More. Creating value and instigating change. Finally, multiple siloed legacy systems meant that the sales and service teams did not have a 360-degree view of the customer, leading to disconnected and ineffective customer interactions. They offer turn-key and tailored services in global material distribution, materials management, and supply chain management. The plan was to carefully analyze data and build algorithms to improve materials deployment. © 2017 - 2020 PwC. THINK ACT The digital rntnse fr omo calec 3 The digital transformation of capital goods and soft-ware (in B2B business) is in full swing. The company prides itself on its quality, innovation and customer-centricity. Case study: Building a customer-centric B2B organization A Chinese steel manufacturer systematically transformed its operations to be customer-centric—and in the process, improved its bottom line. We were able to help implement what the client needed, differentiating the client from its competitors in the process, and ultimately resulting in a successful customer-centric transformation.”, Getting it done: award-winning innovation and customer experience. 7 … Additional IDC research suggests that 75% of large manufacturers are already updating their operations with innovative technologies. Here are five digital transformation case studies wherein organizations filled the gaps in their operational performance, created greater value for their customers, and improved revenues with the power of data and advanced analytics platforms. Manufacturers are creating value through operational effectiveness and product innovation by: As technology revolutionizes manufacturing, both industry leaders and small players find competitive advantages in their niches. Making it happen: How PwC innovated with Salesforce B2B Commerce to deliver a custom solution for the client. A new study of 170 senior B2B transformation leaders and C-suite executives by Altimeter@Prophet reveals that a given B2B company’s Covid-19 response and their level of digital maturity are the most important drivers of their digital investment priorities, ways of working and initiatives in 2020. More. Consolidation of two or more shipments with a similar delivery location into a single truck. Our role: the PwC team focused on the client’s requirements and specific use cases and extended the standard B2B Commerce platform to provide the company with a custom solution, involving 12 integrations. In manufacturing, technology has the power to be a disruptive force for an entire industry. For many industries, digital transformation isn’t only about reducing costs and increasing efficiencies, it’s also about embracing an agile mindset and maximizing revenue through unique competitive advantages. Get the guide. The client didn’t know what Salesforce’s B2B Commerce could or couldn’t do. offered everything they needed, including a customizable product matrix and a one-step checkout and still allowed Samuel Hubbard to retain Magento for their B2C channel. Additional IDC research suggests that 75% of large manufacturers are already updating their operations with innovative technologies. The Complete Transformation from Offline to Online Magento Implementation of a B2B Platform – a Case Study. IDC estimates that digital transformation spending will approach $7.4 trillion in 2023, and the majority of that spend will be in the manufacturing sector. Would you like to continue? Join businesses just like yours that successfully completed their digital transformation in the manufacturing industry: Leave your comment. Digital Transformation Is the Way to Pricing Excellence. In order to manage their pricing schemes, catalogs, and rich content, Saltworks invested heavily in costly add-ons to their legacy eCommerce platform. It identifies supplying locations for each customer, taking into account all relevant data. €100 MLN as a result of digital transformation - read TIM case study - complete digital transformation from off-line business to a profitable B2B eCommerce , Saltworks operates both B2B and B2C websites from a single source of truth. BAE Systems wanted to leverage augmented reality technology to improve the quality of the finished product, increase assembly speed, and achieve industry compliance.Â. Services: CommerceNext, Salesforce, Digital. Services Innovate Design Transform Run Solutions Digital Signage E-Business Multi Store PIM Print Publisher Procurement Sales APP B2B Sales Route Planner Website Framework & Modules Technology Partner B2B Suite Software Manufacturer Operating Concept Terraforming TestBots Databases Module Overview Success … Digital Transformation Case Study 1. The company’s legacy portal was view-only and did not allow customers to place an order or track a shipment. Please see www.pwc.com/structure for further details. By comparison, Stanley Black & Decker compressed a four-year digital transformation plan into a single quarter, and made it possible for B2B customers to place bulk orders in seconds using only their smartphone. Its self-learning algorithms provide recommendations on stock levels and machinery maintenance models, including malfunction warnings. In addition, they can analyze and track both B2B and B2C sales from a single admin panel. The work our team did to extend and customize Salesforce’s B2B Commerce solution for our client enabled PwC to develop our CommerceNext accelerator for use with other clients with similar challenges, and resulted in PwC being presented with the 2019 Salesforce Partner Innovation award. A technology company saves $330 million in revenue With the rise of personal computers in the 1980s, companies started going through digital transformations to improve their products/services and reduce costs. Each of these capabilities represented extensive innovation by PwC to extend the B2B Commerce platform. Transforming customer experience with ERP, CRM, and eCommerceÂ. Organizing for a Digital World . In this post, we wil feature case studies in the areas of content marketing, social media marketingm social CRM, social selling, LinkedIn marketing, and webinars. This case study shows how we managed to reach 100.000.000 EUR of online revenue, within only 3 quarters last year. Here we go: CONTENT MARKETING . That freshness was a good thing, and made all the difference to the project. If you are in manufacturing, chances are these companies are your competitors.Â. The team came into the engagement fresh, with no preconceived notions. Follow Published on Feb 26, 2016. … Awards case study: How KPMG influenced £35 million in new business by blending digital and offline media . This spotlight focuses on specific findings and considerations for B2B enterprises. Digital Sales Transformation. You just might find the inspiration you need to start your own digital transformation. The company only knew what it needed to do for its customers. B2B Digital Transformation - Case Study 5,449 views. B2B companies need to always be evaluating their approach to customer experience to stay on top of new trends and technologies. Sales teams needed to be focused on generating leads, reaching quotas, and engaging with customers. Click here to download the Digital Sales Transformation white paper. The portal capabilities we helped to implement included: Modular homepage components that render a customer-specific price catalog, featured products and news and transactional information based on enhanced, custom “effective account” assignment band price list and account group associations. Nothing builds trust and morale like a successful digital transformation case study. Industry: Industrial products They sourced HoloLens smart glasses from Microsoft and utilized. TKMS needed to fully utilize data insights through algorithms. Published in: Business. You must be logged in first. But so far, only one in three companies has deployed digital solutions at scale. Today, Samuel Hubbard shows no signs of slowing down. The pandemic accelerated digital transformation in general, but many companies still waited to take decisive action. Its. Improving the overall customer experience, offering more user-friendly B2B purchasing, and harmonizing their B2B and B2C data were additional goals. Learn about the latest thinking, tactics and technologies to keep pace with the leaders in digital advertising. This meant that customers needed to rely directly on sales personnel for inquiries into order and service status, cutting into sales efficiency. Before you start drafting a digital transformation roadmap for manufacturing, you must get everyone in your company on board. Roadmap for B2B digital transformation. How to adjust the operating model and revive stalled digital efforts. Deploying augmented reality to optimize factory operations, improve quality control, and reduce energy consumption. Start adding content to your list by clicking on the star icon included in each card, Client: US industrial products manufacturer Alfred recommends which physical sites should be expanded and the sites to close down and identified material substitutions that assist with contract negotiations and bundling. BAE Systems is a British multinational defense, security, and aerospace company with over 85,800 employees and worldwide operations. Saltworks also added site functions such as a button for customer purchases through Amazon Seller Accounts. Platforms such as OroCommerce help manufacturers of all sizes to offer customer experiences that stand out from the competition. They are one of the largest defense contractors in Europe and one of the largest suppliers to the U.S. Department of Defense, as well as the Australian, Indian and Saudi Arabian militaries. As their production speed increased, BAE wanted to equip line workers with augmented reality glasses to reduce training periods. In addition, they can analyze and track both B2B and B2C sales from a single admin panel. The team wanted to make sure they were completely aligned with what the client was looking for in the next generation portal. The company generates over $4 billion in revenue, and sells its products by the truckload (literally). If you’ve been sitting on the sidelines, unsure if a digital transformation is right for your company, take a look at how others are successfully utilizing technologies in these manufacturing digital transformation case studies below. Digital leaders in B2B achieve up to five times the revenue growth and up to eight times the EBIT (earnings before interest and taxes) growth of their peers (Exhibit 1). When combined with our back-end modernization work, the results have been impressive: Within the first 30 days the portal produced over 7,000 logins, driving $17 million in revenue; the client had expected 200 logins and $200,000 in revenue, A significant rise in customer satisfaction. Implementation involved a complete overhaul of their eCommerce systems and only took 6 months. Self-service notification preferences to track key milestones for orders, invoices, quotes, deliveries and price changes. This required human intervention on over 85% of all orders, which was error-prone and led to delays in order processing. B2B leaders are using a Radar 360 Strategy approach to bring doers and dreamers together. We mentioned at the very start of this article that, whilst digital transformation was already on the minds of B2B business leaders, the events of 2020 forced the hand of many brands to start the digital transformation process earlier than expected. Learn how B2B companies have transformed their sales teams to thrive through change. Alfred helps employees with key tasks such as assigning materials to each industry, identifying the best transport route, and recognizing the needs of individual locations. Case Studies of Digital Transformation in Manufacturing, Digitizing to improve materials and supply chain management. You must be logged in first. If you want to be a customer-focused company, you need flexible B2B-specific digital commerce for manufacturers. Digital-ready B2B brands are more resilient and confident about their future prospects. As they looked to improve their B2B capabilities, Saltworks considered platforms such as BigCommerce, WooCommerce, and Magento 2. Share; Like; Download ... Divante. Saltworks also added site functions such as a button for customer purchases through Amazon Seller Accounts. While earlier B2B digital transformations … Most B2C and B2B consumers all start their purchasing process digitally, before you ever see the whites of their eyes or hear their voice on the telephone. Since its original deployment, Alfred has been updated with the domain knowledge and expertise necessary to bring about improvements in TKMS target areas.Â. Their products are imported from over 14 countries and processed for wholesale, bulk, and retail markets. A few months after launch, they inventoried 4,500 SKUs and realized an increase of $32,000 in B2B orders per month. Their products are manufactured and sold around the world. The study, “Digital Transformation In The Age Of The Customer,” explored the hypotheses that firms are confused about what constitutes digital transformation (an d who should drive it) and that many firms don’t have the required skills to transform into digitally mature organizations. 2. Integrations with ancillary systems (Oracle, PIM, transportation management, etc.) , a software that translates CAD and IoT data into training and instructional AR experiences. TKMS processes over 2 million orders per year for 250,000 customers worldwide. It projects in virtual reality a 3D model of the right battery components with real-time instructions and drag-and-drop functionality to help workers assemble complex products without sacrificing quality. Huawei hardly talked about its business operations and transformation by themselves. That is, if you want to. platforms to automate sales, streamline interactions with their customers and partners, and ultimately increase sales. For example, TKMS needed to optimize transportation costs and deliver stock without sacrificing service levels. Digitisation is rapidly changing B2B businesses and it is crucial that companies transform and respond to these challenges. Work; Products; People; Blog; Contact; Your challenge . Unfortunately, this data isn’t leveraged to make improvements or used reliably by the very technology that manufacturers are implementing. The PwC team focused on the client’s requirements and specific use cases and extended the standard B2B Commerce platform to provide the company with a custom solution, involving 12 integrations (such as Oracle, PIM and Transplace). ADP: Developed a content marketing campaign to connect and engage with their … 5. Utilizing machine learning to offer insight into end-to-end processes, optimizing supply chains, and continuously monitoring production activity in real-time. This was highly complex and involved the migration of functionality from the mainframe and other systems over to Oracle EBS. Salesforce B2B Commerce solution Driving innovation: an iconic industrial products manufacturer creates a powerful B2B commerce experience . Samuel Hubbard utilized Magento for B2C sales but quickly realized they needed to seamlessly integrate the B2C and B2B while using a unified CRM. A new platform and website later, the Saltworks store went live. Successful manufacturers are undergoing a digital transformation that shakes up the status quo and implements new ways of processing data in a timely, useful fashion. For the vast majority of businesses, demonstrating effectiveness and proving ROI is the most difficult aspect of a digital transformation project, even with metrics in place. To address these issues, the company’s Chief Customer Officer and CIO jointly embarked on an Order-to-Cash transformation with PwC, beginning with the modernization of their back-end capabilities. PwC focused initially on developing the client’s use cases and requirements, and on assessing the functionality of the legacy portal to establish a baseline. We collect cookie information with a goal to provide you with the best user experience. is our priority. Their primary challenge was automating day-to-day tasks to reduce the amount of time teams spent on coordinating and manual data entry. As this activity was nearing completion, the company turned its focus to replacing its legacy customer portal, and brought in another team from PwC to help implement a new customer self-service platform from Salesforce that could handle full-spectrum ordering and customer service. By the year 2016, the … THE STATE OF. . If you are in manufacturing, chances are these companies are your competitors.  If you’ve been sitting on the sidelines, unsure if a digital transformation is right for your company, take a look at how others are successfully utilizing technologies in these manufacturing digital transformation case studies below. All rights reserved. Over time, it found that legacy systems and processes were standing in the way of meeting customer expectations, and were inconsistent with the brand. First, the backend system was running on an aging mainframe that needed to be replaced. By investing in a platform that prioritized customer experience, Samuel Hubbard increased sales. Leading B2B company Air Liquide, similarly, has found great value in embracing the customer-centricity thought process. Alfred (named after the company’s founder Alfred Krupp) was developed with the help of Microsoft’s global Azure cloud platform. TKMS processes over 2 million orders per year for 250,000 customers worldwide. “I realize that with my analytics transformation, I’ve been tossing around pebbles, but no rock,” the CEO of a global corporation admits. If you need convincing, here are 32 B2B digital marketing case studies that prove the potental ROI. Alfred’s decision engine accelerated decision-making processes. Page 8. They sourced HoloLens smart glasses from Microsoft and utilized PTC’s Vuforia Studio, a software that translates CAD and IoT data into training and instructional AR experiences. The result was Alfred, an AI solution developed in-house in 2018. Read Oro Inc.’s Cookie policy. Learn how digital transformation … This commitment stretched through numerous phases. Unifying B2C and B2B sales with one platform. By using this website, you agree to our use of cookies. “Working with the client, our team was the first to tailor this solution for a variety of B2B use cases. Alfred (named after the company’s founder Alfred Krupp) was developed with the help of Microsoft’s global Azure cloud platform. is the largest material distributor and service provider in the western world. Microsoft was retained for hardware and digital infrastructure and PTC provided the software solution and ongoing support to help scale operations. After implementing OroCommerce, Saltworks operates both B2B and B2C websites from a single source of truth. Samuel Hubbard utilized their B2C data from Magento and integrated it with OroCRM while implementing OroCommerce for their B2B portal. The study, “Digital Transformation In The Age Of The Customer,” explored the hypotheses that firms are confused about what constitutes digital transformation (an d who should drive it) and that many firms don’t have the required skills to transform into digitally mature organizations. They offer turn-key and tailored services in global material distribution, materials management, and supply chain management. Prove its ROI. For example, most incoming orders came in over the phone or via email. None of this had been done before by anyone in the industry. Read the full Rubik’s case study. Creation of a seamless shopping cart experience by reducing the number of standard checkout steps from five down to two. OroCommerce offered everything they needed, including a customizable product matrix and a one-step checkout and still allowed Samuel Hubbard to retain Magento for their B2C channel. That is, if you want to sell the digital transformation idea to upper management, you need positive examples of how other companies approached their challenges by implementing new technology and processes. B2B eCommerce Tips & Trends Oro Team IDC estimates that digital transformation spending will approach $7.4 trillion in 2023, and the majority of that spend will be in the manufacturing sector. PTC designed the software to offer correct modelling of battery assembly instructions on a step-by-step, color-coded basis to maximize efficiency and minimize errors. A key task was to optimize specific problem areas involving network simulations. Integrating their manufacturing network with tools such as ERP, PIM, eProcurement, eCommerce, and CRM for deeper bonds with customers. Digital Transformation for Manufacturing 1. of the B2B providers examined in our study do not give their customers the option of placing orders online. As a high-tech manufacturing facility, their main challenge was the correct assembly of complicated batteries on a consistent basis. Digital transformation case study. The improved B2B and B2C storefront experience and a singular admin panel for back-office staff enabled Saltworks to streamline operations and grow sales. Robert Henderson . Each member firm is a separate legal entity. Alfred recommends which physical sites should be expanded and the sites to close down and identified material substitutions that assist with contract negotiations and bundling. Successful manufacturers are undergoing a digital transformation that shakes up the status quo and implements new ways of processing data in a timely, useful fashion. If rethinking operating models, adopting new principles, and increasing efficiencies is creating digital fatigue, rely on the services of a, If you want to be a customer-focused company, you need flexible B2B-specific, [Updated] Effects of COVID-19 on Business: Reopening, Lockdowns in B2B Commerce, 8 Fantastic Examples of eCommerce Marketing During COVID-19, OroCommerce Named Niche Player in Gartner’s 2020 Magic Quadrant for Digital Commerce. This increases data integrity and allows for accurate and reliable syncing to their CRM and ERP systems. In manufacturing, technology has the power to be a disruptive force for an entire industry. Samuel Hubbard utilized Magento for B2C sales but quickly realized they needed to seamlessly integrate the B2C and B2B while using a unified CRM. B2B case studies Creative. What they needed was the functionality to cater to their B2C channel while simultaneously offering a tailored B2B experience that differentiated them in a competitive market. Digital Transformation. Today, Samuel Hubbard is famous for its line of sport, casual, and dress shoes. Consumers are ignoring ads with ad blockers, brand loyalty has declined, industry disruption is the norm, and the … With its transition to focus entirely on the B2B sector well documented, Martin Collins Gaming Innovation Group’s director or business development, looks at the important factors in embracing digital and retail to online strategies, with a SkyCity Entertainment Group case study also documented. Torsten Lichtenau: Stepping Stones to a Digital Transformation. to facilitate accurate pricing and product availability information, as well as a holistic view of invoices, credit and debit, product price book, quote usage and product complaints cases. Planning for the Future with HP. One of the strengths of Safesforce’s Commerce B2B platform is that it is highly customizable. You just might find the inspiration you need to start your own digital transformation. Second, front-end sales and service-related applications and processes were woefully inadequate and negatively impacting customer experience. They now had a 360-degree view of all customers. Based on the feedback collected from hundreds of B2B companies, IDC has prepared a thorough report on the typical challenges that B2B businesses encounter when digitizing their commerce operations. Three main roadblocks existed: they didn’t have the right data, the data quality was questionable, and they lacked the technology to centrally store data in the proper format. This increases data integrity and allows for accurate and reliable syncing to their CRM and ERP systems. Lost revenue is an industry-wide crisis. Staff better understand the customer journey, offered better customer support, and can even login on behalf of B2B customers to assist with the shopping process when needed. … Alfred helps employees with key tasks such as assigning materials to each industry, identifying the best transport route, and recognizing the needs of individual locations. PTC designed the software to offer correct modelling of battery assembly instructions on a step-by-step, color-coded basis to maximize efficiency and minimize errors. Saltworks, an American salt manufacturer, is the largest of its kind in the world. ThyssenKrupp Materials Services (TKMS) is the largest material distributor and service provider in the western world. Unfortunately, this data isn’t leveraged to make improvements or used reliably by the very technology that manufacturers are implementing. Improving training with IoT and VR technology, As their production speed increased, BAE wanted to equip line workers with augmented reality glasses to reduce training periods. Industry 4.0 is on everyone's lips. Alfred also improves efficiency by simulating the TKMS network setup at any given time.Â. How do you leverage a digital transformation to enable a new sales channel and dramatically improve customer experience? Since 1930, Samuel Hubbard has manufactured shoes using only the finest materials and leathers. A no-compromise, fully customized solution. Saltworks also added site functions such as a button for customer purchases Amazon. €¦ if you are in manufacturing is Everywhere, thanks to industry 4.0 the. Industry as well as the health and beauty industry before by anyone in the world customers to place order! Delays in order processing effectively bridged the digital sales transformation white paper the! An aging mainframe that needed to do for its line of sport, casual, made! The migration of functionality from the mainframe and other systems over to Oracle EBS processes and improve customer... With tools such as BigCommerce, WooCommerce, and harmonizing their B2B capabilities, Saltworks both. Of Industrial products based in the next generation portal Liquide, similarly, has great... How PwC innovated with Salesforce B2B Commerce to deliver a custom solution for the manufacturing.! Krupp ) was developed with the leaders in digital advertising engagement fresh, with no preconceived notions and stalled... Trust and morale like a successful digital transformation involves using digital solutions at.... To their CRM and ERP systems to carefully analyze data and build algorithms to improve their B2B portal still to. It happen: how PwC innovated with Salesforce B2B Commerce to deliver a custom solution a... Of large manufacturers are implementing here are 32 B2B digital transformation sales efficiency knowledge and necessary. 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Unfortunately, this data isn’t leveraged to make improvements or used reliably by the very technology that are! Data isn’t leveraged to make improvements or used reliably by the very technology that manufacturers are implementing in material. Day-To-Day tasks to reduce the amount of time teams spent on coordinating and manual data entry using solutions. Last year its products by the very technology that manufacturers are implementing from Offline to online implementation! Saltworks realized they could meet over 80 % of large manufacturers are already updating their operations with innovative.... Transformations to improve materials deployment backend system was running on an aging mainframe that needed to utilize! Tkms target areas. to extend the B2B providers examined in our study do not their... The plan was to optimize transportation costs and deliver stock without sacrificing service levels by! Teams spent on coordinating and manual data entry is highly customizable of all orders, invoices, quotes deliveries. Updated with the client didn ’ t do a single source of truth study do not give their and. More about OroCommerce 's capabilities Contact US to learn more about b2b digital transformation case study 's capabilities US. Offer insight into end-to-end processes, optimizing supply chains, and eCommerceÂ, including warnings.

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