Diapositivas presentadas por Laura Wainber, Smarter Commerce Leader Latino América IBM, en el eCommerce Day Lima 2013 dentro de la plenaria "Plenario III :: El e-Commerce Frente a la Revolución Móvil"
Presentación: Laura Wainberg - eCommerce Day Lima 2013
1.
2. IBM Smarter
Commerce
Redefiniendo el comercio en la era del
‘chief executive customer’
Laura Wainberg, Smarter Commerce Leader Latino América
Industry Solutions. Software Group
@lwainberg
3. Los dispositivos móviles y las redes sociales están redefiniendo retail
55%
de los usuarios de
smartphones
comparan precios
en las tiendas
63%
de los adultos que
tienen un problema
en una transacción
vía móvil no
volverán a comprar
con este retailer
3
Sources: IBM, Forrester, Tealeaf and Emphathica Reports
34%
de usuarios de
smartphones
escanearon un
código QR
90%
de los
consumidores dicen
que confian en
recomendaciones
50%
incrementaron
las ventas
online vía
móviles en 2012
84%
de adultos en US que
han realizado una
transacción en
dispositivo móvil,
reportan un
inconveniente
4. Consumidores están compartiendo sus opiniones entre ellos …
90%
De los consumidores dicen que les
gusta compartir sus experiencias con
las marcas con otros consumidores
81%
Recibe recomendaciones a través de
sitios social antes de su próxima
compra
75%
Son influenciados en su decisión de
compra
1
2
Source: “What’s Your Story: Building Brand Relationships” Survey; Yahoo!/BBDO; October 2011
Source: “Does social media sway online shopping?”; Bloomberg BusinessWeek re: myYearbook online survey of 45,000 users; January 2010
5. … sin embargo el nivel de confianza depende de quien recomienda
B
90%
Confía en
recomendaciones de sus
amigos & familiares
70%
Confía en recomendaciones
de otros consumidores
10%
Confía en recomendaciones de retailers2
1
2
Source: “Global Online Consumer Survey”; Nielsen; July 2010
Source: “Capitalizing on the smarter consumer”; IBM Institute for Business Value; 2011
6. Las expectativas del Chief Executive Customer
Ellos quieren:
Ser reconocidos individualmente
Capacidades de auto servicio simples y
ricas
Una experiencia sin fisuras e integral
Promociones relevantes y a tiempo
Una experiencia post-compra sin fallas
… y lo quieren hoy
6
7. El consumidor inteligente tiene 4 expectativas sobre la experiencia de compra
Conócem
e
Personaliza mis promociones
Conocé mis preferencias de pago, recibos,
etc.
Personaliza el surtido de mi ubicación
Sí rvem
e
Tené los productos que quiero en stock
Provee programas de lealtad con valor
Ten empleados que conozcan los
productos
Proveeme opciones para items que no
esten en el stock
Es cúcham
e
Entendé cómo me conecto
Valora mi feedback de productos y
servicios
Dejame controlar la conversación
D am es t ar en
éj e
Dejame usar la cont rol
tecnología para:
•
•
•
•
Descubrir promociones mientras compro
Comparar precios
Tener más información
Buscar servicios, ayuda, ordenes,
checkout, pagos
8. Las empresas líderes están implementando una visión integrada del comercio
Poniendo al
cliente como
el centro
de sus procesos
comerciales
8
Anticipando
y comunicando
vía dispositivos
móviles y redes
sociales
Aplicando
conocimiento
profundo para
tomar acción
en tiempo real
Optimizando Extiende sus
la compra
basado en
demanda
sistemas para
sincronizar
la cadena de valor
9. Smarter Commerce hace posible que clientes brinden una experiencia omni-canal consistente
Profundizando la Relación con la Marca
Experiencia de
Marca
Confianza
Patrocinio
Ingreso
Optimización de la Excelencia Operativa
Análisis
Planeamiento
Source: IBV Retail 2012 Winning Over the Empowered Consumer Study n= 28527 (global)
Ejecución
Margen
10. … y optimizar la experiencia del consumidor para fortalecer la relación en el
Marketing
Web
Detectar
Necesidad
‘shopping continuum
Social
Investigación
Contact
Center
Compra
Mobile
’
Store
Servicio y
Soporte
Ciclo de vida de la compra
10
Delivery/
Service
Patrocinador
11. Portafolio integrado de IBM Smarter Commerce
ESTRATEGIA DE CADENA DE VALOR Y SERVICIOS
Innovación en modelos de negocios y proposiciones de valor a través de la alineación de marketing, ventas y los
procesos de la cadena de abastecimiento
SOLUCIONES DE NEGOCIO CLAVES Y PROCESOS
COMPRA
MARKET
VENTA
SERVICIO
Cadena de
abastecimiento
inteligente y
optimizada con
anticipación a la
demanda
Mensajes
Personalizados y
relevantes,
promociones y
precios con un
marketing
unificado multichannel
Los clientes y
socios compran
lo que quieren,
cuando quieren,
y donde quieren
Anticiparse al
comportamiento
y entrega de
servicio de
excelencia
Analítica Avanzada
Mejora de la experiencia de cliente agregandole conocimiento a los procesos operacionales con
Business Intelligence & Análisis Predictivo
IBM SmartCloud y Sistemas Optimizados
Ofrece agilidad, integración, y automatización para alcanzar objetivos de negocios relevantes
11
We are here today to talk about Smarter Commerce
Smarter Commerce is a unique approach that increases the value companies generate for their customers, partners and shareholders in a rapidly changing digital world. It is designed to help companies better integrate and more effectively manage their value chain, including buy, market, sell, and service processes to put the customer at the center of decisions and actions leading to greater customer loyalty, revenue / margin growth and agility.
Smarter Commerce is about redefining business in the age of the chief executive customer
Today, we are going to talk about how leaders are providing an exceptional customer journey from awareness to advocacy and driving real business results from greater loyalty to ultimately increased profits.
Mobile and social are changing the way our customers interact with us.
Today’s customer are infinitely smarter. They decide when, where and how the buying process begins and ends.
They are using mobile and social to connect with each other in ways that is reshaping the way business is done.
Look at some of these stats – mobile is becoming dominant platform – and social sites are increasingly getting more of their attention. 90 percent of customers trust word of mouth and recommendations
55% used their smart phones while in a store to compare prices before they made a purchase.Some consumers only go to stores for the ‘showrooming’ of products and services and then buy online later.
And, over 56% want more capabilities for self service.
As a recent IBM Benchmark showed us – the trends are clear:
Increased use of mobile. In November and December 2012, the percent of sales from mobile devices was up 50.66 % from 2011, and traffic from mobile devices was up 59.77%.
And, social media is changing the way that customers interact with us and the global commerce landscape.
Of the total time spent on the internet, 25 percent of time is spent on social sites
No matter what industry you are in - whether you are a B2B or B2C business -- you have a choice – to embrace and capitalize on these changes now and thrive, or to wait and be left behind.
For B2B enterprises – the same customer is doing these things in their retail, banking and media and telecom interactions and expects to have the experience at work with so this applies to all businesses.
Sources:
IBM Benchmark Report 2013 (to be issued at NRF by IBM Press Relations)
Sales from Mobile Devices was up 50.66% in 2012 versus 2011 (2012 – 15.69 % of sales from Mobile Devices versus 10.41 % in 2011)
Traffic from Mobile Devices was up 59.77 % in 2012 versus 2011 (2012 – 21.85 % of traffic from Mobile Devices versus 13.68 % in 2011)
55% of smartphone owners said they’ve used a mobile device to compare prices between retailers. 34% said they’ve scanned a QR code, and 27% have read online reviews from their devices before making purchase decisions.
Emphathica—’Wave 1 2012 Key Trends’ (2012) http://www.empathica.com/consumer-insights/wave-1-2012-key-trends/
Global brands need to think about their consumers in an entirely different way. IBM data shows that mobile shoppers are even more laser focused than their PC-using counterparts: 44% of mobile users will abandon a site if they don’t find what they want on the very first page, versus an overall online rate of just over 37%.
Source: What’s in a Store Anyway – The Rise of the Mobile Shopper
http://asmarterplanet.com/blog/2011/11/what%E2%80%99s-a-store-anyway-the-rise-of-the-mobile-shopper.html
55% of smartphone owners said they’ve used a mobile device to compare prices between retailers. 34% said they’ve scanned a QR code, and 27% have read online reviews from their devices before making purchase decisions.
Emphathica—’Wave 1 2012 Key Trends’ (2012) http://www.empathica.com/consumer-insights/wave-1-2012-key-trends/
84% of US adults who have conducted an online transaction through a mobile device in the last year report experiencing a problem.
Tealeaf—’Tealeaf Mobile Transaction Research Report 2011’ (2011):
63% of online adults are less likely to buy from the same company via other purchase channels if they experienced a problem with a transaction on their mobile phones.
Tealeaf—’Tealeaf Mobile Transaction Research Report 2011’ (2011)
92% of consumers say they trust earned media, such as word-of-mouth and recommendations from friends and family, above all other forms of advertising
Nielsen (Jan 2012)
http://www.nielsen.com/us/en/insights/press-room/2012/nielsen-global-consumers-trust-in-earned-advertising-grows.html
Social media has grown rapidly – today nearly 4 in 5 active Internet users visit social networks and blogs (80%)
Social networks and blogs continue to dominate Americans’ time online, now accounting for nearly a quarter of total time spent on the Internet
Nielsen—The Social Media Report, Q3 2011’
http://www.nielsen.com/content/corporate/us/en/insights/reports-downloads/2011/social-media-report-q3.html
To begin with, 9 out of 10 consumers say that they like to share their opinions about their brand experiences with other consumers.
Of course, the explosive growth of social networks has given consumers more mechanisms than ever to share their experiences and opinions with other consumers.
81% of consumers say that they’ve received advice about an upcoming purchase through a social site, and 74% of them say that that advice influenced their buying decision.
But, the factor that was really the tipping point in emphasizing how retailers’ worlds have changed was the fact that
90% of consumers trust recommendations from friends and family.
70% trust the recommendations of other consumers.
But, only 10% trust the recommendations of retailers. Clearly, these conditions require a departure from “business as usual”.
80% of CEOs think they deliver a superior customer experience …
But only 8% of their customers agree
And, their expectations are soaring …they want more self-service and engage when you get personal. They expect you to know them, what they want and like
They are using smart phones, tablets and computers at home, at work or on the go – and want a seamless and integrated experience across all channels all the time.
Then there are the digital natives (the 13-19 year olds) who want you to provide a forum of like minded buyers for them to share ideas and experiences.
And, the new generation are willing to share details on themselves and their preferences in exchange for highly personalized relationships.
In a recent Consumer Advocacy study conducted by IBM – these digital natives - over 60% of them chose the post-purchase experience as more important than the pre-purchase experience in forming a lasting opinion of a retailer (64 versus 36 percent).
Every interaction is critical from awareness to advocacy and earning a customers loyalty requires organizations to rethink how they run their business.
All customers expectations are high, and they want an exceptional experience or they will go elsewhere.
Not only are customer interactions changing, their expectation of service, through out the customer life cycle has never been higher, if there expectations are not met, then will leave.
We have learned by working with thousands of engagements – including 2000 leading brand name companies – you need an integrated approach to commerce.
This starts when you put the customer at the center of your business
And drive flawless customer service across all customer interactions and anticipates their behavior and take action to keep them loyal
Anticipate and deliver in a social and mobile environment
Enabling customers and partners to shop, exchange information, and collaborate across all touch points, spanning human, digital, social,
and mobile – all optimized according to their preferences
Apply deep insights to take action in real-time
Using customer insight - deep insights about customers and prospects – gleaned from a combination of implied and explicit behavior across offline and online channels – to deliver timely and personalized engagement across all channels and touch points
Optimize sourcing and procurement based on customer demand
Optimizing supplier and partner interactions based on changes in shopping/buying behavior across the supply chain
and reconsiders partner roles and relationships to generate new and differentiating customer value
Integrate and extend core processes and systems to synchronize your value chain
A very important point here is that this is not about rip and replace – we help customers evolve and accelerate their journey based on business objectives. IBM solutions enhance current processes, support heterogeneous and complex multi-enterprise environments and extend their value. A Smarter Commerce approach enables our customers to leverage and extend existing investments and get started where and when they want to focus; there are multiple entry-points for customers and it is not an all or nothing offering.
We call this approach Smarter Commerce…i.e., deepening the brand relationship to create trust, promote advocacy, and, ultimately, increase spend.
But, there’s a second key dynamic to a Smarter Commerce strategy… Focusing on operational excellence to ensure that you deliver a consistent brand experience.
But, this focus has a second benefit, and that’s the ability to deliver improved efficiencies that improve profitability.
This starts with leveraging analytics to better understand your own business performance while at the same time monitoring the type of brand experience that you’re delivering to your customers.
These actionable insights are, then, applied to the planning process to improve execution, drive increased profitability, and ensure a consistent experience that deepens the brand relationship, engenders increased trust, and spawns brand advocacy. In this way, Smarter Commerce drives profitable growth…through improved profitability and increased spend.
And so, a new vantage point emerges…a view of all your customers’ interactions with your brand as seen through her eyes…a view that highlights all opportunities to improve that brand experience in such a way that it deepens the relationship your customers have with you, and therefore, their loyalty to your brand.
IBM’s integrated portfolio for Smarter Commerce
Value chain strategy and services —From a strategic level, smarter commerce informs your organization’s approach to its entire value chain.
It aligns the business model with customer needs, reorienting internal innovation, supply chain management and more. It builds an agile
business designed to serve ever-changing customers and marketplace conditions.
Core business solutions—At a tactical level, these solutions address various aspects of your company’s commerce lifecycle. Each not only creates customer
value in its own right but also integrates with other IBM solutions. To help accelerate the transformation to smarter commerce, these solutions can also use cloud
computing technologies.
Advanced analytics—Across the enterprise, the collection and analysis of data helps your organization focus on the changing needs of its customers. Analytics
extracts actionable insight from sales, store operations, social media, customer loyalty programs and more.
IBM SMartCloud and Workload Optimized Systems—Running an efficient enterprise means running an agile enterprise. Optimizing
systems, integrating operations and automating processes allows your organization to focus on what it must do best: serve the customer.