoccurring orders. So requisition lists gives you that ability to basically do that without having to remove quantities and so forth, so on.

And then I would say kind of again, that it’s that managing of that requisition list. So you’re able to do that through this as well. And this kind of again, we’re going to walk through this in a second. So you know, I’m going to kind of skip past that. But this is also kind of empowering your sales org to negotiate larger deals. So this is that negotiation process. This has been evolved even further with the release in October that I was mentioning. So there are a lot of enhancements to the coding side of this. This is a really important piece. We know that there’s the ability to do quote templates now. So this is something that’s not noted on here. But there’s the ability to do code templates inline coding. There’s the ability to provide direct shipping cost. So if you have shipping already set up, but you want to give a flat quote as part of that coding mechanism, you could do that as well. So there’s a lot that’s involved with the code side of this as well.

And then obviously I want to kind of hit this, the enhanced AI merchandizing capabilities within the platform. So this again in my opinion is is second to none. Right. You are delivering this is what I was saying before. Seamless experiences but also adaptive experiences. And without you having to touch it every few minutes where what I mean by that is the ability to do search merchandizing to be able to do category merchandizing. Right. Even though we’re saying you have curated catalogs and you have this and you have that, still, it’s still very important to be able to do things like product recommendations that are done by user behavior, and data is augmented by that. The same thing with search results. You have to have relevant search results. As all of us on on here today, consumer wise, I guarantee we all use a search bar when we are shopping. I guarantee I’m 100% on that, that at some point you use a search bar when you are shopping online. So it’s extremely critical to to provide relevant search results. And obviously again, with that, that intelligent aspect as well.

And I think before we get started, Jeff, I’m going to kick this back to you. We’re going to go through another poll and then we’re going to get into the demo. And as I mentioned, that’s going to be a lot of it. I’m hoping that I’m going to give us ten minutes at the end. So it’s going to be about a 30 minute demo. I’m going to do my best. I’m going to talk quickly. I’m sorry, but I want to get through everything today. So yeah, Jeff, let me kick this to you. Yeah. Awesome. Thank you coy. All right everyone, I want to share another poll with you all. Let us know what feature do you either use the most or are most excited about implementing soon? All right. A lot of responses for custom catalogs and price books. Of course.

Some for company hierarchy.

A but for I need it all. Yeah, I feel you would love to see it.

The good thing is we have it all, so that’s great. Yeah, you’re at the right place. Awesome. All right, we can we can shut that down. Jeff, we can get going on this. Yeah. I’ll pass it off to you, Corey, to take us through today’s demo. Perfect. All right. And let me know, Jeff, when you guys can see my screen. Should be able to see it now. Yep. We see it now. Awesome. Okay. So we’re going to go through a lot. We’ll go through quick. So the first thing I want to talk about is the company management. I think this is absolutely the start of everything. So we could definitely, you know, think about it this way. So companywide, you need to make sure you have that. So I’m going to walk through companies and I’m going to walk through child companies, parent companies and so forth, so on. So I’m going to kind of go through all that. We’re going to go through catalog pricing. We’re going to go through kind of this personal touch seller assisted shopping. So sales rep I’ll go through users go through kind of the quoting aspect. I’m going to go through some front end stuff. So I’m going to hop back and forth a few times. But let’s kind of start on this side. So I am going to show you just kind of simple things with the admin to start with. And then we’re going to start going through some things with again child accounts and so forth, so on. So I want to start with the limitless, company that’s here. So this is considered a parent company. You can actually see each one of these companies or company types here within the gray. It either stating that it’s a company, a parent or a child company. And we can always add to these. We can always remove. I’m going to kind of show you all that right now too. We’re actually going to do that in real time right now as we’re going through this. So I’m going to start with Luma Tools because it is a parent company. Right. And if it was just a general company without any accounts assigned to it, this would be the same exact setup. So what you’re seeing right now is going to be that same kind of concept here. So this and we walked through this in the past before and hopefully or somewhat familiar with kind of the B2B capabilities, but the different sets added here. So again you have company name, you have company email. Usually the company email is the main representative of the company. So this could be the CEO, it could be a president, it could be the buyer that you typically are working with or that is facilitating their orders with your business. The company hierarchy is this new area of what I was mentioning before. This is something that was released in October. So this company hierarchy allows users to potentially shop between multiple companies. So let’s say acquisition. Let’s say you just have multiple brands under a Brella. However, it kind of looks for each one of the businesses. This allows you the opportunity to essentially have it roll up to a specific company that roll up to a company can either be differentiated user roles and and experiences could be purchase orders could be anything, or they can be completely differentiated. The same thing with the catalog. So the catalog can be inherited from the parent level. Or the subsidiaries accounts can have their own catalog. Or to take another step further, this could actually give the ability to let’s say the catalogs are exactly the same, but price books and price contracts are different between each one of the where the company is, quote unquote. So the same idea there, you can have that set up as, as well. You could see here right now this company has two. So we have limited tools. We have limited tech services. So in real time I want to assign a company right now. I created this company just before I hopped on just to start this today. And I want to assign a new company here. So I’m going to go in here. Here’s all the companies that are not yet assigned to another parent. So this is basically every company that was available in that flat list that you saw before. So I’m going to go in here, I’m going to grab Stark Industries and I’m going to add Stark Industries now to this company. So essentially what they’re going to be is they’re going to be an affiliated. They’re going to be a subsidiary of the parent company of Limited Tools. So I’m going to assign them here. You’ll see super simple, super straightforward. They’ve been added here. Now a few different things that you could do from this grid style. So one you could go in here you can edit. You can also unassigned edit. We’ll just bring you to the same page that I’m on here. But it’s going to be for Luma Tech Services here. Same thing here on the bottom. We can do this with Stark Industries. We can edit or we can unassigned from the parent. And assigning super straightforward you click on this, you’re going to get that alert the same as before. It’s going to show you this. If we hit it on assign will no longer be part of this. Again. You’ll see exactly where I am here too. We could do this in one fell swoop. Two we can basically just change company settings for this. So you can also do that based on a grid. So if you have a company that has like 50, you’re probably not going to be doing it individually. You might do it in more of a bulk aspect. So just to kind of showcase if you have a company that shops with you, right, and they’re buying from you digitally and they somehow get acquired by a company that does work with you, you could say, hey, you can keep managing separately, or we could put them underneath here and they can roll up to here. So you can do this in multiple different ways. Just a few more things around the company side. You do have the legal address. So this is typically going to be the HQ or the headquarters. You have the company admin. So whoever the admin is specifically. So in this case it’s John Allen. He is the CEO of the company. So there is an account created for him. He’s kind of that super admin too. You also have the ability to essentially give credit company credit and you can allow that credit to be exceeded. This will kind of give that full detail around anything that the company has done. So any purchases, any invoices that they’ve paid, etc… So this is essentially that credit on file. Now not every company could have this. You could basically give a $0 credit. So if you have a company like in the example that I have here, I have Dunder Mifflin. Yeah. Anybody that’s an office fan, you know that Dunder Mifflin is a paper company. Paper is not really popular as much anymore, so they are probably not going to do too well. So I don’t want to give them a company credit. I basically want them have e-payments only. So with that, you actually can do that within the advanced settings. So the advanced settings, because and just to kind of roll back for one second here, I’m going to scroll back up just so you can know what I’m referring to. Any of these companies can be set separately to. So as I was walking through just at advanced settings with the company credit, let’s say that the Luma Tech service doesn’t allow they don’t want them to have company credit, and they want to have e-payments. Again, these are almost managed separately, but they have a roll up and they can inherit from the top level too, so they can roll up and inherit from limit tools or have their own specific settings. So as we kind of go down here, I’ll just go back to that advanced settings. So with Luma tool specifically we are allowed quoting. We’re also allowing them to do purchase orders because they do have that approval process that I was mentioning before. So basically they have their own set of rules and regulations or rules specifically to their procurement that they want to have adhere to. So they basically want to have their approval chain inside of their business. For any buyers that are buying something, the other thing that you could do, which is really, really cool when it comes to the company management, is you can allow specific payment methods. So if you say, you know what, Dunder Mifflin, you can only give me a credit card. That is the only way I’m ever going to fulfill an order for you. You can absolutely go into this and say, you know what? Instead of all this, I actually want to do a very selected or specific payment method. And that’s going to be credit card authorization, something like that. Or again, you could just basically use all payment methods and just keep this as config settings. Same idea with the shipping method. So if you come into this you say, you know, what I want to do here is I want to get very, very specific shipping methods for this for this customer. You could do that here as well. So this is a really, really robust section just to kind of walk through. But like I said company side it’s really, really important to think of kind of what that looks like. I promise you, I’m going to show you a front end experience of the shared kind of company aspect or the inherit company. So the subsidiaries, so forth, so on. So I’ll kind of show you that toggle between as well, because we’ve heard that before. Because the best way to say is this essentially gives you the ability to have a customer or a user as part of that, that company to be able to shop for each one of their subsidiaries as well. So I’ll show you that experience from the front end to next part. And actually it’s it’s great. I wrote this down and kind of how I did it. I open these tabs before. It’s really kind of funny how you guys answered the poll, because this was next kind of that most important piece, which is that shared catalog. So the shared catalogs, the way I called the shared catalogs, this is my definition of the shared catalog. So we do a great job and experience. So again how we describe it for mine, I try to kind of take it down a little bit and just bite size it. So for me this is a when I use shared catalogs, I use it for a very, very specific type of catalog for a customer. So it’s curated. And by curated I mean it by I’m giving them a very subset of my catalog, and I’m giving it to them for a very specific price book, because if you’re not giving them a very specific catalog, let’s say they have your entire catalog as an example, let’s say have 10,000 products in your catalog, right? 10,000 SKUs. Everyone has access to it at all times, but you have different pricing for, let’s say, your levels. Let’s say you have, you know, you have tier A, tier B, tier C or level A, level B, level C, and based on those you get percentages off of your, your products. That’s just tier pricing. You could do that. The catalog level. You don’t need to go into shared catalogs and do that. So there’s two different ways of, you know, really kind of three different ways to do different types of price books. But when you have a very specific contracted pricing, it could be down to the sense you would do something that’s like this and you would create this type of catalog. So right now I actually don’t have a shared catalog for Stark Industries. So let’s do a shared catalog in real time. So what Stark Industries, let’s just say that they’re they want it to be I don’t know. We have again, like my catalog could be pretty high. My skew. So in this I’ll you start catalog. We’re going to create this as a custom. It’s going to be very specific to just one business right now. So if you go in, you create all this, you save and continue it. You’ll basically kind of go in there, you know, again you’re creating this catalog at this point in time. What we’ll do is as we create this catalog, what we could do is we can either assign companies to it or set the pricing structure. Right. Right. Now all we do is just created. So now I want to set pricing. And I want to structure this as well because Stark Industries isn’t going to buy all of my catalog. They might buy only specific things. So once you go into this and you start creating and structuring this catalog, you’ll kind of see this experience. So here’s all of my different products every single thing that I have that’s available underneath my bow design here. So you can see here’s my product side. Here’s my software maintenance. So let’s just say that I wanted to give them software. I wanted to give them maintenance. And I wanted to give them my paper catalog. Basically all I’m giving them as out of the 57, I’m giving them five products. I don’t want them to have access to anything else. They don’t need access to anything else. Remember what I’m saying? This is a very curated catalog that we’re basically presented to them. Once you go to the next page of this, you actually get to set the pricing. So you’ll see kind of your toggles here. We’ll go to the next slide. Here’s our pricing. This is actually all of the products that they have available to them. Again if we wanted to go into a specific category we could I’m not going to here. I’m just going to keep on this page and what you could do. So there’s multiple ways to do this most times. And I know I’m showing this as a manual process most times. Most merchants I work with, they have some sort of solution that is basically pushing this price out or pushing inventory out or catalog assignments, etc. but the way that this could work is as simple as this. Let’s say again, for them specifically, we are going to set a discounted price for them and their discounted price is going to be they get let’s say 13% off. Again, very specific. It’s not 15, it’s not ten, just a very, very specific percentage off. So we can apply this to everybody. And you’ll see here is the original price. And now we have a discounted price of that 13%. And it’s across the board. If we wanted to go into this and say you know what this coin service this is a really hefty one. I actually want to just do 10% on that. You could just make a change. And basically we’ll do that once you’re all set. You generate the catalog and we generate in this catalog what it’s going to do is create those price books essentially. So I’ll go ahead I’ll save this when I come back into this. Now. Now I want to go in here. I now actually want to select Stark Industries and I want them that basically have this catalog. So I’ll go in and I’ll sign this company. Now at this point, remember what we just did before. So Stark Industries is now rolling up to Luma Tools, but I’m giving them a separate catalog entirely again. So we’ll go in here, go to Stark Industries. We’re going to grab this. We’re going to assign them again. You can assign multiple at the same time if you want it to. So again not just do it. You click on that and you basically say assign the catalog or on assign it. But I’m going to go here, I’m just going to click Assign Catalog. And now they’re part of this. So I’ll save this. Make sure we’re all set there. And then I’m in again I’m going to show you the whole front end experience for that. But that’s basically how you create those shared catalogs. So super simple. Again that is that curated very specific price aspect of kind of that catalog side of it.

So that’s our shared catalog. I’m going to go through the customers. Then I’m going to go through quoting on the admin side. And then we’re going to go to the front inside a little bit. Actually you know what. Let me take one step. I’m going to go in first, then we’ll go to customers. Then I’m going to go in and I’m a lock in and show you case you that front end. So with the quote inside there’s a few different things that we have that’s available now. So for quotes themselves, you can go into a quote at any point in time. So for instance, the one I created today asking for percentages off and so forth, so on, basically what we could do here is we can do again, these are kind of that newer pieces of the puzzle through this is you can essentially say that you want to do a discount item at a line. You. So basically buying and discounting if you wanted to, you could also remove something. You could do a leave a note to the buyer if you wanted to get update the prices, you could add different SKUs to here. You also can add a specific shipping price if you wanted to. You can also do a discount at the full total level. You can also do a flat quote or proposed price as well. So you could do a lot of different things on this. So they’re asking for and you could see by Adam Jones, can we have 10% off this order. So we can go into this and just put in here say no problem.

Thank you. Something like that. There’s that 10% off. We’re giving it to the total cart. We can see original. Here is the new one. And basically we could send this back. So what this is going to do. So everything with quoting, anything with sales reps, any communication that’s happening is basically going to be done through email. So what Adam Jones is receiving right now, who is the buyer here. He initiated this quote. He asked for a 10% discount. He’s going to receive an email that says, hey, this person, your rep, whoever it was updated your quote, it’s been, you know, modified. Go ahead and click on this and you’ll be able to see it. They click on it. They’re going to go directly to the front. And they’re going to see that. Now a new thing that we introduced is quote templates. So quote templates essentially give you that ability to create templates that can be repurposed. So as a sales rep I can see this being extremely valuable because sales reps might say I do the same quotes over and over again, and I just want them preemptively set up, and I want to basically have it where here’s this type of catalog for this specific industry, and here’s the quote that they’re typically going to get. And I just want to have it where it’s 10% off right away, or that’s going to be my sales technique, I’m going to go to them and I’m going to say, hey, you know, here’s a 10% off. Here’s the quote, let me know if this looks good to you. Let me know if there’s anything you want to adjust or this. And then once you want to go forward, you basically can get that and you can put it right to your cart right away. So you can essentially create quote templates around that. So I’ll get I’ll show you my example, one that I have here. This is one that’s active right now. So it’s active. And from a front end side you’ll be able to see it as well. But this gives you that ability to set minimums and disable minimum or quantities, whatever you kind of have to do there. So in mind I actually have it enabled. So it actually says you have to buy a minimum of two maximum of five. So another really cool feature to this is that with those quote templates you can also do a min and max. You can also do the same thing for minimum order commitment and minimum or maximum orders allowed. So you have the ability to do the order threshold to just kind of around that prices. So those templates give you another layer to everything. Another thing that you typically have in kind of that sales rep to customer experience aspect. So if we went into this and again we can cancel that quote template. There’s a lot of different things you can do with it. Here’s one that’s new. There’s one that’s new, has a few different things that we could do with it. We haven’t really done anything with it yet. Again, I wanted to use it for right now. So you can see I added a bunch of SKUs here. Let’s say that we wanted to do that same thing that you saw on the other one. I want to enable a basically a minimum and maximum of this. Let’s say we wanted a minimum of five here. And you have a max where it’s let’s say you could do six. We won’t even go that crazy with it again. You could see here’s the minimum, here’s the maximum and everything. So anything you add into this, you basically update those prices. You know, if there’s a if there’s something you want to even do at the discount right now, you want to discount the item. So without doing like a 5% off the entire thing, you could discount it right away. Here you can also do things where let’s say you want to grab the rates. So let’s say they have a fixed rate of $10 right now or a flat rate of it. You can also do a proposed pricing. So instead of doing that $10, let’s just say you wanted to charge only $2, right. So you could do that. You’ll see it’s updated down here. So here’s our total. Here’s everything that we got going on here. And let’s say we also wanted to add a 5% discount to the entirety of the cart. Instead of doing like to maybe certain items. You can’t however kind of which way you want to do it. But this is what I’m created and what I have created for Adam Jones. So it’s really kind of straightforward. And then we can send this quote template, same kind of idea here. So what we’ll do is we’re basically going to be sending a notification to Adam. So Adam is going to receive this. He’s going to get this and say okay thank you for giving me this. Great fantastic. You also can do a valid and till date. So we could say that this this template is going to be valid. Until again I’ll do a year for, for this one specifically. And then you basically send this along. You also can decline the template. So and templates can be created Bilaterals. So you could do it from the sales rep side. You can also do it from the customer side too in case they’re always going to repurpose it. But potentially just add different SKUs here and there or add different quantities. So once this has been sent to them, you basically have that ability where it’s going to be approved or not from that front end side. So this is that quote template side now customers. And I’m going to kind of walk through this pretty quickly because I’m going to get to the front end. I want to show some things from the front end. I want to show you kind of company hierarchy aspect. So I have about ten minutes. So I’m going to kind of go through this relatively quick. So with the company users, I’m going to go through specifically, customers that I know right now. I already have auto assigned to two companies. Again, remember, this is for that that child parent type company set up. So Jessica Fields is had a procurement for Luma Tools. Her being head of procurement for a Lumia tools. She’s also had a procurement for the subsidiary, companies that they essentially have as well. So if you go to the accounts with the new capabilities, you’ll actually see associate to company. So associating to a company, you’re essentially granting them and giving in that access. And you’re saying, hey, this is the company you could shop on behalf of. So in the case here, she’s part of Luma Tools. Originally, if we wanted to go into this and say, you know, we also want to address as part of Stark Industries. Now at this point, because Stark Industries is now being acquired by Luma Tools. And Luma Tools also owns this now. So we have this you can see this is just how she would be able to do it. I’m going to save and edit this one for those company accounts. Those user roles are still managed at the company level. So depending on where you know your role is at the company level, that’s what types of viewership you’re going to see on the front end of this site. So you might have company management, user management, being able to add users, being able to add locations, so forth, so on. So I’ll actually log in as I’m going to log in as Adam, but I will go in, log in as her. So you could see this as well through Jessica. So Adam let me grab Adam first. Here’s Adam.

So this is another feature with the video capabilities. It also is available if you are a direct consumer company too. But it really kind of prefacing it with, with the, the B2B side. So the log in as customer here that’s at the top. You can see when a customer creates an account, they are asked if they want to basically do what’s called allow remote shipping is shopping assistance. That shopping assistance is to log in as customer. So if you ever have a customer service rep, that’s asking why can’t I log in as them? If you have a sales rep that is wondering that they basically need to get approval from the customer, that they can shop on their behalf and they can go into this or create, you know, anything that’s around that cart, so forth, so on. So in the case here, you can actually see Adam is only signed to Limited Tools. He’s not available anywhere else. Lumi tools basically is a hardware company. They have different brick and mortar locations. Adam is a buyer for the company. So Adam and I actually let me take one step back again. I’m going to show you John Allen first if you guys remember. So I showed you John Allen before. John Allen is the president of Lumi Tools. He’s the CEO. So he has all of the companies that are associated with him. Can we just add it? Stark. So I’m actually going to go in here and add Stark Industries as another place that he can log in as. So basically with with this I want to log in as John because I want to show you the front end experience. As John would see it. You know, basically giving you the ability to show you the management of a company from the front end perspective. So now I’m on the front and I’m on bodega right now. You can see I’m connected as John Allen. And as I kind of scroll down here, you’ll see kind of the different availabilities that are here within the account side. So a few different points to this. So with John Allen he has access to everything. He’s the super admin to Luma Tools. He can see absolutely everything I am in as Luma Tools right now. I’m not in as anything else. I’ll give you a little nugget here and then we’ll walk through this in a bit. But at the top here you could see there’s a new field that’s called company. And then it’s telling you basically which one you’re under. You could see here’s Luma Tech Service here, Stark Industries. So John John can basically log in to any one of those and delineate and say, I want to create different roles in each of these, and I want to create different experiences. So remember what I was mentioning before. Also, John could say I never want to manage them at all. I just want their presidents that are going to do that. So the CEO is those I own the company overall, I’m the chairman, but I want them to be able to manage them just jointly. Essentially, they could do that there as well. So depending on the business and what they have set up. So with your the, the this aspect of it. So company structure remember this is luma tools. Only what you have here is essentially guys luma tools. As I mentioned they were a brick and mortar company. They’re a hardware company. They’re three different locations. One that’s in California. They have another one that’s in New York, and they have another one that’s in Texas underneath each of these as well. If I just pop these down, you’ll actually see they’re they’re quote unquote store managers. And then they’re buyers. So Tony Stark is the manager in California. Then you have in the New York, it’s Jessica Fields, Adam Jones is the buyer. And then in in Texas, you have Jason Smith, who is the manager, and there’s no buyer there because it’s smaller location. So this is their setup. This is you know, again, this is depending on the company itself. So if we go into the user, the company users themselves, you’ll actually see what their role is and what team they’re associated with. Janet Smith as I mentioned she’s had a procurement. So she’s active for everybody. Essentially she’s at top level of a procurement. She creates the rules and roles for what people are going to be purchasing, and what levels of kind of triggers are going to happen for those pods, essentially. But this is kind of how new users are added. Anybody that’s an active, anybody that’s available, you’ll see anybody that’s here that’s listed now roles and permissions. This is where that role or title I guess she’ll kind of call it really comes into play. So we have a few that were created by this side. We have buyer. We have procurement. We have store manager. When I go into Stark Industries you actually see I have this set up is different when I go into Lumi tool tech service, you’ll see that show up different as well. So within like let’s say our buyer one for instance. So this is our role for buyer. Our role for buyer. What we want them to be able to do is we want them from the luma tool side. We want them to be able to see the catalog. We want them within new purchase orders. We want them to be able to do purchases. We want them to be able to do, things like, doing quotes. We want them to view their own orders, view their quotes, see quote templates, etc. but for them specifically. So if you see here their sales, they’re allowed to use checkout. So I get the question a lot. Can we create a user that’s only catalog. They can only see the catalog they can never check out. Yep. Absolutely. User roles can be created from specific companies that are just showcasing catalogs. Only never able to purchase. Don’t see anything with purchase. No coding, no nothing. You could do this as well just by saying not allowing checkout. The other thing you could do is say that you’re not going to use payment on account needed. So essentially that method of showing that credit on account before with limited tools, you can have specific users that only have access to that too. So you can even get down to like a junior buyer level that doesn’t have that access. Then you basically have the ability to say view orders. You also have the ability to say, be orders of supporting users. And remember, this is just a buyer. So we don’t want them to do that same thing here. They can manage their own quotes. They can request, edit or delete them, but they cannot manage quotes of subordinate. Same thing with quote templates. If you kind of go down approval orders or approval order approvals, you’ll see their purchase orders, but nobody else. And they have no access to company profile. So when we log in as Adam Jones and a minute, you’ll see all of this is gone that we could see with John Allen right now. So anything that is associated with the company essentially, and then basically everything else that’s through here. So that’s that company structure. The next phase is that approval role. So this is that prospect that we were talking about a lot of different things. You could do with this. I’m going to keep it really straightforward right now. The documents that we have, the links that we’re going to provide, everybody at the end really breaks this out deeper. But you essentially can create these types of rules that are going to do triggers that, essentially internal. So for luma tools, when something is hit at a specific point. So in this case it’s an order total of over $10,000 or is more than or equal to that. It basically is going to fire off an email to the head of procurement that says, hey, Adam Jones just did an order for $10,000, need your approval, and guess what? For bodega, who we. This is my company bodega. They do not receive the order. They’re not going to get any notification only Luma tool as well until Luma Tools approves it internally and says, yeah, this is the order we want to do, then I’ll receive it, then I’ll receive it for fulfillment again. Essentially do pick, pack and shipping and again, you could do it for requires approval from multiple people. If you want it to be the purchaser manager, remember that that’s where that tree thing that you have that you that I showed you before the roll up aspect, you could do it to different types of users. You can have multiple approval rules, so forth, so on. And you can say that this applies to a specific role too. So if this needed in required managers approval as well as head IT procurement, it would basically have to go through two approvals, not where they have to happen. Where purchase goes purchase manager goes first then had it in. They can both approve it at any point in time with that lifecycle. So just to kind of give you that context to it. So you can do that on all roles. Specific roles. Same thing here requires approval from you can have multiple people. You can have one person that needs to approve it.

All right. We are kind of getting up on time. So I’m going to go through things a little bit faster. I know it’s already been fast. But I’ll try to kind of explain it as quickly as I can, but as efficiently as I can or effectively as I can. So I’m going to log in as Adam Jones here, and then I’ll go back in as Jessica Fields. I’ll show you that shopping experience with toggling between the two. Adam Jones. The only reason why I’m going to show you him quickly is for two things. One left side you can see no longer. There’s that company management aspect. Even though he’s part of Luma Tools, he’s part of a company. He doesn’t see that. The other thing I wanted to show you was the quote templates. Remember just before we actually went through that quote template, right? Remember this is the one. So the one that’s in review, it says attention required. Really cool thing is you can generate a quote off of this. So this is the act of quote templates. Adam Jones can create a quote and generate a quote off of this at any point in time that he wants to, for the one that we just received, we could see, hey, here’s everything. This is what we got. They’re also giving a shipping. They gave us that percentage draw. Here’s anything that’s involved with this. We could see any comments that were in there. We could see the history log for anything. We could see what this was set up as. Initially we could see what the items were that were quoted. And we can look at everything that’s part of this and say, you know what, I’m going to accept this or cancel the quote. If we cancel it, it will go in the inactive aspect or if we accept it, which we’ll do right now, what you’ll actually see if we go back, first off you’ll see that it’s changed to active. But if I go back to my quote templates, we could see now we have that secondary one that’s right here at the top. We could view this at any point in time and we can adjust it. We can also ask for certain things. We can ask to request certain things. That’s through this. Anything that we wanted to do, we could basically do that at this point in time and create a quote off of this. Remember, that’s that piece right here that’s generating that quote.

Anything else. It’s around this. So the my quotes again these are all things that are native within here. They’ve been here for a while. You can see anything that’s been ordered. So one that went through a full process a quote to go to officially ordered. You could see that through this requisition list. Just to show this really quick requisition list. This is what I mentioned before. It’s somewhat of like a reorder aspect, but it gives you that ability to where that reorder, you’re not going to have to go through specific items. You could go in this and say, I want to change quantities. I want to remove certain ones of these. I don’t need certain ones, I don’t need to stock certain ones, so forth, so on. And you can have multiple requisition lists just because we had this one. And it’s not like a wish list feature. Wish list. If you move something out or purchase something, it basically gets removed from that list. Lists essentially. Again, that reorder aspect before happen to Jessica Fields. I’m going to show you a quick order really quick. So we talked about this before. Quick order gives that ability to do quick orders in a lot of different ways. So let’s say for instance, I wanted to use a file. So the file first off you can download a sample just by clicking this. But I’ll actually choose a file. I’m going to show you what this file looks like. But here if I just click open you’ll see here’s all these products that were added to it. So the file itself I’m going to bring this over from my other screen. This is what the file looks like. It’s just skew and it’s quantity which is exactly what aligns to right there. So really kind of straightforward on just kind of how that looks. But that’s how you essentially do it. Now let’s say I wanted to do this a different way. Let’s say and I’ll actually just refresh it, I’m going to do it in this manner instead. So I’ll do here and then I’ll do. The other one was power service. So I’ll add power service here and I’ll add to the list. You’ll see it adds it that way. Let’s say I wanted to do it this way. Power service. So as I type it you’ll see it comes into here. Click on it. And you basically can add to cart just directly through here. So three different ways essentially to be able to add that to a quick order and then basically create a cart and so forth. So on. All right one last thing to show you I know we’re nine minutes out now. So I’m going to go through this one really quick. Two I know I keep saying that sorry a lot to show. Really excited. Hopefully everybody else is jazzed up on the call too. So the way that your that kind of toggle between essentially. So if I log in so I’ll log in is Jessica Fields here. And I’m just going to show you really kind of straightforward just how this this company manager works. So one really cool thing. So remember we did the shared catalog aspect before. If I go in as Luma Tech service right now you can see all I have is maintenance services. Anything that I’m going to do is on the order on behalf of Luma Tech Service, I’m going to toggle this again. Luma tools, check out the navigation. Now we have all three. Check this out one more time Stark Industries. Now we have software maintenance and service papers. That’s all we have. So it really does come down to where they’re assigned essentially. And this is that toggle. So we get that question a lot I can’t stress that enough. This gives that ability for one user to be associated with multiple companies and have those specific roles, as well as that specific contracted catalog. So it gives that opportunity to really kind of really robust, like build that out as companies and as brands kind of differentiate themselves. So with that, Jeff, I’m going to turn it back to you. We’re going to get some questions. Like I said, I know this was quick. Everybody and I know that there was a lot to digest there. We do have some great materials and experiences. We’re going to send them out to you too, but this is recorded so you guys can kind of go back and forth between the recording. So, Jeff, let me hand this back to you just for, for the quick plug and then we’ll get to Q&A. Perfect. Thank you. Gary, that was awesome. Before we get into Q&A, I just quickly want to share, one of our best events that we have coming up. One of the best ways to maximize your investment in 51ºÚÁϲ»´òìÈ Commerce is by joining you guys at 51ºÚÁϲ»´òìÈ Summit. This is our flagship event where you’ll get exclusive insight into the future of commerce here directly from 51ºÚÁϲ»´òìÈ Product Leaders and connect with other brands that are driving digital transformation. At summit, you’ll have the chance to attend deep dive sessions tailored specifically for 51ºÚÁϲ»´òìÈ Commerce customers, covering everything from performance optimization to AI driven personalization. And plus, it’s just an opportunity to meet one on one with 51ºÚÁϲ»´òìÈ experts and network with other commerce leaders and get a firsthand look at what’s next in our product roadmap. In addition, Corey will be attending summit this year, hosting the Customer Commerce Roundtable event, along with being available for one on one meetings as well. So with that, let’s get into some of your questions.

I’ll start off with what are you seeing as the most requested self-service functionality? Yeah, it’s it’s a really good question. And I think you guys, to be fair, you answered it with the poll. So some of the most widely requested that I’ve seen is that that shared catalog functionality, the curated catalog, but also the company management, and I will say the, the, the inheritance, like the company, the child parent and so forth. So on. That was a really big deal. I heard that a lot where customers companies can basically manage but between essentially. But yeah, so I would say shared catalog again, curated catalog aspect and being able to do specific price book options. And definitely the company management side quoting is kind of a given. So I would say definitely those two two functions, those two features for sure.

Awesome. Next question is how can we make our customer experience more feasible and enjoyable? So, it’s a good question. You know, I think I said it before and it’s I don’t want to say it’s kind of one size fits all for everybody, but, you know, you do want to make sure things are easy from an online side, and super digestible, super self-sufficient. Think about yourself as a consumer. Think about your, you know, I know we’re talking B2B and I know what I’m saying. Consumer. And it sounds like such an ugly word in the B2B side. But if you’re if you’re really thinking about that from what that experience looks like, what are they going to look to do? What do they talk to your reps about? How can your online sales representative write your website? Is your online sales representative. How can that facilitate those conversations more seamlessly? That I think is kind of like the crux of it. Obviously, my my entirety of what I do is always thinking about you, actually. So anytime that you take interest in, how is that going to impact customers negative. Bad, positive. Good. We want that impact to be, you know, we want that disruption to be in a positive way. But I do think that there’s there’s no kind of magic bullet to that to to answer that. But it is, you know, kind of think it through what your customers in that experience is, you know, tag your, your sales reps, tag your, your CSR is like, see what people are saying. You know, what your customers are saying about their experiences, and make sure that you’re implementing things that are much more kind of at a mass aspect, right? You don’t want to do one off changes, because one person that shops with through a lot is telling you the same thing over and over again. If you have it where customers in your ROI and your, you know, conversions are higher, across the board, you know, kind of look to it as like whatever general rule of with it. So it seems very direct to consumer. But yeah, that’s the best way I can answer it for sure. And another question that I saw here was, is a company account required for a customer to make use of B2B functionality. Yeah. Great question. So yes, it is so certain certain things you can kind of like you can kind of do certain ways to, to mimic it. Like I said, with like tier pricing, you could set up groups and things like that. You could share it, you could do a shared catalog specifically tied to a group instead of it being tied to a company. But overall, company is going to be the best route to go. You want to have at least one person or one company associated with one person or bilaterally. So you want to make sure you do have it. So yeah, for quoting, for purchase orders to do credit on file, all those types of things. Again there’s ways to mimic it. But the cleanest way, most efficient and most effective way is definitely through that company management side. So great question. Got it. If we have time for a few more, I guess this one right here, how can I utilize this functionality for a 1 to 2 person business customers? Yeah, it’s a great question. You can’t you can to answer. Right. So so how do you utilize it. You it would be the same thing. You create the company and you assign those two people to that. That company, they can have the exact same role. They can have the same exact same responsibilities. Just because we showed it actually is the tools. I was kind of just showing, you know, what are the capabilities? But you can have two users. They don’t have to have any sort of tree or object orientated aspect to it. And they can have that same access points they can do and they don’t need approvals for things unless they want it to be there. You know, so that’s exactly how I would set it up. I would set it up a company assigned to users to it. Again, if you have a specific and create a catalog with a specific price book, that’s what I would have it set up through through that. And even if they had like the tier pricing, same thing, I still would set up a company because you can you can report back on a company and instead of it just being at a user basis, you could do both. You can have it at the company level and you could do it at the user level. So yeah.

Awesome. I think we have time for one more. The last one is how easy is it for a customer, to not use the self-service tools if they don’t want to? And ignore the B2B features are locked them down? Yeah. So so this is this is great to be asked. Right on the heels of the last question. It’s easy. You can you can still have. So you could still force users to register. Right? I don’t agree with that. And those of you that have heard me in the past, I do like the idea of being able to be guest checkout. I love guest checkout, being available and not forcing people, but you don’t have to have companies, or you don’t have to have users assigned to companies. You know, there are ways to give them this kind of pricing based on user groups. There’s ways to do category permissions if you want them to only have specific category elements available to them. The same thing with skews specifically too. So there’s a lot of various ways that you can do it. So they don’t need to have the B2B capabilities. If you are a I don’t want to say more simplistic, because that’s not a fair way to say it. But if you just don’t have kind of those those areas, if you don’t have coding even available and you’re never going to get coding, turn off coding. And again, if you have a specific company that once coding, turn on for the one company. But yeah, if you want to just do it as just a user basis to you can, you know, force that registration, you can have them go through similar experiences to what a person or media the company would be. But you could make a, you know, a little bit more digestible on that side, and you can kind of shut off certain things with them. And again, you can either shut it off globally or you could shut off with specific companies, or you can have it where that user is just not part of the B2B realm, essentially in the capability side of it. So great question. Perfect. Thanks so much for the rapid fire questions. Great. That was awesome. I’ll go ahead and wrap us up today. On this screen, we have a bunch of resources for you at the web section. Feel free to read through them. You’ll also see the white paper. Please don’t forget to download that on your way out, as well as fill out our survey questions below if you have a minute. You also have one more opportunity to let us know if you’d like more information. On the upcoming demo, you could see that in the web link section that we talked about earlier in the presentation. If you have a question specific to your account and we weren’t able to address it today, please reach out to your solution account manager. If you’re not sure who that is, you can reach out to me directly and I’ll put you in touch with the correct person. And as a reminder, you will receive the recording of today’s event in an email from us in 24 hours. So that’s all for us today. Thank you all again for attending. Have a great rest of your day, and we look forward to seeing you at one of our upcoming events.

Thanks everyone.