E-Commerce - Crossing the Borders at the Click of a Mouse.

Vincent LerGeneral Manager, General BusinessIBM Malaysia Sdn. Bhd.

June 8, 2011

© 2011 IBM CorporationE-Commerce Crossing the Borders at the Click of the Mouse by Vincent Ler, General Manager, IBM Malaysia Sdn Bhd2

Agenda

Business to Consumer (B2C)

–Internet Users – Data

–State of E-Commerce in Asia

–Success Stories

Business to Business (B2B)

–Key Drivers

–Next-generation B2B E Commerce Strategy

–Steps to Implement Next Generation B2B

© 2011 IBM CorporationE-Commerce Crossing the Borders at the Click of the Mouse by Vincent Ler, General Manager, IBM Malaysia Sdn Bhd3

Internet Penetration

© 2011 IBM CorporationE-Commerce Crossing the Borders at the Click of the Mouse by Vincent Ler, General Manager, IBM Malaysia Sdn Bhd4

Internet Users

© 2011 IBM CorporationE-Commerce Crossing the Borders at the Click of the Mouse by Vincent Ler, General Manager, IBM Malaysia Sdn Bhd5

Internet Users – Distribution by World Region

© 2011 IBM CorporationE-Commerce Crossing the Borders at the Click of the Mouse by Vincent Ler, General Manager, IBM Malaysia Sdn Bhd6

Online Purchases in next 6 months

27,000 internet user study poll in Asia Pacific, Europe, Middle East, NA and LA – what are users intending to buy, which sites, impact on social media and decision making

Top 5 items – books, clothing/accessories/shoes, airline ticket/reservations/electronic equipment tours/Hotel Reservations.

Intent to purchase airline tickets, book tours and hotel reservations show signs of economic improvement.

Compared to 2009, airline tickets purchased online and hotel arrangements increased by 7% and 9% respectively.

© 2011 IBM CorporationE-Commerce Crossing the Borders at the Click of the Mouse by Vincent Ler, General Manager, IBM Malaysia Sdn Bhd7

Online shops have greatest appeal

AP with lowest that has never shopped online

> 38% shop online at multiple sites and through catalogues

31% shop only at online sites

19% shop online at brick & mortar stores

© 2011 IBM CorporationE-Commerce Crossing the Borders at the Click of the Mouse by Vincent Ler, General Manager, IBM Malaysia Sdn Bhd8

Shopping Spending (of Total Monthly Spending)

© 2011 IBM CorporationE-Commerce Crossing the Borders at the Click of the Mouse by Vincent Ler, General Manager, IBM Malaysia Sdn Bhd

Deliver an experience that is B2C like : Rich and customer centric

Improve operation efficiency

Innovate business model to open new markets

Increase sales through marketing and merchandising

Building loyalty and community around the brand

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Key Drivers for B2B

© 2011 IBM CorporationE-Commerce Crossing the Borders at the Click of the Mouse by Vincent Ler, General Manager, IBM Malaysia Sdn Bhd10

Next Generation B2B Commerce

© 2011 IBM CorporationE-Commerce Crossing the Borders at the Click of the Mouse by Vincent Ler, General Manager, IBM Malaysia Sdn Bhd

B2B 2.0 strategic elements and benefits

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© 2011 IBM CorporationE-Commerce Crossing the Borders at the Click of the Mouse by Vincent Ler, General Manager, IBM Malaysia Sdn Bhd

Step to Next Generation B2B - Commerce

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© 2011 IBM CorporationE-Commerce Crossing the Borders at the Click of the Mouse by Vincent Ler, General Manager, IBM Malaysia Sdn Bhd13

© 2011 IBM CorporationE-Commerce Crossing the Borders at the Click of the Mouse by Vincent Ler, General Manager, IBM Malaysia Sdn Bhd14