April 2021

B2B Commerce

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.

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 B2B Commerce

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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 B2B Commerce

Flex Your B2B Commerce Superpowers

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 B2B Commerce

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.

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 B2B Commerce

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.

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