Tendencias Ecommerce B2B 2019 - Pablo Renaud - Evento #EcommB2B

1. #ecommB2B

2. QUÉ OS VOY A CONTAR #ecommB2B | Pablo Renaud

3. QUÉ OS VOY A CONTAR CONTEXTO / OPORTUNIDADES TENDENCIAS EJEMPLOS CONCLUSIONES #ecommB2B | Pablo Renaud

4. TEST DE CONOCIMIENTOS

5. #ecommB2B | Pablo Renaud

6. #ecommB2B | Pablo Renaud EVOLUCIÓN

7. #ecommB2B | Pablo Renaud EVOLUCIÓN 2000

8. #ecommB2B | Pablo Renaud EVOLUCIÓN 2019

9. #ecommB2B | Pablo Renaud EVOLUCIÓN 2000 2019 Mi primer proyecto ecommerce B2B

10. #ecommB2B | Pablo Renaud EVOLUCIÓN 2000 2019 DIA D 6 MAR 2000 Mi primer proyecto ecommerce B2B SECTOR FARMA

11. #ecommB2B | Pablo Renaud EVOLUCIÓN 2000 2019 DIA D 6 MAR 2000 DIA D+1 CIERRE DEL PROYECTO

12. EVOLUCIÓN 2000 2019

14. #ecommB2B | Pablo Renaudhttps://www.ebolution.com

15. ¿PREGUNTAS? •Ronda de Q&A •Usar #ecommB2B  Mesa redonda #ecommB2B | Pablo Renaud

16. B2C B2B Un comprador Un conjunto de decisores Precios fijos * Precios para cada cliente Pago al momento Esquemas complejos de pago, crédito Stock disponible, rápido Planificación de suministro Compras de baja frecuencia Compra recurrente, planificada Poca fidelidad Relaciones a largo plazo Impulso, gusto, deseo Parte del trabajo El consumidor es el que compra Acuerdos entre empresas, múltiples roles Proceso de pedido simple Proceso de pedido complejo Catálogos simples Catálogos amplios/complejos

17. Statista. Global B2B e-commerce gross merchandise volume (GMV) from 2013 to 2017, by region (in billion U.S. dollars). Accessed February 6, 2019. Available from https://www.statista.com/statistics/705614/global-b2b-e-commerce-gmv-región/

19. #ecommB2B | Pablo Renaud 9.7% 10.4% 11% 11.5% 12% 12.6% 13.1% 0.0% 2.0% 4.0% 6.0% 8.0% 10.0% 12.0% 14.0% 2015 2016* 2017* 2018* 2019* 2020* 2021* Shareofsales E-commerce share of total B2B sales in the United States from 2015 to 2021 Share of U.S. B2B sales via e-commerce 2016-2021

20. #ecommB2B | Pablo Renaud 84% 16% 79% 21% 0.0% 10.0% 20.0% 30.0% 40.0% 50.0% 60.0% 70.0% 80.0% 90.0% Yes No Shareofrespondents Distributors Manufacturers B2B professionals in the United States who expect to spend more on e-commerce in 2019 U.S. B2B professionals who expect to spend more on e-commerce in 2019

21. #ecommB2B | Pablo Renaud 2.7% 59.5% 29.7% 2.7% 5.4% 0.0% 10.0% 20.0% 30.0% 40.0% 50.0% 60.0% 70.0% 0-1 2-3 4-7 8-10 More than 10 Shareofrespondents Number of B2B sites researched prior to making a purchase according to B2B buyers in the United States as of 1st quarter 2018 B2B sites researched prior to purchasing according to U.S. buyers 2018

22. #ecommB2B | Pablo Renaud 27.3% 9.1% 0% 9.1% 0% 0% 9.1% 0% 18.2% 27.3% 0.0% 5.0% 10.0% 15.0% 20.0% 25.0% 30.0% 1-10% 11-20% 21-30% 31-40% 41-50% 51-60% 61-70% 71-80% 81-90% 91-100% PercentageofsalesWhat percentage of sales do you currently transact through your e-commerce channel? Share of U.S. B2B sales transacted through e-commerce channel 2017

23. OBJECIÓN BAH, ESO SON DATOS DE EEUU

24. #ecommB2B | Pablo Renaud 35% 20% 15% 30% 0.0% 5.0% 10.0% 15.0% 20.0% 25.0% 30.0% 35.0% 40.0% Six months or less 6 months to 1 year 1 year to 2 years No plans to launch Share of respondents How soon will manufacturers in the United States without a B2B website build one? Plans for B2B e-commerce website according to U.S. manufacturers 2018

25. #ecommB2B | Pablo Renaud 78.4% 36.5% 28.4% 24.3% 16.6% 0.0% 10.0% 20.0% 30.0% 40.0% 50.0% 60.0% 70.0% 80.0% 90.0% Amazon Business Alibaba ThomasNet Global sources Wholesale Central Share of respondents B2B marketplaces used to research and purchase B2B products according to corporate buyers in the United States as of June 2018 Marketplaces used by U.S. B2B buyers to research & purchase products 2018

28. #ecommB2B | Pablo Renaud https://www.thomasnet.com/

30. #ecommB2B | Pablo Renaud FABRICANTES CHINOS VERIFICADOS

32. https://info.mirakl.com/the-next-generation-of-b2b-buying

33. #ecommB2B | Pablo Renaud Consolidación de marketplaces B2B verticales *Canales indirectos TENDENCIAS

34. #ecommB2B | Pablo Renaud TENDENCIAS Frente a los grandes marketplaces generalistas, aparecen los marketplaces verticales B2B, impulsados por los diferentes actores de la cadena de valor de la distribución.

35. #ecommB2B | Pablo Renaud TENDENCIAS

36. #ecommB2B | Pablo Renaud TENDENCIAS #ecommB2B | Pablo Renaud TENDENCIAS

40. https://www.mirakl.com/conrad-marketplace

44. #ecommB2B | Pablo Renaud Personalización para mejorar la experiencia TENDENCIAS

48. #ecommB2B | Pablo Renaud TENDENCIAS https://www.toolstop.co.uk

55. #ecommB2B | Pablo Renaud La irrupción del smartphone en el ecommerce B2B TENDENCIAS

60. https://www.ebolution.com/beer-and-food-desarrollo-ecommerce/

61. https://es.slideshare.net/PabloRenaud/ecommerce-b2b-informe-de-tendencias-20182019

62. #ecommB2B | Pablo Renaud Nos vamos a la nube: Se impondrán las plataformas B2B en cloud TENDENCIAS

64. #ecommB2B | Pablo Renaud TENDENCIAS Rapidez de adaptación a las necesidades y al crecimiento Obtención de las mejores prácticas, prevención de desastres Control de los costes, escalabilidad, actualización “automática” Se impondrán las plataformas B2B en cloud

65. #ecommB2B | Pablo Renaud La omnicanalidad se impondrá también en B2B TENDENCIAS

68. TRANSFORMACIÓN A MARKETPLACE

69. #ecommB2B | Pablo Renaud EJEMPLOS https://easysparesmarketplace.siemens.com

70. #ecommB2B | Pablo Renaud EJEMPLOS

71. VERTICALIZACIÓN

72. #ecommB2B | Pablo Renaud TENDENCIAS •Alibaba – Launched in 1999, this Chinese-company serves millions of buyers and suppliers globally. •ThomasNet – Leading online platform for B2B seller discovery and product sourcing with over 500,000 suppliers •IndiaMart – India’s largest B2B marketplace with over 3.5 buyers and a selling model similar to Alibaba. •eWorldTrade – This US-based platform is the world’s fastest growing B2B portal and services more than 220 countries. •TradeIndia – India’s second largest marketplace with over 3 million registered users. •DHGate – Online marketplace for wholesale consumer products with about 1.2 million sellers globally and 10 million buyers. •Amazon Business – Specific B2B portal for Professional Sellers to reach business customers on Amazon. •FGM Vendors – Online wholesale marketplaces that operates like an online tradeshow. •Wholesale Central – Largest wholesale directory of active wholesalers and wholesale products since 1996. •Joor – Largest wholesale marketplace for fashion with 155,000 retailers and 1,500 brands, •Global Sources – A B2B media company that is a primary facilitator of trade with Greater China using English- language media. They have more than 1.5 million

73. #ecommB2B | Pablo Renaud EJEMPLOS https://www.mercateo.es

74. CANAL DE RELACIÓN CON EL CLIENTE

75. #ecommB2B | Pablo Renaud EJEMPLOS

76. RESUMEN •Verticalización de marketplaces •Foco en la personalización de la experiencia •Foco indiscutible en el smartphone •Migración a la nube de las platformas B2B •La omnicanalidad también se impondrá en B2B #ecommB2B | Pablo Renaud

77. #ecommB2B | Pablo Renaud Muchas gracias Pablo Renaud pablo@renaud.es https://www.renaud.es/