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Oracle Helps Organizations Tackle B2B Omnichannel Sales and Commerce Challenges

By Katrina Gosek, vice president of product portfolio strategy, Oracle CX Sales & Commerce

Sales and digital commerce leaders from across industries are not just asking how to better connect sales and purchasing processes in the current environment – they are also asking about how new approaches can give them a long-term competitive advantage.

The need to rethink existing approaches was underlined in our recent study with Denis Pombriant, a well-known CRM analyst. The study, “Getting Past the Breaking Point,” found that traditional CRM systems are simply not working and are seen more like a burden than a resource. And with findings such as 66% of sellers would rather clean the bathroom or stand in line at the DMV than updating their CRM system; it’s no wonder something is broken.

The problems with traditional CRM systems are only one component of today’s complex sales and commerce challenges, but the results do point to the need for a more connected omnichannel sales relationship for businesses. At the heart of this approach lies the need to bring front-office channels and back-office applications together on a unified platform that can provide one view of the customer and business. This not only helps direct sales teams move the right opportunities forward and close deals faster but also helps connect buyers more closely to the sales experience online.

With this in mind, we have introduced a number of new sales and commerce innovations within Oracle Fusion Cloud Customer Experience to improve the virtual selling and buying experience.

Improved Virtual Selling Experience

  • Predictive Lead Scoring: Helps sellers focus their efforts on the strongest opportunities and where they will have the most impact. It does this by using artificial intelligence (AI) to generate a probability score that shows a seller how likely a lead will close based on first-party and historic lead data such as past interactions, product purchases, and account profile data.
  • New User Experience: Helps sellers improve efficiency and accelerate sales cycles with a new user experience that adapts to the seller’s role and gives action-driven prompts to focus the seller and remove the guesswork. The new CX Sales Mobile application showcases Oracle’s Redwood UX design philosophy for natural, intelligent interactions on-to-go.
  • Streamlined Sales Processes: A new integration between Microsoft Teams and Oracle CX Sales lets sellers work in familiar collaboration tools without worrying about data loss or duplication. In addition, we continue to build on the integration between CX Sales and Oracle CPQ to give sellers the ability to start, search for, and finish quotes and proposals within the Oracle CX Sales user interface.
  • Advanced Sales Forecasting: A new sales planning dashboard helps sellers make better decisions with views of evolving forecast trends and complete revenue models. The dashboard helps provide a level of accuracy and predictability to the sales planning and forecasting with data sourced from ERP actuals and real-time CRM pipeline.

Improved Virtual Buying Experience

  • New Customer Intelligence Capabilities: New integrations between CX Commerce and Unity, our Customer Data Platform, help businesses leverage online purchasing behavior and data through the rest of the customer journey with other types of data (demographic, IoT, 3rd party enrichment). CX Commerce also now connects natively to Oracle’s Customer Data Management system linking online sales to a customer’s master record for automated data profiling and enrichment across channels. Finally, new AI capabilities within Oracle CX Commerce improve the customer buying experience with optimized and embedded recommendations and search.
  • Streamlined Configuration Management Capabilities: Help businesses make even the most complex goods and services available for online purchasing giving B2B buyers the ability to configure their own packages and services online. In addition, proposals started online can be seamlessly passed to direct sellers if ahigh-touch engagement is required.
  • New Subscription Management Capabilities: Help businesses quickly and easily launch subscription business models and make revenue more predictable by bringing together Oracle CX Commerce, CPQ, and Subscription Management.

New Commerce and Content Capabilities: A new integration between Oracle CX Commerce and Oracle CX Content gives buyers the product content and information they need to guide and enrich self-service purchasing decisions.

B2B Ecommerce Platform Znode Launches the Sales Enablement Console

The Sales Enablement Console provides sales people with ecommerce purchase data to better manage the customer relationship. This product release also updates the native B2B theme for ADA Compliance.

Znode, an enterprise B2B ecommerce platform and product of Amla Commerce, has released its 9.6.3 platform update. This update focuses on empowering salespeople with a new console for customer, quote and order data that brings insights to the fingertips of those directly engaging customers. The key features introduced in Znode 9.6.3 include:

Sales Enablement Console:
As more sales move through ecommerce and highly trained sales people are required to work remote, the demand for web-based sales enablement tools has grown. Znode now solves sales enablement for specific representative roles by territory and account assignment. Within the console sales representatives can see quotes, orders and user data associated with their user providing them with insights into customer shopping and ordering patterns and analysis opportunities to ensure customers are receiving the correct information therefore enabling sales people to play the role of consultant and assist in increasing sales transactions. Additional functionality sales representatives gain includes the ability to view and manage users, orders, quotes and returns as well as the ability to create orders and quotes within the console providing a deeper level of customer relationship management. The console is web-based and does not require the sales person to use a VPN for access ensuring a more productive sales team during remote work.

CardConnect Payment Gateway Integration:
An integration to CardConnect has been built as a punchout/iframe method. This integration path provides the opportunity to maintain a consistent user experience, opposed to an off-domain conversion point, as well as the ability to retain full user conversion analytics tracking. This integration is available natively with pre-built API endpoints for quick connection to customers looking to utilize CardConnect as their payment gateway. This payment gateway meets PCI Level 1 Compliance.

Additionally, the Znode 9.6.3 update enhanced a number of existing features including:

Native B2B Theme is now ADA Compliant:
The native B2B theme available in Znode is now Americans with Disabilities Act (ADA) compliant at the Web Content Accessibility Guidelines (WCAG) Level A, thus providing users with disabilities the ability to use a website built utilizing the theme. Complying at a certain level of accessibility is part of the implementation process and maintained after the store goes live.

Znode is a headless ecommerce platform allowing these updates to be consumed by customers without the need for an expensive upgrade process.

“We’re excited to release the Sales Enablement Console as it originated from customer feedback and was engineered into the Znode product in a matter of months,” says Rupesh Agrawal, President and CEO of Amla Commerce, parent company of Znode. “The speed at which the Znode team was able to design and release the new native Znode offering displays the flexibility of the API first architecture. Our customers should also benefit from the increased focus on compliance mandates with the ADA compliant B2B theme update and now PCI compliant CardConnect payment gateway integration.”

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Adapty Delivers First Ever Insite Online B2B Commerce

Adapty Inc., a leading digital commerce and customer experience company, today announced the successful roll-out of a B2B e-commerce solution for Carotek, USA. Adapty partnered with Insite, an Episerver company, and Digital DNA Marketing agency to implement InsiteOnline, an out-of-the-box commerce solution, for the process equipment distribution business of Carotek.

The shift to digital was imperative in the B2B (business to business) space and particularly now in the economic crisis caused by Covid19 pandemic it has gained more significance. Digital transformation in traditional manufacturing and distribution business has the potential to completely change how clients interact with brands and run their businesses.

Carotek a leading distributor of process equipment in the USA, partnered with Adapty to implement a responsive B2B platform. As part of the implementation, the corporate site and e-commerce portal were merged to give the customer a single site view thereby improving the user experience. The implementation delivered improved customer experience and reduced customer service dependency. This is the first ever InsiteOnline platform implementation for B2B business.

Comments on the News:

“Adapty implemented our new InsiteOnline website for Carotek.com. Because this was a new platform, the challenges were higher than normal. Adapty was extremely diligent at problem solving, and very thorough in the QA process. They were willing to go the extra mile to get things done correctly. They were patient with the learning necessary to complete implementation and very supportive during launch.” – Carotekxaa

Adapty besides having solid B2C e-commerce capability also specializes in providing B2B digital commerce solutions for manufacturing and distribution businesses worldwide.

Adapty Delivers First Ever Insite Online B2B Commerce Implementation

Adapty Inc., a leading digital commerce and customer experience company, today announced the successful roll-out of a B2B e-commerce solution for Carotek, USA. Adapty partnered with Insite, an Episerver company, and Digital DNA Marketing agency to implement InsiteOnline, an out-of-the-box commerce solution, for the process equipment distribution business of Carotek.

The shift to digital was imperative in the B2B (business to business) space and particularly now in the economic crisis caused by Covid19 pandemic it has gained more significance. Digital transformation in traditional manufacturing and distribution business has the potential to completely change how clients interact with brands and run their businesses.

Carotek a leading distributor of process equipment in the USA, partnered with Adapty to implement a responsive B2B platform. As part of the implementation, the corporate site and e-commerce portal were merged to give the customer a single site view thereby improving the user experience. The implementation delivered improved customer experience and reduced customer service dependency. This is the first ever InsiteOnline platform implementation for B2B business.

Comments on the News:

“Adapty implemented our new InsiteOnline website for Carotek.com. Because this was a new platform, the challenges were higher than normal. Adapty was extremely diligent at problem solving, and very thorough in the QA process. They were willing to go the extra mile to get things done correctly. They were patient with the learning necessary to complete implementation and very supportive during launch.” – Carotek

Adapty besides having solid B2C e-commerce capability also specializes in providing B2B digital commerce solutions for manufacturing and distribution businesses worldwide.

Connexity Expands Retail Content Network Reach and Improves Commerce Opportunities for Both Retailers and Publishers With Skimlinks Acquisition

Connexity, the leading independent source of new customers and sales for online retailers, announces that it has acquired Skimlinks, the leading monetization solution for commerce-oriented publishers.

Online retailers are taking advantage of increased demand in commerce-oriented channels to diversify outside of traditional walled gardens like paid search. Connexity’s acquisition of Skimlinks creates the largest independent customer acquisition channel for ecommerce, adding thousands of new retail-oriented publishers, including many desirable and respected consumer-facing media brands. The companies’ combined reach will drive nearly $2.5 Billion in commerce annually.

Online publishers are increasingly turning to lead generation commerce revenue as a way to increase the monetization of their loyal shopping audiences. Publishers are looking to expand and diversify those monetization sources to include cost-per-click budgets in addition to traditional CPA budgets. Bringing Connexity’s longstanding direct retailer advertising relationships to Skimlinks’ impressive network of publishers will be a big step forward in providing easy access to those cost-per-click budgets and enabling both improved monetization yield and diversification.

“Connexity and Skimlinks share a similar mission as architects of online shopping markets,” said Bill Glass, CEO of Connexity. “Our solutions help retailers acquire new customers and sales while enabling ecommerce-oriented publishers to monetize engaged shopping audiences. Combining the companies creates more scale on both sides of the marketplace.”

Merchants advertising on Connexity will benefit from easy access to new, high-quality traffic sources on Skimlinks like marquee publishers such as Condé Nast, DotDash, Hearst, Vox Media and over half of the top 100 publishers globally. Connexity’s enterprise publishers and ShopYourLikes social influencer partners will also benefit from access to CPA affiliate advertising budgets from over 48,500 retail advertisers who live on the Skimlinks platform.

Skimlinks publishers will benefit from access to incremental cost-per-click monetization in budgets of premium Connexity merchants including brands like Dell, Wayfair, Chewy, Kohl’s, Skechers, and more. Skimlinks advertising partners will also obtain easy access to Connexity’s premium publisher and social influence marketing network without any incremental work.

Popular Pays Completes End-to-End TikTok Integration

Leading influencer and content creation platform, Popular Pays is excited to announce they have fully integrated TikTok into their platform. From discovering and vetting creative partners to collaborating on content and tracking performance, Popular Pays customers are now able to launch, scale, and optimize their organic and paid marketing strategies on TikTok.

“We executed our first content campaign with TikTok in 2018, back when they were still Music.ly. Now as TikTok, we’ve been consistently executing campaigns with select customers since 2019 Q4, which has helped us establish the fastest growing community of TikTok influencers and creators,” says Popular Pays co-founder and CEO Corbett Drummey. “The time is now for TikTok. The barrier to entry for brands is as low as it is ever going to be, and the opportunity for impact is as high as it is ever going to be right now. Through software, network expertise, and a strong creator community, we want to help more brands become trailblazers and make it possible for them to take advantage of this unique moment in time.”

Popular Pays continues to add 1,000 new TikTok influencer and creator accounts per month as interest in TikTok explodes. Their community touts an average 15% engagement rate, approximately 6 times higher than engagement on Instagram Feed, and average video views top upwards of 100,000.

“Popular Pays delivers on great client service, a user-friendly interface, and a committed group of talented creators. Now more than ever, it’s important for our brands to show up authentically where our consumers are and leverage the community to make the right content,” says Vanessa Santana, Sr. Brand Experience Planner at General Mills, Inc. “We launched a TikTok campaign for Gushers and Fruit by the Foot with Pop Pays, and once again we were impressed with how seamless it is to brief, the engagement of their TikTok community and the speed of content delivery. Our brands have been on TikTok for a while – we love the platform – so it’s great to see that Pop Pays is expanding its creator reach to TikTok!”

In an effort to share their knowledge of the platform with marketers and make the transition onto TikTok as seamless as possible, Popular Pays is offering one-on-one TikTok tutorials and launch packages to encourage brands to be first-movers on the platform.

National Safety Council Chooses Qualtrics CustomerXM

Qualtrics, the leader in customer experience and creator of the experience management category, announced that the National Safety Council has selected Qualtrics CustomerXM.

CustomerXM allows companies to predict, deliver, measure, and respond specifically to customer needs, in order to improve the customer experience and impact key business outcomes such as customer lifetime value, acquisition, and retention.

Realtime Media Releases Latest Version of PromoPick™, the Market-Leading Solution for Digital Promotions

Realtime Media, a global leader in driving customer acquisition and engagement through creative applications of technology, has released the latest version of PromoPick™, it’s innovative, quick-to-market, full-service solution that brings engaging consumer promotions to life. As brands look to engage customers in new ways during these challenging times, this cost-effective solution utilizes advanced technology and offers the most creative layouts, add-ons, services, and products on the market.

Instagram Is a Necessity in A Brand’s Digital Marketing Strategy

“PromoPick™ has long been the leading full-service solution for quick-to-market digital promotions at a great price value,” said Robert Bernstock, president/CEO, Realtime Media. “Our clients span a variety of industries – from retail to consumer packaged and durable goods to electronics and more. Especially during these uncertain times, they appreciate the low cost, ease, and speed with which strategic campaigns can be developed and go live.”

Realtime Media’s PromoPick™, initially introduced in 2015, is constantly evolving to meet changing customer needs and sets itself apart from competitor products in five key areas:

  • Full-Service: PromoPick™ isn’t just a digital product – it’s an all-in-one solution that includes strategic services, development services, prize fulfillment, player support, a dedicated project manager, and official rules.
  • Speed and Affordability: Campaigns can be launched in as few as five to seven days and Realtime Media offers the best price value in the market.
  • Secure and Tested: The platform includes industry-standard compliance for ISO2701, GDPR, and CCPA. PromoPick™ also provides industry-leading fraud mitigation and bot protection.
  • Legal Compliance: Realtime Media has specialized legal expertise in promotions law. All campaigns come with legal administration.
  • Flexibility: Products include Instant Wins, sweepstakes, contests, user-generated content, social media campaigns, and more. Realtime Media also offers dozens of add-ons such as winner drawings, pick your prize, receipt, or unique code validation and age or zip code gates.

Marketing Strategies 2020 – A Blend of Old school and Millennials

Criteo Launches First Self-Service Retail Media Ad Platform to Buy Transparently Across Retailers at Scale

Criteo S.A., the global technology company powering the world’s marketers with trusted and impactful advertising, announced the launch of its first-to-market, self-service Retail Media platform. Retail media, the placement of brand-sponsored advertising within retailer e-commerce sites and apps, is growing rapidly as shopping increasingly moves toward e-commerce. Now, retailers can drive incremental revenue by providing tools that make it easy for brands and agencies to manage retail media campaigns, while also maintaining control of the shopper experience. Additionally, retailers and brands using the platform can deliver consent-based, personalized advertising without relying on third-party cookies.

“Criteo has built the technology that allows retailers and brands to better partner with one another to deliver a more relevant shopping experience and increase product sales,” said Geoffroy Martin, EVP and General Manager, Growth Portfolio at Criteo. “We’re thrilled to now offer a transparent-by-design platform, which enables retailers to scale their retail media businesses and makes it easier for brands to buy across retailers using standardized workflows and metrics. This will truly accelerate retail media to the next level of brand investment.”

David Hutchinson, VP, Marketplace and Retailer Optimization, iProspect, added: “Retail media was already growing, but we have seen an increase of dollars flowing to it in the past two months. Brands now more than ever need the right solutions to reach and engage consumers on the websites and apps of their omnichannel retail partners and to tie media spend to sales outcomes. Criteo’s new platform provides the transparency and control we need to meet client objectives.”

Retail media provides retailers with an additional revenue stream amid an increasingly competitive e-commerce market. Criteo estimates that the total addressable market for retail media is anywhere between $15 billion to $25 billion worldwide. The new platform will enable retailers to power their vendor marketing programs, to tap into different types of budgets such as search and national media, and to enable a variety of creative and targeting capabilities for brands.

The launch marks Criteo’s execution on its full-funnel vision and continued diversification beyond retargeting. As Criteo continues to grow its retail media business, the platform provides brands with access to unique inventory, data, and measurement capabilities.