Archives des ERP

Le e-commerce BtoB est crucial pour votre entreprise, on vous explique pourquoi

Posted on 13 octobre 202213 octobre 2022 by Delphine

On vous parle du e-commerce BtoB, mais vous n’avez pas encore franchi le pas ? Vous hésitez encore, car vous n’êtes pas tout à fait convaincu ou vous ne savez pas par quel bout commencer ? Cet article va vous aider à y voir plus clair et va vous permettre de comprendre les avantages de l’utilisation du commerce en ligne pour votre entreprise. Car oui, le e-commerce peut vous aider à atteindre un nouveau palier dans la commercialisation de votre offre et cela peut également vous aider à faire des économies substantielles.

Le saviez-vous ?

La Fédération du e-commerce et de la vente à distance (FEVAD) a dévoilé dans son étude 2022 les chiffres clés du e-commerce et on note une augmentation des ventes BtoB de 16% en 2021 et de 19,6 % rien qu’au 1er trimestre 2022 ! La raison de cet engouement ? La crise Covid qui a fortement accéléré la digitalisation du commerce auprès des professionnels et a changé leur regard sur le e-commerce. Les relations clients fournisseurs ont certes repris en physique, mais se poursuivent maintenant en ligne. Aujourd’hui, le choix d’un fournisseur est de plus en plus corrélé à l’accessibilité de son offre en ligne (consultation du catalogue, disponibilité des stocks, possibilité de passer commande en ligne facilement, tracking des commandes, prix personnalisés, etc..).

Le e-commerce BtoB est donc crucial pour votre entreprise et on vous explique pourquoi.

E-commerce BtoB vs BtoC existe-t-il vraiment des différences ?

La question est légitime surtout quand on considère que les acheteurs dans le BtoC sont des vendeurs dans le BtoB. Si la création d’un site e-commerce doit être abordée de la même façon car l’approche de fond est la même : sélectionner des produits parmi un catalogue tout en bénéficiant des meilleurs prix possibles avec une livraison rapide et sécurisée, les différences sont bien là. Des spécificités propres au e-commerce BtoB sont à prendre en compte dans le commerce en ligne inter-entreprises, ce qui le distingue radicalement de l’approche BtoC.

Voyons ensemble comment le e-commerce BtoB peut vous aider à atteindre un nouveau palier dans la commercialisation de votre offre et comment il s’impose aujourd’hui comme un élément incontournable de votre approche omnicanal.

Un site attractif mais pas que…

Si les sites e-commerce BtoC jouent sur la séduction et la simplicité, les sites e-commerce BtoB doivent appliquer la carte de l’organisation d’un contenu détaillé, technique et personnalisé sans évidemment oublier la petite touche esthétique qui le rend attractif et le différencie. En se connectant à son espace personnalisé de votre site e-commerce BtoB, l’acheteur doit entrer dans son propre magasin virtuel et retrouver tous les produits qu’il a l’habitude de commander aux conditions commerciales qui ont été fixées en amont. L’exigence des acheteurs en BtoB va porter sur la personnalisation de son espace, de ses conditions commerciales et la possibilité – à tout moment – d’avoir un contact physique s’ils en éprouvent le besoin. L’interface avec l’ERP de l’entreprise est également clé ! Plus précis, un site e-commerce BtoB doit apporter un degré de détails plus important que sur un site BtoC.

Une stratégie sur-mesure.

Une stratégie E-commerce BtoB performante repose sur la personnalisation de l’approche client. En effet, l’acheteur doit retrouver dans son espace privé, ses devis, ses produits commandés, ses conditions commerciales négociées, etc.

Un site BtoB efficace doit permettre à l’acheteur

de consulter des fiches-produits informatives détaillées et précise : Caractéristiques, variantes, référence fournisseur, informations douanières, code EAN13…
de faire des recherches produits précises en utilisant des filtres (par marques, catégories et sous-catégories produits, prix, couleurs…)
de demander un échantillon afin de tester le produit avant de le commander en gros.
de gérer de manière sécurisée ses règlements en ligne et aussi hors ligne
de suivre sa commande en temps réel
d’avoir les prix de vente, des remises sur quantité et des conditions de règlement qui s’adaptent à son profil et confidentiels
…

L’approche personnalisée est une des clés de la réussite et elle est également garante d’une relation privilégiée et pérenne.

Difficile de mettre en place un site e-commerce BtoB performant sans l’avoir anticipé avec une agence web spécialisée.

Une expérience client fluide

Pour être efficace, le e-commerce BtoB doit évidemment offrir tous les atouts que permettent les outils digitaux inclus dans les plateformes dédiées, telle que la plateforme BigCommerce . Pour aller encore plus loin vous devez travailler l’interface utilisateur (UI) qui est au cœur du e-commerce BtoB, sans négliger l’expérience client (UX) qui mérite une attention toute particulière. Ces deux composantes sont majeures dans les ventes en ligne BtoB. (lire aussi notre article spécial Ux/Ui)

Si ces conditions sont remplies, vous avez la garantie d’une expérience client fluide et gagnante.

Le e-commerce BtoB, un atout commercial incontournable

Vous avez encore des doutes ? Voici quelques arguments qui devraient finir de vous convaincre.

Grâce au e-commerce BtoB :

Vous vous démarquez de la concurrence

Dans une étude « The B2B Millennial Buyer Survey Report » (Demand Gen Report / Mx Group). 55% des personnes interrogées déclarent qu’une expérience digitale réussie est un critère déterminant dans le choix d’un fournisseur on-line BtoB.

Vous élargissez votre cible

En utilisant le commerce électronique comme canal de vente complémentaire, vous touchez un public plus large. Les études le montrent, les acheteurs BtoB attendent des fournisseurs une présence en ligne et pas seulement via un site mais aussi via les réseaux sociaux. En effet, les acheteurs B2B ont adopté les codes des acheteurs BtoC. Il faut aujourd’hui que les vendeurs BtoB l’intègrent. Grâce à une stratégie e-commerce BtoB efficace et omnicanal, vous touchez plus large et plus juste !

Vous augmentez le panier de vos clients actuels

Le e-commerce BtoB vous permet non seulement de développer votre base prospects, mais vous permet aussi de mieux développer le potentiel d’achat de vos clients. Comment ? En mettant en œuvre facilement un programme de recommandations automatisé pour des ventes croisées et des ventes additionnelles. Sur la base de leurs commandes, vous pouvez également suggérer à vos clients différents produits auxquels ils n’avaient pas forcément pensé.

Vous augmentez la satisfaction de vos client

Vos clients peuvent passer commande de n’importe où, à n’importe quel moment pour répondre instantanément à leurs besoins de réapprovisionnement. En leur offrant cette autonomie, vous leur offrez une meilleure expérience et un meilleur service.

Vous motivez vos équipes internes

En diminuant le temps passé à de la saisie de commandes, vous offrez à vos équipes la possibilité de davantage se concentrer sur des tâches à forte valeur ajoutée : conseils clients, relations commerciales, montages d’opérations commerciales, visites sur le terrain. Ainsi vous pouvez diminuer vos coûts directement liés aux tâches administratives.

Vous analysez pour plus de performance et de résultat

Grâce aux tableaux de bord des plateformes e-commerce BtoB vous récoltez toutes les données essentielles à l’analyse de votre efficacité commerciale. Vous obtenez également des données de navigation sur votre site et vous pouvez ajuster le contenu de vos pages pour renforcer l’engagement client. Cette fonctionnalité jouera un rôle clé dans l’optimisation de votre site. Vous avez un suivi instantané de vos actions et de vos ventes. Les analyses vous aideront à identifier ce qui fonctionne et ce qui ne fonctionne pas pour votre entreprise. Vous vous adaptez, vous ajustez.

Pour conclure

Le e-commerce BtoB ne doit pas être aujourd’hui considéré comme un gadget mais comme une opportunité business incontournable. Pour réussir dans le e-commerce BtoB, vous devez avoir une stratégie solide, un bon partenaire digital et des outils adaptés. En procédant ainsi, votre entreprise peut atteindre un public plus large et stimuler les ventes. Il est important de garder à l’esprit que le commerce électronique BtoB est un secteur en pleine croissance. Ne laissez pas passer le train !

Connect your ERP with your e-commerce site

Posted on 9 March 20229 March 2022 by Chloé

Do you want to connect your ERP system directly to your e-commerce site to save time? You want to manage your business easily and efficiently? This article is for you!

We have put together all the information and advice you need to connect your ERP with your e-commerce site.

E-commerce: a fast-growing sector

According to official figures from the federation of e-commerce and distance selling (fevad), the e-commerce sector has grown by 15.1% with a turnover of more than 129 million in 2021. In comparison, in the year 2020, online sales only increased by 8.5%.

Indeed, as we have seen in our article on theomnichannel approachconsumer habits have changed. This change in habits is notably due to the CoVid-19 pandemic that affected the whole world in 2020. The context has indeed accelerated the process and pushed consumers to change their vision and way of consuming.

In order to cope with the rise of this new mode of consumption, the e-commerce sector has had to adapt. Among these innovations are: the development of payment platforms and accepted means of payment (bank card, transfer, PayPal, several times free of charge, etc.), the increase in spending via mobile phones, the "Click&Collect" option and the reduction in delivery times.

The e-commerce sector is therefore constantly evolving and requires process optimisation but also the guarantee of increasingly complex management in order to maintain customer satisfaction.

We will show you how to connect your ERP to your online store to manage the complex aspects of running an e-commerce site.

What is an ERP?

As we discussed in our article on Microsoft's ERP offering, Business Central, an ERP (Enterprise Resource Planning) is software that provides a set of integrated functions.

These functions allow you to manage your business: from entering quotes, orders, invoicing, stock management to accounting entries.

In other words, integrated management software is software that is specifically designed to manage all the internal management processes of a company efficiently.

Connecting an ERP to your e-commerce site: the advantages

Choosing to connect your business management system directly to your e-commerce site can have many advantages. Among these advantages, we can find :

Avoiding mistakes by saving time

Connecting an ERP to your e-commerce site allows you to avoid re-entering orders placed on your site in your management software. This allows you to automatically generate the preparation of orders and the corresponding delivery documents. In addition, the online payment is directly transferred to the accounting system, no need to re-enter it.

Integrating your different management and sales systems will save you a lot of time. This will avoid typing errors as much as possible, as orders will be transmitted directly thanks to the automation of data collection, storage and updates.

Increase customer satisfaction

Linking your ERP to your e-commerce site also allows you to track the progress of the order more easily. Your management software will send the corresponding information directly to your customers. They will thus know in real time where their orders are without having to contact you. This will by definition give your customers satisfaction.

Simplified stock and price management

It is now commonplace to find stock quantities per product on e-commerce sites. Especially when the Click&Collect in-store delivery option is available. Creating a connector between your two entities will allow you to keep your stocks up to date.

In addition to real-time stock management, the connector also enables the management of prices and promotions by product. This management will be carried out via the connector which will instantly feed the product sheets.

In addition, your customer file can also be linked to your ERP system so that you can make changes to customer data, such as changes of address, telephone number or payment information.

Acceleration of the supply chain

The logistics chain can also be automated. To do this, it is sufficient to integrate an e-commerce ERP system that will collect the data from new orders and transmit them to the logistician. As a result, order preparation time is reduced without losing quality. This acceleration of the logistic chain offers a better respect of delivery times and thus an optimal customer service.

In addition, the ERP processes the invoices that correspond to the orders by generating them automatically. This allows real-time transmission of information for faster processing. All this allows online retailers to operate more efficiently while freeing up human resources to focus on more strategic business tasks.

Important steps to connect your ERP to your e-commerce site

The methods for integrating a management system into your e-commerce are diverse and varied. Indeed, depending on the hosting platform on which your online site is hosted, the methods differ.

There are, however, some so-called basic steps. They are essential to ensure that all the conditions are met for a successful integration.

Fluid flow exchanges between the two entities

In order to ensure smooth data flow between your ERP and your e-commerce site, you must first ensure that your two entities are able to exchange data in real time. Mainly, for everything that concerns commercial management data (orders, prices, payments, stocks, delivery information and customer files, etc.).

Choosing reciprocal integration

In order to achieve smooth exchanges between the two entities, it seems essential to opt for reciprocal integration. This method consists of integrating your management software within the CMS of your online site. To do this, the data from the latter must be integrated into the ERP. This way, the information will be updated automatically in both entities thanks to the connector.

Opt for a web application

In order to make the integration of your business software and the interconnected exchange of data smoother and faster, it is advisable to use a web-based or SaaS application. These solutions are hosted in the cloud and can be easily integrated through the use of APIs. Choosing to use an API allows you to avoid importing and exporting different data, which can be a source of errors.

Training of your employees

Beyond being a technical challenge, the integration of your management software into your e-commerce site represents new working methods. Your employees will have to adapt to this change. It therefore seems necessary to support them in this new stage of your business.

This support includes training for the users concerned. Through specialised workshops, they will learn how to use the tool, discover its specific features, etc. You can also consider setting up assistance to help them if necessary.

The test phase

As with any software change, a test phase is essential. This phase will allow you to highlight the quality of the software or to point out potential errors.

This will allow you to make any necessary corrections or adjustments to your software before it is officially used in your company.

Smotlink: Business Central x BigCommerce

Smotly has developed a connector between Microsoft Business Central and BigCommerce. Indeed, both systems in SaaS mode have completely open APIs. Thus, the exchange of data flows between Microsoft Dynamics Business Central and BigCommerce is extremely fluid and fast. This will help to avoid errors, save time and improve customer satisfaction. But above all, it offers an improved user experience and better management of your business data.

Smotly supports you

The integration of an ERP as well as its connection to your e-commerce site requires a lot of technique and especially skills. Indeed, many flows are involved in the process: orders, product catalogue, customer files, payments, etc. It is therefore strongly recommended to use a professional to carry out the various corresponding tasks.

Indeed, calling on a digital agency that masters your information system and is also an expert in e-commerce will allow you to save time and give coherence to your two systems.

Smotly will accompany you throughout this process. From the pre-sales audit, to the integration of your ERP and the connection to your e-commerce site, our team of experts will be there to advise you and offer you the best on the market.

Do not hesitate to ask for an appointment to discuss your project!

Business Central, the ERP offer from Microsoft

Posted on 9 February 20229 February 2022 by Chloé

What is an ERP?

An ERP (Enterprise Resource Planning) is a software package offering a set of integrated functionalities for managing a company. From entering quotations, taking orders, invoicing, managing stocks, to posting entries.

In other words, integrated management software is software that is specifically designed to efficiently manage all the internal management processes of a company.

ERP: how to make the right choice?

The features and functionality of each ERP system can vary depending on its origin. While some companies choose to develop their own custom software, this is extremely expensive. In addition, it can be risky if the teams behind the development lose their skills.

Other solutions that are less expensive, but just as effective, are standard ERP solutions. These solutions are adapted to the most common functions and are offered by the editors of the market. Among them, you will find Microsoft, SAP, EBP, Cegid ...

Some of these solutions even allow for the addition of specific functionalities in order to fully meet the needs of each company.

To make the right choice of solution, one step is essential, even absolutely essential: the functional analysis of needs.

This stage will make it possible to identify all the needs covered by the standard functionalities of the envisaged solution. But above all, it will identify the adaptations and specific developments necessary to cover the remaining needs.

It is therefore very important that the chosen solution offers sufficient flexibility and openness to allow for certain customised adaptations, without altering the functioning of the standard processes guaranteed by the publisher.

With this in mind, Smotly, a Microsoft certified partner, offers you the opportunity to discover one of the best ERP systems on the market: Microsoft Dynamics 365 Business Central.

From Microsoft Navision to Dynamics 365 Business Central

Microsoft, the world's leading software company, offers an ERP with a wide range of standard functions through its Dynamics 365 Business Central offering. In addition, the publisher allows the development of Apps to meet specific needs and to integrate them in a completely transparent manner for the end user.

Moreover, this system is developed by one of the world's leading companies in this field: Microsoft. This offers a real advantage to Microsoft Dynamics 365 Business Central compared to other alternatives on the market. As a result, Microsoft Dynamics 365 Business Central integrates naturally with the entire Microsoft universe: Office 365, Power BI, Teams, Power apps and much more.

Formerly known as Microsoft Navision (NAV), the management solution has become Dynamics 365 Business Central since 2018. The solution is suitable for VSEs, SMEs and also for large groups.

Whereas the Microsoft NAV version offered a solution that was directly implemented on site. The new version of the business software, Dynamics 365 Business Central, is located in the cloud.

Completely reworked and redesigned, this major update offers more freedom but also fluidity to the users of the solution.

The benefits of Dynamics 365 Business Central

An ERP that is easy to use and quick to set up

Microsoft Dynamics 365 Business Central is in line with the continuity of the products offered by the editor. It is easy to use and integrates with all other Microsoft applications: Office (Word, Excel, Outlook, etc.) , CRM , SharePoint , etc. This facilitates its implementation and especially the training of your employees. The integration of the various Microsoft applications saves time for the users concerned and allows them to be more productive in their work.

ERP SaaS

Dynamics 365 Business Central is a SaaS business software. This allows you to take your data with you wherever you go. Whether it's on a computer, tablet or mobile device, the management software adapts to your needs and desires. Indeed, hosted on the Azure Cloud, the management platform is compatible with Windows, Android and iOS.

In addition, the choice of the so-called SaaS solution allows for automatic updates of your software. In addition to minor updates, you benefit from two major updates per year, directly from Microsoft, and from the associated new functionalities.

Finally, choosing to host your ERP on the Azure Cloud allows you to protect all your data, particularly in the event of theft, leakage or fire.

Low costs

Full users

Full Users" are those users who need full access to the application's functionalities in order to carry out their tasks in the best possible conditions.

For example: sales staff, customer service, members of the finance department, etc. These users must have a full licence with a subscription to Microsoft Dynamics 365 Business Central Essentials or Premium.

Essentials

The Microsoft Dynamics 365 Business Central Essentials license offers a set of features that meet the needs of many businesses of all sizes.

This management software allows you to manage your finances, sales and opportunity management via the integrated CRM, procurement and inventory management as well as project management.

Premium

The Microsoft Dynamics 365 Business Central Premium licence is the most complete solution offered by Microsoft. It offers the same features as the Essentials licence, plus two additional functionalities: service management and manufacturing management.

Additional users

Team Members

Additional users, also called "Team Members" by Microsoft, are those who need to consult data or reports directly from the management software systems. They do not need to have full access to sensitive data such as purchases, sales or company finances.

Therefore, the "Team Members" licence will allow your employees free access to a simple reading of certain data of your management system.

Dynamics 365 Business Central features

Finance

Business Central allows you to manage your company's finances entirely. Indeed, the ERP offers you the possibility to take care of your general, customer or supplier accounting. But that's not all: your cost accounting, fixed asset management and cash management can all be managed within Business Central.

Microsoft Dynamics 365 Business Central gives you the ability to manage your payments, bank reconciliations and project costs. The integrated business software allows you to take full control of your finances and expand your business globally by supporting multiple currencies, inter-company transactions, exchange rate updates and more.

Commercial management

Marketing & CRM

Business Central supports you in your prospecting and retention of existing customers, as well as in your effective marketing campaigns thanks to the integrated CRM and its functionalities.

Indeed, the CRM integrated into your Business Central solution will enable the management of these different aspects: contacts (prospects and customers), order history, campaigns and sales opportunities, etc.

Sales management

First of all, you should not forget that the main purpose of an ERP is to manage your sales. Here, Business Central fulfils its role perfectly. In addition to managing your customer and prospect lists, the software will allow you to generate your commercial documents: quotes, orders, invoices and credit notes.

In addition, the management of your product prices can be fully automated thanks to their customisation according to customer groups, quantities, or even validity dates. All combinations are possible.

Finally, you will be able to trigger actions throughout the workflows of your sales documents in order to automate and associate advanced functionalities: purchase requests, triggering of shipments, etc.

In short, it is difficult not to meet any need without mentioning, once again, the possible additional adaptations.

Purchasing management

As with sales, you will have full control over the purchasing process. From the creation of orders, to sending them to your suppliers, through the receipt of goods, but also to the registration of your purchase invoices.

You will have the possibility to attach several suppliers to a product with specific purchasing conditions for each of them. An approval loop system can be set up as standard.

Of course, the ERP tool is in direct contact with your financial department. This will allow you to transfer your documents directly to the accounting department in order to reconcile the corresponding invoices as soon as they are received.

Stock management

The integrated management software allows you to automate your supply chains. This ensures that your stock levels are always optimal, thus reducing shortages and lost sales. Several valuation modes are of course offered as standard and you can freely manage locations and warehouses.

Service management

Business Central allows the management of service items. The management tools put in place offer the possibility of managing your after-sales service with ease. Whether it is for a product replacement or a repair.

Your service orders also include labour costs, the price of spare parts or the sending of loaner products during the after-sales service. The service management tool allows you to manage your work orders in order to optimise staff management and workload.

Production

Managing your production is the second additional functionality offered by the Premium licence. Business Central allows you to record and validate your production. And this, while keeping an eye on your material and time consumption thanks to the creation of production orders.

Customised solution

One of the advantages of Microsoft Business Central is that it allows you to integrate specific functionality with applications developed by partners or your integrator.

These applications are integrated in a completely transparent way for the users. However, they remain dissociated from the standard proposed by the editor. This architecture guarantees the maintenance and updates of the editor, while meeting very specific needs not covered by the standard solution.

Smotlink: BigCommerce integration with Business Central

Just like our BigCommerce solution, Microsoft Business Central has a completely open API. This makes it easy to communicate with third-party applications.

Your e-commerce site and your ERP solution are thus synchronised to optimise the management of your stocks, your product prices and the follow-up of orders for your customers.

This improves the user experience and makes your management more efficient.

Try Business Central

With Microsoft Dynamics 365 Business Central, Smotly can meet the needs of all types of companies. SMEs, mid-market or larger companies that want to implement an intelligent, simple and adaptable management solution.

The Smotly team, a member of the Microsoft Certified Partner Program, is an expert in the integration of this solution.

Do not hesitate to contact us or to ask for a meeting to discuss your business management solution integration project.