B2C Experience Driven

Commerce
Application Play POV
Agenda

1 Your objective & challenges

2 Product vision & capabilities

3 Next steps to further your objectives

[Company Logo] FOR
DISCUSSION
BUSINESS OBJECTIVES

Reduce Costs / Improve Attract new customers and

Grow Revenue
Operational Efficiency increase loyalty

DIGITAL OBJECTIVES

Transform customer experience Improve digital operations and Create seamless experiences across
efficiency touchpoints

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 FOR
Our understanding of your challenges DISCUSSION

Challenges Business Impact

Can’t support new digital channels, Constrained growth options, unable to reach
multiple geographies, or business models potential buyers or keep up with competitors

Poor mobile commerce experience Lower conversion rates and sales

Current commerce solution is difficult to Slow time to market, expensive development

customize / can’t meet business requirements costs, cannot differentiate

Lack customer/end user data Making decisions based off incorrect /

inconsistent data and lacking the ability to
COVID has rapidly shifted the way consumers personalize
shop
Under or over-investment in sales channels based
6
on outdated shopping habits
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Make your digital experience a strategic advantage with Adobe

Adapt to changing markets and opportunities

Differentiate with a rich, personalized buying experiences

Innovate rapidly and transform the customer experience

Gain insights to build closer customer relationships

Simplify digital commerce operations and maintenance

Scale for rapid digital commerce growth

©2020 Adobe. All Rights Reserved. Adobe Confidential.

Magento Commerce
Adobe gives businesses the power to create unique and engaging shopping experiences with rich, out-of-the-box
commerce capabilities, unlimited ability to customize, flexible headless architecture, and seamless third-party
integrations.

Support multiple business models,

industries, regions, and product lines Discover Shop Buy & Fulfill Engage
from a single platform
Unified
Personalized experiences with Content Visual Cart &
B2C & B2B
Merchandisin Checkout
powerful authoring and AI-driven Management
g Navigation Commerce
Search and Merchandising
Multi-store Segmentation Integrated Digital Goods,
& Multi-site & Recom- Payments & services &
Headless architecture enables mendations Shipping subscriptions
innovation and agility for endless Responsive Global Chat &
Catalog &
frontend opportunities Design &
Progressive Product
Currency,
Language &
marketing
Information automation
Web Apps Tax Support
Business and customer intelligence
Campaigns & Pick up in Seller assisted
to fuel growth Marketplaces
Promotions store shopping

Enterprise Scale and security

Data
Open Platform Cloud Delivery
Intelligence

©2020 Adobe. All Rights Reserved. Adobe Confidential.

Agenda

1 Your objective & challenges

2 Product vision & capabilities

3 Next steps to further your objectives

Strategies for success
Strategies Actions for Success

Invest in a modern,  Build your site on a cloud native platform that supports elastic scalability, high availability, and robust security
flexible, open and  Choose a headless commerce architecture with robust APIs that allow flexibility to develop decouple front-end commerce experiences
future-proof digital
commerce platform  Establish a global reference architecture to rapidly launch new sites for brands, new markets, divisions, product lines, marketing
architecture campaigns

 Invest in immersive, differentiated digital content to engage your customers

Deliver a
personalized,  Build your storefront as a Progressive Web Application to make shopping smooth and easy on all devices
omnichannel  Tightly integrate physical stores with digital commerce to provide seamless omni-channel buying experiences
shopping experience
 Utilize Artificial Intelligence or Machine Learning to power shopping experiences like recommendations or site search

 Understand your customers with Business Intelligence and Analytics tools

Establish metrics to
drive growth with  Test, iterate, and improve our category, product detail, cart and checkout pages to drive conversion rate optimization
data-driven decision  Optimize the checkout process with guest checkouts, instant purchase, multiple payment options, and a streamlined checkout flow
making
 Turn data-driven insights into AI/ML applied merchandising actions for easy product discovery

©2020 Adobe. All Rights Reserved. Adobe Confidential.

B2C Commerce Customer Journey

AWARENESS DISCOVER SHOP PURCHASE POST

PURCHASE
Search Engines Content Rich content Inventory Management Order Confirmation
Marketplaces Physical stores Personalized campaigns, Instant Purchase Account Creation / Management
Social Media Webstores promotions, and product Guest Checkout Loyalty & Rewards
Advertising Mobile apps recommendations Currency and Tax Localization Returns Management
Email IoT Site search Payment Options Review Requests
Banner Ads Voice Filtering & comparison Gift Options Subscriptions
Articles / Blogs AI-powered product Product detail Shipping & fulfillment options Replenishment
Merchandising Ratings & reviews Buy Online Pickup In-Store Customer Service
User generated content Images & video Store Locators Tutorials
Lookbooks 3D & AR/VR content Order Management
Pricing Point of Sale
Real-time chat
Wishlists

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B2C Customer Maturity Progression
Cutting Edge
Advanced
Emerging
Basic
Nascent

Optimizing the mobile Unique experiences for Digital and physical

Sites and channels Single, simple Selling through multiple
experience, adding new each channel and channels work together
transactional site sites, channels, geos
channels audience for seamless buying

Going to market with a Adding new brands, Exploring new digital New GTM models are in Optimized GTM models
Business Models
single product line product lines, or services GTM models place and strategies

Real-time promotion & Unique journey for every

More sophisticated Manual customer
Same customer pricing optimization customer based on
Personalization content & promotions, segmentation to tailor
journey for all buyers based on customer behavioral insights and
still one to many audience experience
insights intent indicators
Consistently test, iterate, Agile, iterative, and test-
Minimal or incomplete Data is available, though Unified analytics for
Data and improve to optimize and-learn approach
data collection often siloed data-driven decision
conversion rates across the organization.
making

Limited business Batch updates to business Real-time integration with Further business system Fully-integrated business
Integration
system integration systems key business systems integration systems

Digital Commerce Maturity

©2020 Adobe. All Rights Reserved. Adobe Confidential.

Capabilities

Business Model Personalized Headless Robust Managed Cloud

Flexibility Experiences Architecture Analytics Infrastructure

Support multiple Powerful content Headless architecture Business and customer Enterprise scale and
business models, authoring and Adobe enables innovation and intelligence for data- security
industries, regions, and Sensei powered Search agility for endless driven decision making
product lines and Merchandising frontend opportunities

GLOBAL ECOSYSTEM OF PARTNERS, DEVELOPERS, AND TECHNOLOGY VENDORS

ADOBE EXPERIENCE MANAGER, ADOBE ANALYTICS, ADOBE TARGET, ADOBE SENSEI

13
©2020 Adobe. All Rights Reserved. Adobe Confidential.
Magento Commerce Demos

DEMO GRAPHIC

DEMONSTRATION

14 ©2020 Adobe. All Rights Reserved. Adobe Confidential.

Benefits & Customer Impact

Personalized Modern, headless Fast Time Global scalability Business Model

experiences architecture to Market Flexibility

Tailor catalog, pricing, and Build a seamless, Get to market fast with a Create and manage sites Support multiple business
recommendations to buyer adaptable customer deep feature set, 1000s of across multiple models, industries, regions,
personas and individuals experience extensions & a global geographies for global and product lines from a
developer ecosystem growth single platform

1500% 1 day 4-6 weeks 50 56%

Increase in revenue To launch a targeted, To launch a new store unified B2B and B2C Increase in YoY
from personalized personalized pricing while maintaining 42 sites across 19 revenue
recommendations campaign different brand sites different countries

©2020 Adobe. All Rights Reserved. Adobe Confidential.

1
Adobe Differentiators & Third-Party Validation

Delivery ecosystem Commerce Scope Business model flexibility Modern Architecture

“ “ “ “
“Magento Commerce has an “Clients often choose “Magento supports business “PWA Studio is positioned
above-par, large, loyal, and Magento because of its model diversity through to lower the cost and
highly capable delivery expansive feature list and subscriptions, franchises, complexity of adopting
ecosystem that Adobe robust app marketplace. ” and enterprise marketplace Progressive Web App
engineering is harnessing to models as well as experiences”
increase its development supporting physical, digital,
velocity.” configurable, and service
product types. ”

16 ©2020 Adobe. All Rights Reserved. Adobe Confidential.

 Desktop Browser Native Apps
Mobile Browser Enterprise Applications

FRAMEWORK
PRESENTATION API (GraphQL, REST, SOAP)

MODULE

PRESENTATION LAYER HTML / CSS / JavaScript / Reast.js Page Composition Controllers Web API Endpoints

SERVICE LAYER Service Interfaces Data Interfaces

DOMAIN LAYER Models Resources Models

IMPORT / EXPORT DATABASE PERSISTENCE WEB SERVICES MESSAGE BUS

©2020 Adobe. All Rights Reserved. Adobe Confidential.

Magento Commerce Capabilities Map to Client Needs

Customer Touchpoints
Sales / Market- Brick & Things /
Social Mobile Sites You
Service places Mortar IoT

Merchandising

Magento Extension Partner Capabilities

Content Mgmt Pricing Promotions Personalization Recommendations
Intelligence
Business

Search Quotes Campaigns AB Testing Loyalty

Core Commerce
Catalog /
PIM
Stores / Sites Inventory Shipping POS / Clienteling B2B Microsite
Workflow
Machine Learning /

Payments, Risk Order Transactional Account Creation/Hierarchy

My Account Cart / Checkout Requisition Lists
& Tax Management Messaging
AI

Commerce Operations

Multi store Multi Language Multi Business Reporting Fulfillment

Enterprise App Integrations

Warehouse Customer
ERP Supply Chain CRM EBS
Management Data
Solution Options

Content Personalization Data Customization

Cutting
Edge
Adobe Experience Platform
Adobe Analytics
Adobe Target
Adobe Experience

Digital Maturity
Advanced
Manager

Emerging
Magento Commerce

Basic

©2020 Adobe. All Rights Reserved. Adobe Confidential.

 ADOBE LAUNCH
Mobile Desktop Social IoT CMS

Dispatcher / CDN CDN

AEM Publish Magento Commerce Templates
Angular.JS PWA/SPA
PWA

Components
Storefront
AEM Assets AEM Author
HTML / CSS / JS
Asset Link Adobe Stock Content Types Experience Fragments
React.JS
DAM CC Integration Content Fragments Templates

Products Promotions Search

CIF
Categories Stores Attribution

Adobe Target GRAPHQL / REST

Core Magento Commerce Services

D ATA S Y N C Products
Customers Cart / Checkout
Adobe Analytics
Attribution
Promotions Search & Navigate Page Builder Payments

Catalog Account Management Store Management B2B

©2020 Adobe. All Rights Reserved. Adobe Confidential.

[Company Name] Current Digital Environment & Gaps FOR
DISCUSSION
Building Company
Key Findings
Blocks Name

CRM Company logos • Text

Example building blocks.
Rep or SC to edit for
Marketing
Automation
Company logos • Text individual customer

Order
Company logos • Text
Management

ERP Company logos • Text

PIM Company logos • Text

Personalization Company logos • Text

Digital Asset
Company logos • Text
Management

21 ©2020 Adobe. All Rights Reserved. Adobe Confidential.

Agenda

1 Your objective & challenges

2 Product vision & capabilities

3 Next steps to further your objectives

Recommendations to further “ ” objectives FOR
DISCUSSION

Objectives & Priorities Use Cases and Tactics to Explore Adobe Solutions to Explore

Transform your customer experience

• Understand your customers with rich data Magento Commerce
Grow Revenue • Personalize the customer journey Personalized Experiences, Business Intelligence,
• Build unique shopping experiences that differentiate your Business Model Flexibility
brand

Improve digital operations and efficiency

• Minimize manual processes and reduce dependence on Magento Commerce
Reduce Costs developer resources Personalized Experiences, Page Builder, Content
• Automate personalized search and merchandising Staging, PWA Studio
• Tools to get to market with a PWA storefront fast

Create seamless experiences across touchpoints

• Deliver commerce experiences wherever shoppers interact Magento Commerce
Attract and Retain
• Sell to new audiences with localized storefronts Headless Architecture, PWA Studio, Global
Customers
• Reach new buyers on Amazon Marketplace Scalability, Managed Cloud, B2B Commerce
• Expand your reach with B2B selling

23 ©2020 Adobe. All Rights Reserved. Adobe Confidential.

Next steps for “ ” & Adobe to partner FOR
DISCUSSION
Rep to edit with dates

Understand your business Align on priorities and a Define the technical Finalize partnership and Onboard & implement
objectives plan to explore solution & business case roadmap for success
opportunities

• Discuss top challenges • Confirm mutual • Deep investigation of • Finalize roadmap to • Kick off provisioning
& opportunities objectives for technology & solution realize value including & configuration
exploration requirements –Demo, people, process & tech
• Share Adobe’s point- Workshop (L1, L2), • Track progress through
of-view on industry & • Agree to timeline Lab • Agree on objectives, mutual success plan
top value drivers for discussions and plan & investment
evaluation • Assess experience &
business impact from
digital initiatives

Date Date Date Date Date

To provide clarity and transparency, at each stage we will document our mutual progress and next steps

24 ©2020 Adobe. All Rights Reserved. Adobe Confidential.

Appendix
Appendix

• Additional resources in Appendix:

• Customer and Adobe collaboration history
• Capabilities detail
• Case studies detail and customer references
• Analyst benchmark performance
• Magento Commerce + other DX solutions
• Additional resources

©2020 Adobe. All Rights Reserved. Adobe Confidential.

Collaboration history
 X & Adobe collaboration history FOR
DISCUSSION
Optional slide for Rep to
[Company Logo] edit

Lorem Ipsum Lorem Ipsum

Lorem Ipsum

2012 2020
June Jan
Jan ‘15
‘15 2020

Lorem Ipsum

28 ©2020 Adobe. All Rights Reserved. Adobe Confidential.

Capabilities detail
Business Model Flexibility
Support multiple business models, industries, regions, and product lines from a single platform

Use Case Why Adobe? Technical Considerations

• Expand to new regions / countries • Supports a unified shopping • Understand regional needs like
experience across multiple sites, languages, payments, and taxes
• Launch new brands / product lines brands, and countries
• Some capabilities can be added
• Sell through new channels • Industry leading B2C and B2B through extensions from the
• Sell to both customers (B2C) and solution in one platform Magento Marketplace
businesses (B2B) • Manage and sell products through
your website and on Amazon
• Uniquely built to support complex
business requirements

©2020 Adobe. All Rights Reserved. Adobe Confidential.

Personalized Experiences
Tailor experiences to each customer or brand with powerful content authoring and AI-driven merchandising

Use Case Why Adobe? Technical Considerations

• Empower marketers to easily create • Page Builder enables rapid • Recommendations and Live Search
compelling site content authoring with easy, drag-and-drop are cloud-based, SaaS solutions
tools
• Run multiple sites for different • Separate Adobe Target license
customer segments and geographies • Multi-site, multi-language support required

• Use AI to scale out personalization • Intelligent recommendations and • Adobe Experience Platform
tactics and reduce the burden of search powered by Adobe Sensei Launch Extension speeds Target
creating merchandising rules integration
• Adobe Target is a leader in full
• Constantly test the layout and design personalization use cases
to improve conversion rates or AOV

©2020 Adobe. All Rights Reserved. Adobe Confidential.

Modern, Headless Architecture
Headless architecture enables innovation and agility for endless frontend opportunities

Use Case Why Adobe? Technical Considerations

• Support superior, mobile-first • Industry leading Magento • PWA Studio developer tools
shopping experiences with Commerce back-end services with provide a framework for Magento-
progressive web applications a native PWA storefront powered PWAs
framework
• Building commerce into new • Host the PWA Studio storefront
digital touchpoints (e.g. AR/VR, • Robust GraphQL API layer for the and back-end on the same cloud
IoT) flexibility to build any frontend infrastructure
experience
• Deliver experience-driven • Supports custom storefronts using
commerce with Adobe Experience • Combined power of Magento existing frontend developers
Manager (AEM) Commerce and AEM

©2020 Adobe. All Rights Reserved. Adobe Confidential.

Unparalleled front-end flexibility for frictionless customer experiences
Customers can build their own front-end (head), use our PWA Studio for web / mobile
experiences or use Adobe AEM for the glass (in either a full or hybrid deployment)

Mobile Desktop Social IoT CMS

Each approach is
not mutually
exclusive Studio AEM Custom

GraphQL APIs

Magento Commerce
Core Magento Commerce Services
Product Merch- Account Offers & Content
Catalog andising Mgmt Promotions Mgmt
Search & Cart & Customer Order
Pricing
Navigate Checkout Profile Mgmt

Rest API’s

ERP CRM DAM Pricing

33 ©2020 Adobe. All Rights Reserved. Adobe Confidential.

Robust Analytics
Fuel your growth with with business performance and buyer behavior insights

Use Case Why Adobe? Technical Considerations

• Break down data silos for a holistic • MBI data warehouse connects to • MBI includes pre-built connectors
view of the business Magento & 3rd party systems and APIs to ingest data from other
systems
• Transform your commerce data • 75+ commerce dashboards, report-
into business insights building and visualization tools • MBI is a cloud-based, SaaS
solution
• Gather behavioral data to optimize • Full behavioral reporting,
campaigns and buyer experiences segmentation & campaign analysis • AEP Launch Extension drives
down integration time for Adobe
Analytics

©2020 Adobe. All Rights Reserved. Adobe Confidential.

Managed Cloud
Enterprise Scale and Security

Use Case Why Adobe? Technical Considerations

• Global scale and availability with • Cloud infrastructure with global • 4 different SLAs to pick from that
fast time to market AWS and Azure availability across best suite your business need
• Decrease risk with increased 40+ regions • 99.97% average uptime
security • Enterprise cloud services including • 150+ dedicated Customer Success
• Minimize disruptions and increase Fastly for CDN, DDoS protection Engineers
ROI and WAF and New Relic
monitoring • PCI/SOC2 compliant
• White glove treatment to experts to
• Managed Services from a team of • Cloud infrastructure not currently
ensure success
cloud experts to deploy and available in China or AWS
upgrade Magento Commerce GovCloud

©2020 Adobe. All Rights Reserved. Adobe Confidential.

Case studies and customer
references
Catbird, the “cool-girl jewelry go-
to,” delivers a differentiated
shopping experience by
leveraging Adobe Sensei-
powered Product
Recommendations

Challenge Solution Results

• Needed an elegant, engaging commerce • Implementing Magento Commerce Product • Seamless implementation in less than 3 hours
experience for young, digitally savvy shoppers Recommendations powered by Adobe Sensei • Continuously uncovering meaningful product
• Previous recommendations vendor negatively • affinities based on shopper behavior
Native capabilities provide a sense of security
affected site performance that it will work without negative impact to the
site
• Implementing personalized recommendations 1500% 15% 63%
was a manual process • Deployed product recommendations on home Increase in Higher CTR Increase in
page and product detail pages with popularity
and shopper-based recommendation types.
Product Recs on product mobile
revenue pages transactions

©2020 Adobe. All Rights Reserved. Adobe Confidential.

Digital video pioneer uses
Magento Commerce to increase
marketing agility and meet
customers’ needs.

Challenge Solution Results

• Reduce time to market for new campaigns. • Adobe Experience Manager (AEM) for web • 1 day to launch a targeted pricing campaign.
content management •
• Expanded options for customized product
Offer customized bundles with pricing options
• bundles.
tailored to customers’ needs. Magento Commerce to deliver the back-end
commerce services and support commerce- • Reduced friction in customer experience.
• Deliver a seamless customer experience across enabled content
TiVo’s commerce and content platforms.
• AEM and Magento Commerce integrated to
build a seamless customer journey across the
commerce platform

©2020 Adobe. All Rights Reserved. Adobe Confidential.

The largest retailer in the Middle
East accelerates digital plans to
adapt to COVID challenges and
bring new brands to market fast

Challenge Solution Results

• Alshaya partners with global retail brands to • Built a global reference architecture on • Running 42 brand sites on Magento Commerce
bring them to the Middle Eastern Market Magento Commerce to manage the online with a global reference architecture
customer experience and quickly launch new • Launching new brand websites now takes 4-6
• Rapidly growing internet penetration in the brands weeks rather than months
Middle East provide expansion opportunities
• Worked with Adobe Consulting Services in a
• COVID shifting shopping activity to online collaborative partnership to provide guidance
channels and best practices 42 Sites 4-6 Weeks
Launched on To launch new
Magento Commerce brand websites

©2020 Adobe. All Rights Reserved. Adobe Confidential.

Lorem Ipsum, you need to be sure
there isn't anything embarrassing
hidden in the middle of text.

Challenge Solution Results

• Experiencing rapid global growth • Chose Magento Commerce to serve as the • 50 different sites with 35k products each
digital hub for a seamless shopping experience • Different language options, payment methods,
• Needed a platform that could easily launch and across all regions and selling models shipping rules, localized content and product
scale B2C and B2B businesses while
• availability
supporting new markets, languages, and Invested in creating a great mobile experience,
currencies. improving the customer journey and making • AEM saves significant time on creating
the shopping experience personalized experiences

• Migrated to Adobe Experience Manager to save +45% +45% +24%

time while creating and managing more Overall Mobile Site
relevant, personalized content revenue traffic traffic

©2020 Adobe. All Rights Reserved. Adobe Confidential.

Leading gaming and consumer
notebook manufacturer wanted to
build the perfect brand experience
while also boosting reseller sales.

Challenge Solution Results

• Website offered the best source of information • Magento Commerce for a robust unified • Custom tool for building a personalized PC
for their products but didn’t enable online approach to B2C and B2B on a single site with • Internet tend to repeat predefined chunks as
ordering a high level of customisation
necessary.
• Needed a single platform for B2B and B2C • Customized ordering tool to virtually assemble • Lorem Ipsum available.
ecommerce and order custom PCs

• Needed to encourage reseller commitment • Added B2B commerce to simplify their reseller +56% +59% +32%
while adding a bespoke D2C experience that relationships and support the commercial YoY YoY Web
resonated with their gaming community market revenue transactions traffic

©2020 Adobe. All Rights Reserved. Adobe Confidential.

Additional cases and customer references

• Magento Commerce case study stories

• Customer reference request form

©2020 Adobe. All Rights Reserved. Adobe Confidential.

Analyst benchmark
performance
Adobe is recognized as a leader in B2C and B2B Commerce

Gartner Magic Quadrant The Forrester WaveTM IDC Marketscape: Worldwide B2C The Forrester WaveTM
Digital Commerce 2020 B2C Commerce Suites 2020 Digital Commerce Platforms B2B Commerce Suites 2020

©2020 Adobe. All Rights Reserved. Adobe Confidential.

Magento Commerce + other
DX solutions
Adobe Advantage in commerce
• Magento Commerce and AEC solution use cases:

• Analytics: Bring together commerce and behavioral data for a deeper customer context. Customers can leverage Analytics pre-built commerce
dashboards, behavioral data reporting, and customer segmentation to power targeting and personalization.

• Target: Personalize experiences and dynamically tune merchandising to optimize sales. Customers can leverage Target for A/B and multivariate
testing, create business rules or leverage AI to drive deep personalization, customize exactly where and how product recommendations are displayed,
and more.

• AEM Sites: Embed personalized commerce experiences across touchpoints. Customers can access Magento Commerce product data, pre-built
commerce components, and a reference store for faster development and to add commerce to nearly any experience. AEM is also the perfect
authoring solution for commerce customers who need to manage complex, highly configurable content models at scale – across brands, divisions,
regions, languages, and more

• AEM Assets: Simplify product resource management from creative to conversion. Customers can store their product media in Assets and access it
directly from the Magento Commerce admin for a seamless workflow. They also benefit from enterprise-level asset management and powerful
functionality like Smart Cropping and Tagging powered by Sensei that help to reduce operational overhead.

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