balluun - how to increase b2b revenues with a digital marketplace

How to Increase B2B Revenues

with a Digital Marketplace

Larry Chao

October 8, 2014www.balluun.com10/8/14 1

• B2B SaaS startup founded in 2009

– Offices in Silicon Valley, New York City, and Zurich

• Partner and technology provider of social

commerce with digital marketplaces

– Portfolio includes Balluun 365 and Balluun Directory

– http://www.balluun.com

• Currently powering the largest B2B networks in

industries like fashion, toys, and licensing

10/8/14

balluun introduction

www.balluun.com 2

agenda

• What is a digital marketplace?

• How show operators increase revenue

• How B2B sellers/exhibitors increase revenue

• B2B digital marketplace example

• Creating a digital marketplace with Balluun

• Questions and Answers

60 minutes total

10/8/14 www.balluun.com 3

agenda








what is a digital marketplace?

• a virtual, online environment, such as a

website, that allows individual firms to

conduct business electronically


tech trends = b2b opportunities

6

Social NetworkingSocial connections, communities and communication

In consumer driving enterprise adoption

Social CommerceAnalytics of networks driving product

merchandising, recommendations, and transactions

MobileMobile devices with location-based services driving

commerce in physical and digital worlds

Enterprise CloudEnterprise security and manageability concerns

driving software-as-a-service adoption

what is driving digital marketplaces?


the sleeping giant

October 15, 2013

B2B Sales Is Being

Massively Disrupted (Hint:

It's Looking More Like B2C)

“As the eCommerce option becomes a

more viable alternative to a

traditional direct sales model,

companies are increasingly migrating

their offline customers to more cost-

effective, self-serve, online-only

environments. In addition, they’re

now focusing their sales reps

exclusively on acquiring and

retaining higher-margin and higher-

volume key account customers.”

b2b eCommerce

$252BILLION

$559BILLION

B2B eCommerce

B2C eCommerce

10/8/14

A Soaring Debut

for Alibaba

September 19, 2014

In B2B e-commerce,

Alibaba has solved

one problem Amazon

can’t

September 8, 2014

www.balluun.com 7

benefits of digital marketplaces

• Aggregate supply and demand

• Expand the market

• Reduce transaction costs

• Create new profit opportunities

• Provide abundance information or create

targeted communication


agenda








benefits for trade show operators

10/8/14

New digital revenue streams

Global opportunity

More transactions

Expanded audience

Year round relevance

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digital service provider

• With a digital marketplace, trade show operators become digital service providers

– participate in new digital revenue streams and grow their business

• Trade show operators can increase their revenues by providing new digital marketplace services to their exhibitors and attendees

– advertisements, lead generation, and e-commerce


Marketplace

Subscription

Online

Advertising

Premium

Services

e-Commerce

Transactions

digital revenue streams for operators

Increase your bottom line with new digital services10/8/14 www.balluun.com 12

• Digital marketplace

subscriptions

– analogous to booth or

ticket fees for physical

trade shows, organizers

can charge exhibitors or

attendees a registration

or subscription fee for

access to the digital

marketplace and its

associated community

and services

• Potential revenue:

– Monthly subscription

• Sample Pricing:

– e.g., $100 per month

for an exhibitor to join

a digital marketplace

10/8/14

marketplace user subscriptions

www.balluun.com 13

• Digital advertising

fees

– exhibitors can pay for

banner advertisements

or featured

placements for their

brands and products

throughout the digital

marketplace

• Potential revenue:

– Monthly charge per ad

– Pay per click

• Sample Pricing:

– e.g., $500 per month

for premium

placement

10/8/14

online advertising

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• Premium services

– the trade show can

become a true digital

service provider and

provide valuable

services such as lead

generation, order

management, or

analytics

• Potential revenue:– One-time charge per

service

– Monthly recurring charges

• Sample Pricing:– e.g., lead generation

list every month for $25 per month

10/8/14

premium services

www.balluun.com 15

• e-commerce

commissions

– the trade show

organizer can provide

e-commerce

functionality and

charge a fee or share

in commissions for

transactions made on

the digital marketplace

• Potential revenue:– Percentage of e-

commerce transaction revenues

– Flat fee

• Sample Pricing:– e.g., $3000 for 3%

charge on $100K transaction

10/8/14

e-commerce transactions

www.balluun.com 16

agenda








benefits for b2b sellers/exhibitors

10/8/14

Build a new business channel

Open new customer touch points

Find new customers

Increase market exposure

Transact digitally and gain insight on business

www.balluun.com 18

Sell

EfficientlyOperate

Year-

Round

Expand

Market

Reach

increasing revenue for b2b sellers

Exhibit and sell more efficiently any time, any where10/8/14 www.balluun.com 19

expand market reach

• Build more meaningful relationships

– Find, target and interact with buyers through messaging and social feeds

– Open new customer touch points with existing buyers

• Non-attending employees from attending companies

• Increase market exposure

– Discover audiences in new geographies

– Lead generation through trade show attendee list

– Analytics on similar profiles


operate year-round

10/8/14

• Digital marketplace always open

– Company and product information

available 24/7/365

– Accessible from anywhere through

web and mobile application

• Track business in real-time

– Back-end integration with ERP/CRM

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sell efficiently

10/8/14

• Product catalog can be made

available any time, anywhere

– Promote product with lower costs

through social feeds

• Easily receive feedback

– Digital minimizes errors

• Sell and transact before, during,

and after the show

– Orders can come at any time from

anywhere

www.balluun.com 22

agenda



• How exhibitors increase revenue

• Digital marketplace example




balluun b2b digital marketplaces

• Balluun 365 enhances and extends their trade

show experience with 24/7/365 b2b digital

marketplace features

– digital showroom: product display venues

– social networking: personal trade show network

– discovery: browse/search products and businesses

– communication: real time and pre/post show

– commerce: ability to buy and sell, source and trade


discover shows


join the community


10/8/14

shop

www.balluun.com 27

showroom


add brands


company and user profiles


connections


private messaging


trade show referencestrade show organizer example

• Advanstar Global

– www.advanstar.com

– All MAGIC Fashion Shows, including WWD Magic, Project (NYC

& Las Vegas), FN Platform, Fashion Coterie, Intermezzo

Collections, Accessorie Circuit, Children’s Club, ENK Vegas,

Magic Men’s, PoolTradeShow, Sole Commerce, WSA@Magic


trade show referencesShopTheFloor powered by balluun

10/8/14

Advanstar Global’s ShopTheFloor.com

https://www.youtube.com/watch?v=n9A974QeTzU

www.balluun.com 34

https://www.youtube.com/watch?v=n9A974QeTzU

partner testimonial

"Balluun's cutting edge technology will

help us raise the profile of our

exhibitors, expand exposure in their

respective markets, and provide more

discovery and buying opportunities to

our attendees."

– Joe Loggia

Chief Executive Officer, Advanstar


LicenseConnect powered by balluun

10/8/14

Advanstar Global’s LicenseConnect.com

www.balluun.com 36

Toy Industry Association’s ShopToyFair365.com

ShopToyFair365 powered by balluun


agenda








balluun enablingballuun 365: enabling social commerce

• Digital delivery of software-as-a-service that will run

smoothly, guaranteed

– Secure, data hosting and management of domain

– Platform includes web and mobile clients

– Continuous updates to your digital marketplace

– E-mail notifications for transactions and engagement

• Staffed by Balluun to support your digital

marketplace

– Single point of contact thru dedicated account manager

– Project management for deployment and launch

– Comprehensive customer service

– Technology and social marketing consulting


trial for trade show operators

• Visit balluun.com and claim your domain

by filling out the getting started form

– Try out the free features on your claimed

domain

– Upgrade at any time for community and

commerce features

10/8/14

https://www.balluun.com/getting-started

www.balluun.com 40

http://www.balluun.com

https://www.balluun.com/getting-started

balluun directory: find shows

10/8/14

http://directory.balluun.comwww.balluun.com 41

http://directory.balluun.com

buyers/sellers: join the digital community

10/8/14

http://my.balluun.com/registrationwww.balluun.com 42


agenda




• How exhibitors increase revenue




Tuesday November 11, 2014 at 11am Pacific

“Building a Digital Marketplace with Balluun”

10/8/14

future webinar

http://www.balluun.com/webinar

www.balluun.com 44


contact us

• For more information, please contact us:

– E-mail: [email protected]

– Web: https://www.balluun.com/

– Phone: +1-877-280-7222

– Social:

• Twitter: @Balluun

• Facebook: balluunmarketplace

• LinkedIn: balluun-inc

• Google Plus: +Balluun


mailto:[email protected]

https://www.balluun.com/

mailto:https://twitter.com/Balluun

mailto:https://www.facebook.com/balluunmarketplace

mailto:https://www.linkedin.com/company/balluun-inc

mailto:https://plus.google.com/+Balluun/posts

Digitize your Trade Show

www.balluun.com

balluun - how to increase b2b revenues with a digital marketplace

Technology

new digital market

digital marketplaces

b2b revenues

b2b opportunities

b2b ecommerce

b2b ecommerceb2c ecommerce

largest b2b networks

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