Drive consistent revenue through connected CPQ and B2B Commerce

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Drive consistent revenue through connected
Docmation 2021
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Overview
The key initiative for enterprise digital
transformation is digital commerce. B2B commerce
is booming thanks to cloud-first strategies,
tailored user experiences, support for
multi-tier distribution selling, enhanced CPQ
(configure, price, quote) systems, and
omni-channel support. By 2021, the B2B ecommerce
market is expected to reach 1.2 trillion due to
the rising need for a more comprehensive,
one-stop- shop experience with faster time to
market.
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Businesses who want to get the most out of their
B2B commerce initiatives should keep an eye on
these industry trends.
Cloud-based B2B ecommerce systems have the need
and the potential to create online experiences
that compete with B2C across every device and
channel, but only a handful are putting in the
effort to attain those levels of customer
experience.
Customer experience is so important that Gartner
predicts that 70 of ecommerce will shift away
from B2C and B2B models and toward models that
focus on the individual customer experience.
Legacy CPQ systems were not designed with
ecommerce and digital in mindtherefore, next-
generation CPQ solutions are also
required. Investment and/or reinvestment in
contemporary CPQ (Configure Price Quote) systems
will assist B2B ecommerce platforms.
Some of these solutions also aid in guided
selling, allowing customers to evaluate various
features and costs in order to make the best
selection. Considering a CPQ system for a B2B
platform might be a game changer.
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Almost half of B2B purchasers use the same app
for both work-related and personal buying.
According to the survey, 68 of customers
anticipate the aforementioned information
consistency.
Omni-channel also refers to how customers engage
with manufacturers and distributors. This will
provide for greater inventory management and
order tracking transparency. Integrating digital
capabilities into each business channel is
critical for achieving Omni-channel capabilities.
Businesses who want to get the most out of their
B2B commerce initiatives should keep an eye on
these industry trends.
When there are better experiences to pick from,
B2B customers will not acclimate to the unwelcome
complexity of traditional procurement. As a
result, there is an opportunity to create
solutions that fundamentally alter how customers
interact.
The experience can be customised around
providing a personalised catalogue or developing
a specific volume-based pricing, implementing
specific discounts and bulk order offers,
displaying content relevant to their industry,
and also providing an invoice that will work
better with the customers accounts team.
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CPQ B2B Commerce Cloud Connector Right
solution, right time
The Salesforce Labs CPQ B2B Commerce Cloud
Connector is an unmanaged package that allows
customers of both B2B Commerce and CPQ to build
or create features that will sync items, pricing,
quotation requests, and order history across
both clouds. The CPQ B2B Commerce Cloud Connector
elevates automated operations by leveraging a
single data model and pricing engine. Lets take
a closer look at a few of the benefits
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Synchronisation of products and pricing
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By linking CPQ and B2B Commerce Cloud, you can
minimize duplicate master data management
between ecommerce and direct sales
channels. When modifications are made to the
product catalogue or price book, they are
instantly synchronized with Salesforce CPQ,
Salesforce Billing, and B2B Commerce.
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Customer experience
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The interface is completely transparent to
customers since it enables them to view your
product portfolio online in B2B Commerce and
quickly obtain a quote from Sales via CPQ. This
simplifies the purchasing procedure for the
customer and considerably speeds up the sales
process.
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Uniformity of pricing
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Negotiated or contractual rates in CPQ are
automatically mirrored in B2B Commerce. This
guarantees that when reordering from B2B
commerce against an order already made in CPQ,
the customer always receives the correct pricing.
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Unified orders
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Some customers will purchase through multiple
channels, such as purchasing some items through
direct sales and placing online purchase orders
in B2B Commerce. Customers can obtain a
consolidated invoice with Salesforce Billing by
integrating B2B Commerce and CPQ.
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