B2B...or not to be? 1 Oktober Michael Klemen Krems, Michael Klemen PRIVATE
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1 B2B...or not to be? Michael Klemen Krems, Oktober 2001
2 The e-business world... eprocurement Unternehmen ecommerce LIEFERANTEN Einkauf Verkauf KUNDEN eprocurement Auktionen Web-basierte Einkaufsunterstützung emarketplaces eportale Intern esupply Chain Mgmt Collaboration/Groupware Sales Force Automation Work Flow econtrolling emarketing ecustomer Relationship Management Shops und Kataloge Web Publishing eportale Source: Die Presse 2 Oktober 2001
3 Self-service evolves... Today In 3 years Complex Intimate face-to-face Complex Intimate face-to-face Nature of sale Personal remote Nature of sale Personal remote Simple Simple Selfservice Selfservice Low Customer Profitability High Low Customer Profitability High IT will increase the proportion of self-service 3 Oktober 2001
4 How e-biz works today... 4 Oktober 2001
5 The eight C s of the web Community: Continuity: Convenience: Customization: I can meet and interact with people like me I can go from one session to the next easily, no matter how much time has elapsed. I can get what I m looking for quickly and intuitively. I want to see what I want, I don t want to see what I don t want - most of the time. Source: Futurize Your Enterprise / David Siegel 5 Oktober 2001
6 The eight C s of the web Commerce: The web makes transactions easier. Content: I want very deep content, and I want to be able to mine it to get what I m looking for. Commitment: I want to know that you will help me in the future. If you don t have, what I m looking for, you ll go get it for me. Control: I want to control our relationship. I want to turn it on or off, and anything you do with my information should be with my permission. Source: Futurize Your Enterprise / David Siegel 6 Oktober 2001
7 Customer View Functional content The Customer lifecycle functionality Campaign templates Web campaigns campaigns Newsletter services Web Analysis Lead & Prospect Generation Customer Monitoring Partner & Alliances Search Supplier Evaluation Company Evaluation M&A Competitive Analysis Search for Investors Customer lifecycle find attract engage manage fulfill service/support Contact Management Calendar / Scheduling Campaign Management Telemarketing / Telesales Lead Tracking Opportunity Management Account Management Sales Management Order Processing Automation Management Analysis / Reporting Decision Support Service Management - E-Service Mgmt - Service Provisioning - Mobile Service Mgmt - Service Monitoring and Reporting - Intelligent Pricing and Bidding - IT Procurement - Workflow Mgmt - Billing Interfaces Employee Management - Individual Service Portal - Personal Resource Mgmt - Individual Calendar Mgmt - Timesheets - Workflow Mgmt - Multi Language / Multi Currency Project Management - Service Delivery Project Mgmt - Workflow Mgmt - Multi Language / Multi Currency Quality Management Organization Management - Helpdesk - Organizational Infrastructure Mgmt - Complaint Mgmt - External Provider Mgmt - Service Level Agreement Mgmt - Outsource Mgmt - Trouble Ticketing - Approval / Authorization of Services - QA Certification - Service Delivery Team Mgmt - Configuration Mgmt - Workflow Mgmt - Workflow Mgmt - Multi Language / Multi Currency - Multi Language / Multi Currency 7 Oktober 2001
8 Der Beschaffungs-Kreislauf Vertraege Konditionen Anfragen Entwicklung & Verteilung Analyse der Möglichkeiten Verhandlungen & Preise Purchase Web Supplier Commodity Analyse Katalog Management Self Service Purchasing Workflow Purchase Intelligence Bedarf aus Katalog Vertrags- nutzung Lieferanten- Management Bestell- Management Lieferanten Bewertung Interne Bewertung Wareneingang Bezahlung Oktober 2001
9 The B2B scenery 9 Oktober 2001
10 Various Kinds of E-Marketplaces Enterprise E-Marketplaces/ Private Exchanges Integration of internal systems Aggregation of data from different systems, locations Management reporting for better decision making Single on-ramp to supply chain & marketplaces Industry E-Marketplaces Automate organizational processes on an industry basis through hosted applications Set industry standards Content & catalog management Market intelligence Regional E-Marketplaces Local process & intelligence Aggregation of supply and demand Regional content on tax & trade Regulations & customs Horizontal E-Marketplaces Logistics services Financial services Insurance services 10 Oktober 2001
11 Horizontal vs. Vertical 11 Oktober 2001
12 How a Private Trading Exchange Works Industry marketplaces Distributers, dealers and brokers Private trading exchange a web site that also linked to a company s suppliers (right) & its customers and distributers (left) Customer order come in and start the company s production operations. The suppliers provide quotes for suppliers/parts/ raw materials Industry marketplaces Customers SELL SIDE Company Company with with international international computer computer systems systems controlling controlling company s company s operations, operations, such such as as research research planning, planning, manufacturing manufacturing and and purchasing purchasing BUY SIDE Suppliers Source: AMR Research 12 Oktober 2001
13 Private Exchange Intranet Extranet Internet Private Exchange Verbindung der Supply Chain Integration Collaboration Enterprise Execution Private Exchange Public Marketplace 13 Oktober 2001
14 Connection to others Intranet Extranet Internet Industry E-Marketplace Hosted Applications Industry Standards Content and Catalog Management Regional E-Marketplace Local Process & Intelligence Aggregation Regional Content Enterprise Execution Private Exchange Public Marketplace 14 Oktober 2001
15 And Horizontal E-Marketplaces Intranet Extranet Internet Horizontal E- Marketplace Logistics Services Industry E- Marketplace Regional E- Marketplace Horizontal E-Marketplace Financial Services Enterprise Execution Private Exchange Public Marketplace 15 Oktober 2001
16 Revenue Streams & Value Generation 16 Oktober 2001
17 Revenue Creation eation ERP 1 BuySite 2 User Interface Supplier 1 Supplier 2 ERP 3rd Party e-apps 7 4 Business Services Marketplace Catalog 8 Supplier 3 SME Sector ASP Browser 3 Hosted BuySite Hosted Order Mgmt Browser 1 1 Global Trading Web 6 9 B1 B2 B3 S4 S5 SME Suppliers S6 1. BuySite Licenses 2. MarketSite Access Fees 3. Hosted Subscriptions 4. Content Service Fees 17 Oktober Transaction Fees 6. Volume-based Rebates 7. Commissions (Auctions) 8. Business Services 9. Setup Fees 10. Integration Services 11. Connection Services 12. Business Intelligence Data
18 How do on-line B2B marketplaces create value? Value generation Provide access to information, best practices Expand market reach Improve speed, accuracy Lower cost of buyers operations Generate lower prices for buyers 1 Buyers Who benefits from value creation? Sellers Transaction, subscription, licensing, or professionalservices fees Subscription fees Transaction and usage fees Visitors/ E-commerce surfers Advertiserspartners Advertising, Up-front and sponsorship, click through and fees, promotional royalities fees Oktober 2001
19 Visit some B2B marketplaces: AEROSPACE Exostar - AGRICULTURAL Farmgate - TECHNOLOGY Compaq - TELECOMMUNICATIONS Concert Oktober 2001 CONTRUCTION & ENGINEERING ASITE - Constructeo - ebuildsmart - EDUCATION AqiureX - GOT School, Inc. Simplexis - ENERGY Pantellos - FOOD foodconnex worldwide - HEALTHCARE Medibuy - Omnicell - METALS & MINING Quadrem - PROCESS MANUFACTURING Commerx - SERVICE LiquidMedium - TEXTILES Textile Global Trade Coorporation - TRANSPORTATION Truckxchange - OTHER CROSS-INDUSTRY Answork - BayanTrade Dotcom, Inc. - BT MarketSite - Cable & Wireless Optus - Endesa Marketplace - escout - GTWeb Korea - HubStorm - MarketSite Africa - Mitsubishi - NTT Communications - PT Prime Tradecom - PeopleSoft MarketPlace - PepMarket - Seat Pagine Gialle Group - SESAMi - Siemens - Sterling Commerce - TD MarketSite -
20 Who to B-to-Believe Source: WSJ, Monday, May 21, 2001 FOR MORE INFORMATION, see: 20 Oktober
21 Site Inspection : B2B vs B2C visitors Business Sites Unique Visitors (in millions) Avg. Time Online UPS.com :45 HP.com :25 Dell.com :55 Officedepot.com :54 Compaq.com :02 Fedex.com :02 IBM.com :52 Gateway.com :42 Intel.com :48 OfficeMax.com :33 Consumer sites ebay.com :48:50 Amazon.com :47 Lowestbids.com Travelocity.com :03 Expedia.com :36 CDnow.com :09 Barnes & Noble.com :20 BMGmusicservice.com :18 Artistdirect.com :49 Apple.com :07 21 Oktober 2001
22 Site Inspection : B2B vs B2C Online Revenue Business sites Online Revenue (in billions) Intel.com $23.80 IBM.com Cisco.com* Nortel.com* Dell.com* GE.com* 7.50 Ingrammicro.com 6.00 WorldCom.com 6.00 UPS.com 5.35 Lucent.com 5.00 Consumer sites AOL.com $6.48 Schwab.com* 2.27 Amazon.com 2.18 ETrade.com 1.17 TDWaterhouse.com 1.00 Southwest.com* 1.00 Priceline.com 0.99 Yahoo.com 0.85 Delta.com 0.85 Buy.com Oktober 2001
23 Realtionship vs. Transaction 23 Oktober 2001
24 The Evolution of value trusted networks Hub to Hub Hub to Hub E-Marketplace Value Trust Networks Business Integration Business Community Integrators Evolution Point to Hub All components of a complete e- Marketplace solution. E-Order Management Each fulfills a business need and can exist independently, but the highest level of optimization requires all components working as a Value Trust Network Point to Point Source: W:Raisch The emarketplace, 2001 Low Optimization High 24 Oktober 2001
25 Danke schön 25 Oktober 2001
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