Transcript
B2C and B2B are both supported inside of KIBO in one unified platform.
KIBO enables retailers to offer a single site with both B2C and B2B experiences or the ability to have separate B2B websites.
Foundational to KIBO’s B2B capabilities are B2B accounts.
B2B accounts can be imported into the platform, created via the admin, or created on the storefront.
Speaking to the B2B workflow, once an account is created, it can be viewed and managed in the B2B account section.
When creating a B2B account on the storefront, a buyer clicks the request B2B account link, which brings up the B2B account request screen where they can input their account information.
Retailers can configure any custom account attributes needed and require them on the account request setup if desired.
Now that we’ve seen one way customers can request a B2B account from a storefront, let’s jump into the UI and see how those accounts are approved and managed.
For the seller, within the admin, they can view all accounts. And for pending accounts, the seller can choose to approve or deny the account.
KIBO provides out-of-the-box customer notifications to alert the buyer of their account status and whether the account has been approved or denied.
We’ll go ahead and approve this account.
Once the account has been approved, our new buyer, Art, will get an email notification letting him know his account has been approved, and he can return to the site to set up his account.
Let’s look at an already established B2B account.
B2B accounts hold a host of relevant information, such as core account information and metadata, lifetime value, account name, and tax exempt status.
B2B accounts can have B2B segments applied, which automatically applies a price list to them, or they can have individual price list applied directly to the account.
All buyers with access to a B2B account are listed in the users tab of the account details, where you can also add new users to the account.
Buyers can be added to multiple B2B accounts with a different role in each account if desired.
Users can be added and managed in the account, and KIBO provides multiple levels of users, administrators, purchasers, and non-purchasers, each with their own level of permissions out of the box.
Sales reps can be added to the account to manage and initiate quotes and pricing.
Unlimited addresses can be stored at the account level.
Payment information such as POs can be established on accounts with various payment terms applied.
Quotes are managed and initiated either from the admin or from the storefront.
Quotes can be used from the seller side to create preorders on behalf of the buyer, which can then be sent over for the buyer’s update or approval.
Order history can be viewed. Account audit logs are available, as well as the ability to see any stored carts or lists on the account.
Lastly, KIBO’s extensible data model allows for any custom B2B account data to be modeled and stored on the individual accounts with custom account attributes.
Now that we have set the foundation, we will walk through a few end to end examples.
As the sales rep for this Dunder Mifflin account, I will go in and look at their price list.
Price list can be exclusive, meaning that buyers are only able to see and purchase the products in this price list, and they can be applied to multiple or all sites.
They can also be applied to customer or B2B segments, automatically enabling the pricing as we discussed before or have a resolution rank as one account might have multiple price lists associated with it.
Below, we can see the pricing records, and I’ll open one up so you can see how we support unique pricing within this price list.
Price records have a start and end date.
We can see the different pricing in our catalog as well as the tiered pricing that we have set up here so that if a buyer purchased multiple of these, we can give them a price break.
I’ve now enabled the price list for this account. I’ll make sure purchase orders are enabled and then save the changes I’ve made on this account so far.
We’ll now transition back to the buyer’s side, and you can see I’ve logged in as the administrator on the Dunder Mifflin account, Dwight.
Within Dwight’s account, we can see some high level account information.
We see the account details.
We can view orders or returns.
As an administrator, Dwight can manage users in the account and set their roles.
He can also create lists that can be shared with other folks in his organization and manage shipping and payment information, such as addresses.
He’s able to manage payment information for his purchase orders or add new credit cards.
He can view and manage custom attributes on the account, where he can store things like links to contracts and entitlements, create quick orders to add them to the cart and checkout, or create and manage quotes.
Let’s walk through a basic quote generation and approval process.
Quotes can be initiated either from the buyer side or from the UI by a sales rep.
This time, I’ll be Jim, a purchaser on the account, and create the quote from my account in the storefront.
I’ll click the create quote button on the top, which brings me to this screen.
Here, I can give the quote a name, search for and add products based on our priceless pricing, and apply coupons.
Let’s go ahead and add products here.
I’ll add some paper. Paper for a paper company.
You’ll notice I’m able to adjust quantity, change fulfillment type, and remove the line item from the quote entirely.
I can also adjust the subtotals here as well. I’m going to request a 10% discount on the item subtotal here, but I could also adjust shipping and handling here too.
Scrolling down, I can choose an address I wanna ship this order to since I chose direct ship above, and then based on that, the shipping method I wanna use.
I can add a comment on this quote. I’ll create one noting the 10% discount I applied above, and then hit submit to add the comment. We have a log of the full quote history here, but with this being a new quote, I have nothing here yet.
If I’m good with everything here, I’ll hit submit for approval.
And based on the workflow we have set up, that will determine where the quote goes.
For time and simplicity’s sake, we’ll have it go directly to the sales rep, but we could add approvers on the buyer side before that if we wished.
Next, I’m gonna put on my sales rep hat and show you how quotes are approved from the b two b account inside the KIBO UI.
And for that, I’ll be mister KIBO admin.
In the UI, there’s a submenu under B2B called Seller Account Access.
This is where sales reps can view all quotes that are designated to them.
In this UI, they can search by accounts, create new quotes on behalf of buyers, search for quotes based on different information, or review them by list down here.
Jim’s quote is right here on top, and you’ll see it has the status of in review.
From here, I’ll click right on the quote, which opens up another tab where I can make edits to the quote Jim just submitted.
There are pencil icons, drop downs, or text fields where I can make changes, such as the quote name, product quantity, and unit price.
I can search and add new products, remove products, and adjust subtotals, just like Jim did. The products are based on the negotiated Dunder Mifflin price list, so no need to adjust that pricing.
I’ll leave Jim’s 10% discount in. They are a good customer, so we’ll give them that.
If I scroll down, I can change your create a new shipping address, change the shipping method, add a comment. In fact, I’ll add one for Jim here.
And see the history of the quote down here.
Once I’m done making any changes, I can either approve the quote with my changes or discard the changes and return to the original quote that was submitted.
Again, as one of Jim’s sales reps, I’ll go ahead and approve this.
At this point, if I wanted, I could send this up for another approval from a sales manager. But for time and simplicity’s sake, again, this will go back to the buyer so they can continue their approval process and then check out.
So Jim’s quote has been sent back, but requires management approval on this before it can be checked out.
I’ve logged in as Michael, Jim’s boss, and I’ll review Jim’s quote.
If any changes need to be made, I can make them and send the quote back to my sales rep for reapproval, but everything here looks good.
He even got that 10% discount.
Once I approve the quote, it’s ready for checkout.
Again, we could require more levels of approval here, say an IT manager for any IT related purchases or director approval for any large purchases, all completely configurable.
I mentioned earlier that buyers can keep lists that they can share with other buyers on this account, either for a group order, for frequently purchased items that have established pricing, or for any other use.
In this scenario, I’m still Michael, one of the buyers for Dunner Mifflin. When I click into the list screen, I can edit, delete, copy, or add this list directly to the cart.
I know I need to order the items on this list, so I’m gonna go ahead and add this list to my cart and check out.
And what’s even better, I know I have a coupon code that is gonna save me ten percent off this order, my favorite discount.
But once I get into the cart, the coupon code isn’t working.
My next move is to reach out to customer care because I want that ten percent discount.
Now I’m going to put my customer care hat on.
My customer, Michael, is calling in with an issue on his order. I quickly go to the customer menu, locate his account, and pull it up.
From his customer screen, I can go in and view his cart and help him try to diagnose the issue.
From this screen, I can update his order, change product quantities, add and remove products, and even help him with his coupon code.
Ah, turns out he was trying to use an expired coupon, but no worries. I have an updated one he can use. And this one is worth 15% off his order. Won’t he be happy?
Lastly, the final piece to show in B2B accounts is account hierarchy.
Inside of the account hierarchy, we can see there’s Dunder Mifflin as the parent account, and underneath it, we have two child accounts, business two and business three.
Underneath business three, we have a third level account.
We can even have a fourth level account.
KIBO has no limit to the number of accounts that can exist in an account hierarchy, and each account can have its own set of users, payment terms, price lists, and more.