Jumpstart digital business transformation in manufacturing with online, B2B marketplaces that exceed customer expectations. Hear how an SaaS-based online marketplace, Mirakl, and SAP Hybris solutions work together to drive conversion while maximizing channels.

1. PUBLIC
David Koenig, SAP Hybris (SAP)
Tobias Johansson,Mirakl
Kelly Gow, Mirakl
October18,2017
Win with B2B Marketplaces

2. 2PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Why Marketplaces?
The Mirakl Solution
Demonstration
Agenda

3. 3PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
“We’re not moving from an ‘old’ business to a
‘new’ business. We’re moving to a bigger
business.”
– Mark Fields, CEO, Ford
Expanding Business Models

4. 4PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
By the numbers – the opportunity is real
B2B buyers would be
willing to pay slightly
more to buy directly from
the brand that
manufactures the
product.
Source: Forrester/Internet Retailer Q4 2017
Global B2B Buy-Side Survey
B2B buyers prefer to buy
directly from the brand
that manufactures the
product versus a
distributor that sells it.
Source: Forrester/Internet Retailer Q4 2017
Global B2B Buy-Side Survey
43% 20%

5. 5PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Manufacturers are embracing direct-to-
consumer relationships, but progress is slow:
§ A majority of manufacturers are selling through
third-party marketplaces or channel partners.
§ Many lack confidence managing the buy flow.
§ Firms running direct online marketplaces are
getting results and mitigating channel conflict.
Manufacturers are just beginning
to look at marketplaces
Findings from Forrester Research, 2017

6. 6PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
B2B firms have always had to struggle with
channel conflict.
Direct online marketplaces mitigate channel
conflict by:
§ Reducing friction for customers
§ Creating a bigger pie for everyone
Marketplaces help mitigate
channel conflict
Findings from Forrester Research, 2017

7. 7PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Experience Management
Data management(for example,product,customer)and analytics
Commerce
ServiceMarketing Sales Revenue
SAP Hybris and Mirakl solutions
Integration in SAP Hybris solutions to present your channel partners with marketplaces
Extensions
Process managementand integration
Machinelearning,artificialintelligence,and the Internetof Things
Mirakl and SAP Hybris Commerce running together
Mirakl

8. I need a Mirakl …

9. “What Mirakl doesn’tknow
about Marketplaces isn’t worth
knowing. Mirakl is becoming the
standard for all retailers.”
Unparalleled
expertise „
Nina Morris
Marketplace Director
140+
customers „
Proven
technology „
“Mirakl’s technologyand
people made them the obvious
choice for an iconic brand like
HPE.”
Martin Rhode
VP, eCommerce
Mirakl is the leading
marketplace
platform provider

10. Why Mirakl for B2B
manufacturers and
distributors?
New threats are here
$1Bn
GMV in 2015
20%
MoM growth
$394
billion GMV

11. HP Enterprise
Small
Business Marketplace
Problem: How can we
go direct without
channel conflict?

12. HP had a
choice.
Marketplace: the
right choice
Where to Buy:
Current HPE State
“Do Nothing”
Direct: HPE.com
“Alienate Channel”
HPE Marketplace
“Silver Bullet”
CostEfficiency
Improved Customer
Experience
Increased Conversion
Partner Adoption
Reduced Friction
Channel Conflict
Focus on solution selling and
brand vision, not just products „
Facilitate partner handoff
to maintain channel equity „
Increase conversions and
gain valuable customer insight „

13. Thank you.
Contact information:
David Koenig
Industry Principal
david.koenig@sap.com
Tobias Johansson
Head of Sales
tobias.johansson@mirakl.com
Kelly Gow
Head of ISV partnerships
kelly.gow@mirakl.com