Commercial Activation

Creating Winning eJBP Partnerships

As eCommerce continues to grow in popularity, so too must brands evolve their relationships with retailer partners. eBusiness Institute now offers a specifically developed training programme enabling manufacturers to build strong partnerships with eRetailers and grow the business.

Commercial Activation

Creating Winning eJBP Partnerships

As eCommerce continues to grow in popularity, so too must brands evolve their relationships with retailer partners. eBusiness Institute now offers a specifically developed training programme enabling manufacturers to build strong partnerships with eRetailers and grow the business.

What is eCommerce Joint Business Planning?

Manufacturers must adapt to the new reality and leverage growth of eRetailer channels by equipping their Key Account Managers (KAMs) with the right tools to collaborate with customers and create eJBP partnerships. The KAMs need to understand new ways of doing business and key concepts like the digital value equation, the importance of data and how to treat it as an asset, and how to create data partnerships.

What is eCommerce Joint Business Planning?

Manufacturers must adapt to the new reality and leverage growth of eRetailer channels by equipping their Key Account Managers (KAMs) with the right tools to collaborate with customers and create eJBP partnerships. The KAMs need to understand new ways of doing business and key concepts like the digital value equation, the importance of data and how to treat it as an asset, and how to create data partnerships.

Why invest in eCommerce Joint Business Planning?

Define strategy & tactics

Only by defining a clear strategy and a strong set of tactics can manufacturers take full advantage of the opportunities offered by eRetailers, such as custom product page formats or eRetail advertising formats

eJBP partnerships - Define-Strategy-&-Tactics

Improved conversion rate

By building a strong collaboration, manufacturers and eRetailers are able to offer a superior online shopping experience that ultimately leads to improved conversion rates

Data sharing agreements

Having the right kind of data from eRetailers enables manufacturers to make the best decisions to improve their commercial performance

Successful partnerships

Leveraging eCommerce Joint Business Planning leads to ongoing partnerships that benefit both parties

Define strategy & tactics

Only by defining a clear strategy and a strong set of tactics can manufacturers take full advantage of the opportunities offered by eRetailers, such as custom product page formats or eRetail advertising formats

eJBP partnerships - Define-Strategy-&-Tactics

Improved conversion rate

By building a strong collaboration, manufacturers and eRetailers are able to offer a superior online shopping experience that ultimately leads to improved conversion rates

Data sharing agreements

Having the right kind of data from eRetailers enables manufacturers to make the best decisions to improve their commercial performance

Successful partnerships

Leveraging eCommerce Joint Business Planning leads to ongoing partnerships that benefit both parties

How we can help

We know from direct experience that most Key Account Managers lack the skills to onboard their eRetail clients in eCommerce Joint Business Plans. This is why we created a dedicated training programme to help KAMs lead successful business discussions with eRetailers.

Information and tools

We equip KAMs with all the information and tools necessary to run an end-to-end eJBP process with their eRetail clients

eJBP partnerships - Information and tools Example
eJBP partnerships - Provide expert coaching to KAMs Example

Provide expert coaching to KAMs

As well as providing the right information, our experts offer group coaching, empowering KAMs with the confidence and knowledge to step up their eJBP game

Real life exercises & role play

We enable KAMs to practice the eJBP process with real life exercises and role play

eJBP partnerships - Real life exercises & role play Example
eJBP partnerships - Learn from experience Example

Learn from experience

We allow KAMs to learn from the personal experience of the experts and different teams

eJBP partnerships - Information and tools Example

Information and tools

We equip KAMs with all the information and tools necessary to run an end-to-end eJBP process with their eRetail clients

eJBP partnerships - Provide expert coaching to KAMs Example

Provide expert coaching to KAMs

As well as providing the right information, our experts offer group coaching, empowering KAMs with the confidence and knowledge to step up their eJBP game

eJBP partnerships - Real life exercises & role play Example

Real life exercises & role play

We enable KAMs to practice the eJBP process with real life exercises and role play

eJBP partnerships - Learn from experience Example

Learn from experience

We allow KAMs to learn from the personal experience of the experts and different teams

The eJBP training had a real impact on how our Key Account Managers are able to lead their discussions with eRetailers. The format of the training was great with interactive coaching sessions. I have only great words to say about the eBusiness Institute Team who delivered this.

– Christophe Salmon, MATTEL France & Italy VP and Country Manager
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