In B2B Exchanges, the authors analyse the nature of the revolution that is occurring in 'Business-to-Business' (B2B) transactions as a result of the recent acceptance of the Internet by corporations. The book makes the startling claim that 'the Internet changes everything in B2B' and that most corporations will have to reinvent themselves over the next five years to remain competitive in the new economy. B2B exchanges, which are developing at Internet speed, are catalysts for this change and represent a tectonic shift in the way that business buy and sell from each other. The authors explain the development of these new exchanges and why such exchanges are the Killer Application in the B2B Internet Revolution. Table of Contents: Contents Preface Foreword Part 1 - Defining the B2B Market Space Chapter 1 What are B2B Exchanges? Chapter 2 B2B is Where the Profits Will Be, On-line Chapter 3 Why B2B Exchanges are Developing on the Internet Chapter 4 "It's NOT About the Technology, Stupid!" Part II - Anatomy of a B2B Exchange Chapter 5 Membership and Ownership Models Chapter 6 Trading Models Chapter 7 Strategic Partnership Models Chapter 8 Revenue Models Part III - Seven Secrets for Success for B2B Exchanges Chapter 9 Secret #1 Stay Focused - Specialize on a Vertical Chapter 10 Secret #2 Play to Win - the Need to Dominate Chapter 11 Secret #3 Maintain Commercial Neutrality Chapter 12 Secret #4 Ensure Transparency and Integrity Chapter 13 Secret #5 Add Value by Building a Virtual Community Chapter 14 Secret #6 Make the Right Strategic Partnerships Chapter 15 Secret #7 Operate as a Virtual Corporation Part IV - Future of B2B Chapter 16 2B or Not 2B On-line?
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Business-to-business cyberdeals--or B2B transactions, in the parlance of the New Economy--are widely seen as the Next Big Thing. But Arthur Scully and William Woods, securities and investment professionals who have specialized in B2B for the past four years, believe the Net itself encourages an offshoot that will ultimately revolutionize the procurement, pricing, and distribution of goods and services. Today's technology enables complementary commercial enterprises to participate in a kind of online bazaar, they contend, "where multiple buyers and sellers can come together in a virtual trading space." In B2B Exchanges, they describe the makeup of several such existing networks and analyze the phenomena for prospective participants. To do so, they focus on four primary derivations: Trading Hubs ("buyer and seller communities for multiple verticals that have not yet embraced the Internet"), Post and Browse Markets ("a sophisticated Bulletin Board ... where parties negotiate a deal between themselves"), Auction Markets ("in which multiple buyers or sellers bid competitively on a contract") and Fully Automated Exchanges (offering "centralized ... competitive bidding between multiple buyers and sellers, with automatic matching of orders"). Recommended for businesses that appreciate the possibilities and want to take early advantage of them. -- Howard RothmanFrom the Back Cover:
"This definitive analysis of B2B exchanges shows the enormous impact they will have in revolutionizing the global economy." Ira Magaziner, Former Senior Policy Advisor to President Clinton for Policy Development
"An insightful early warning system for the B2B tsunami about to hit the economy." Rakesh Sood, Senior Analyst, Goldman Sachs Investment Research
"Read this book cover to cover as it will change your company's whole on-line strategy." Dr. James Martin, Author of CyberCorp
"This book provides a solid analysis of the emerging business-to-business E-commerce market and clearly identifies the role of B2B Exchanges in the market." Steven Kaplan, Neubauer Family Professor of Entrepreneurship and Finance Graduate School of Business, University of Chicago
"B2B Exchanges are a truly exciting investment opportunity. This insightful book is destined to be an influential strategy guide for anyone thinking of setting up or investing in Internet based exchanges." Charles Finnie, B2B Senior Analyst, Volpe Brown Whelan & Co.
"Every CEO should read this book to understand the profound change that the Internet is effecting on business-to-business transactions in every industry, from industrial age manufacturers like General Motors to sophisticated financial services like insurance and reinsurance." David Brown, Former CEO of Centre Re and co-Founder of the Wired Atlantic venture capital fund
"Required reading for MBA students and business school professors interested in the future of E-commerce." David M. Cromwell, Adjunct Professor of Venture Capital, Yale School of Management
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