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Business-to-Consumer eCommerce

Business-to-Consumer eCommerce. Business Case Review April 23 rd , 2008 Presenter: John Robinson. B2C eCommerce Scope: People, Process, System. B2C Customer / Sys. B2C Website Customer (US). B2C Website Customer (Country X, Y, Z). Comergent. CyberSource. MOT Call Centers.

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Business-to-Consumer eCommerce

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  1. Business-to-Consumer eCommerce Business Case Review April 23rd, 2008 Presenter: John Robinson

  2. B2C eCommerceScope: People, Process, System B2C Customer / Sys B2C Website Customer (US) B2C Website Customer (Country X, Y, Z) Comergent CyberSource MOT Call Centers XperienceCare Staff MOT Operations Financial Transaction Order Processing / Financial Transaction (US) Seibel (B2C OM) NA ORACLE ERP iFOCUS Invoice/ Settlement (CyberSource) MOT DC (US) Pick, Pack, Ship Financial record EMEA Operations iFOCUS JWR modified 5/19 – per Doc’s process slide omitting EMEA oracle ERP from order transaction Distributors (Country X,Y,Z) Country X Invoice / Settlement

  3. B2C eCommerce Team Sales Bruce Brda Wayne White IT Cathie Kozik Executive Sponsors Sales Pete Peterson Information Technology Robert Young (Global Sales & Mktg) BengHwee Tay (Global Build IT) Champions Core Program Team Business Lead Leo Castro IT Plan Lead John Robinson IT Build Lead Patsy Samples Program Manager Dean Dreves Project Managers Dean Dreves BA Lead tbd BAs tbd Business Leads Michael Davies Paolo Aristodemo Paul Calamari IT Plan Leads John Robinson Test Lead Akhilesh Das Testers tbd NA Build Lead Anthony Dockery BSAs Angela Sun EMEA Build Lead tbd EMEA BSAs tbd Integration Arch tbd IT Architecture Shahid Iqbal Data Architecture tbd

  4. Total Cost = $1.78m Total Benefit = $13.5m Net Present Value =$ 4m Return on Investment = 249% in 3 yrs Productivity Index = $33k / IT FTE Month Corporate Financial Impacts Cash Conversion Cycle down by 0 days – tbd Above Gross Margin Cost down by $0 – no impact Below Gross Margin cost down by $215K – hosting expense reduction Profit from Revenue Generation up by $13.3m (incremental margin) B2C eCommerceBusiness Impact Customer Impacts Drive increase in conversion rates, average order value, and incremental margin with global implementation of B2C eCommerce business model B2C platform in other countries – upgrade B2C eCommerce platform to latest version to support global deployment Reduce hosting costs – move hosting from Sterling to CSC - $20K / month savings Financial Impacts

  5. B2C eCommerceKey Performance Measures Benefits Total See BVR toolkit for year / Country breakdown

  6. B2C eCommerceArchitecture IT Architecture is engaged in defining the architecture for regions. Reducing Complexity – Landing Zone Impact Project contributes to defining Landing Zone? Yes - is the landing zone for B2C Project aligns with Landing Zone? Yes - is the landing zone for B2C

  7. Total Business FTE Months = 10 Total IT FTE Months = 123 Resource Highlights – Issues & Constraints - None to report Resource Highlights – Issues & Constraints - None to report B2C eCommerceStaffing and Schedule B2C KTLO Build NA Upgrade B2C platform to V8.0 Integration Stabilization Move hosting to CSC Global Platform Req’s Country site creation 2H07 1H08 2H08 1H09 2H09 1H10

  8. NPV NPV NPV $(4,041)K $(3,776)K $4,041K IRR IRR IRR Cannot calc 291% 291% ROI ROI ROI -232% 249% 249% PAYBACK PAYBACK PAYBACK Month 1 Month 1 Month 1 PI PI PI $ per FTE Month $ per FTE Month $ per FTE Month B2C eCommerce -Cost-Benefit Summary Financial Impacts Level 1 Cost Savings Only Level 2 Cost Savings and Avoidance Level 3 - Cost Savings, Avoidance, Revenue Current Budget & Future Projections

  9. B2C eCommerceHealth, Issues, and Risks

  10. Architecture Impacts/Complexity Process Impacts Total Cost = $1.78m Total Benefit = $13.5m Total IT FTE = 123 Total Bus FTE = 10 Resource/Timeline Project Risk Summary B2C eCommerceExecutive Summary Business Impacts Customer Impacts • Drive increase in conv rates, aov, inc gm • B2C platform in other regions • Move hosting to CSC Financial Impacts • Architecture has now engaged to flush out the EMEA model. • Working to identify EMEA integration standards with B2C Distributors to; pick, pack, ship and financial settlement. • Motorola owns the branded B2B end user experience • - Directly reach the consumer with cross-sell opportunities • - Affectively deliver product mix • - Drive the brand message direct • - Drive Average Order Value • - Responsible for conversion rates • - Contributes to marketing campaign effectiveness initiative NPV = $4m Return = 249% in 3 yrs • PI = $33k per • FTE Month CCC down 0 days AGM Cost down by $0 BGM Cost down by $215K Profit from Rev up by $13.3m Key Performance Measures (3 yr) Resources Timeline 2008 Scope (People, Process, System) Schedule Budget Staffing Customer Sat. & Business Value

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