Uruchomienie sklepu internetowego w firmie różnej wielkości wymaga szeregu odpowiednich kompetencji. Duże firmy maja łatwiej, ponieważ posiadają budżety, które pozwalają im zatrudnić ecommerce managera (nie zawsze są to osoby z odpowiednią wiedzą). Małe mają zdecydowanie trudniej, bo właściciel jest one man army – ogarnia sklep, it, serwery, obsługę klienta, marketing oraz pakowanie zamówień. Ta druga grupa klientów jest naszym targetem i to właśnie dla niej przygotowaliśmy nasze propozycje kompetencji, które taka firma powinna posiadać. Nie zawsze uda się zatrudnić odpowiednią osobę, także część z tych kompetencji można „kupić” na rynku lub co chyba najlepsze, pracować ze wspólnikiem, który wniesie odpowiednią wiedzę do zespołu founderów.
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Dobra strategia wymaga badania potrzeb klientów, rozpoznania rynku, przygotowania narzędzi analitycznych i głowy otartej na wiele pomysłów. Wiele sklepów działa bez strategii w oparciu o działania ad hoc, które długofalowo nie przynoszą korzyści. Badania można zlecić zewnętrznej firmie lub wynająć specjalistę, który przygotuje odpowiednie dane. Następnie przystapi się do pracy warsztatowej, gdzie wiedza i pomysły są konfrontowane z zasobami i możliwościami firmy. Skutkiem czego jest stworzenie Strategii eCommerce oraz Planu, Kosztorysu i Harmonogramu Wdrożenia.
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Kompetencji IT teoretycznie są proste, bo często świadczy je nam dostawca oprogramowania, ale w praktyce takie podejście rzadko się sprawdza. Duża część naszych klientów, którzy generują największą sprzedaż, część tych kompetencji posiada w swoim zespole.
Potrzebujesz osób, które będą potrafiły przewidywać koszty IT oraz współtworzyć z dostawcą architekturę IT. To klient powinien kreować rozwój swojego sklepu w oparciu o realizację strategi, nowych pomysłów, sytuacji rynkowej i mocno pilnować elementów technicznych oraz kosztów. Brak tej kontroli może doprowadzić do długu technologicznego.
Minimum jakiego potrzebujesz to Product Owner do pracy z zespołem IT. Dobre rozwiązanie to stworzenie wirtualnego zespołu wraz z dostawcą IT. Jeden czy dwóch programistów po Twojej stronie pozwoli kontrolować jakość, realizować pilne zmiany i czuć się bezpiecznie.
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Wymienione wyżej kompetencje w jakimś tam stopniu można wynająć, ale działania marketingowe muszą być prowadzone in house. Żadna agencja nie będzie pracować dla Ciebie na 120%. Rozwój technologii RTB, reMarketingu, Marketing Auto i BigData sprawił, że tradycyjni marketerzy od budowy marki nie potrafią się odnaleźć w nowych wyzwaniach. Nie potrafią zbierać i analizować danych. Oczywiście budowa marki w eCommerce jest szalenie ważna, ale nie wystarczy.
Rozwiązaniem może być zatrudnienie konsultanta, który stworzy podwaliny działań marketingowych eCommerce i pomoże zrekrutować odpowiednią osobę.
Niekiedy rozwiązaniem jest też uruchomienie z agencją współpracy w modelu success-fee. W tym modelu to agencja bierze na siebie strategię, alokację budżetu i bieżącą pracę – angażując się dla uzyskania maksymalnego ROI i będąc wynagradzaną za efekty finansowe.
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Wydawałoby się, że logistyka to core-business firm eCommerce. Nie zawsze jednak na początku drogi jesteście gotowi do podjęcia tego wyzwania. Na rynku istnieje przynajmniej kilka firm, które dostarczają dedykowany outsourcing logistyki dla eCommerce (fulfillment).
W tym wypadku trzeba myśleć kategoriami dobra klienta. Jeśli masz obawy o jakość logistyki własnej, zacznij od sprawdzonych rozwiązań logistycznych i stopniowo migruj know-how do siebie.
Warto pamiętać, że wiele dużych firm podejmuje decyzję strategiczną o zewnętrznym procesie logistycznym. Zdecydowanie zmniejsza to kapitałochłonność przedsięwzięcia. Zewnętrzne firmy pozwolą Ci być na bieżąco z nowymi systemami dostawy i zapewnić klientowi odpowiedni poziom obsługi – często zawierający też call-center, obsługę reklamacji, gwarancji, zwrotów, tworzenie zdjęć i opisów produktów.
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