B2B Exchanges : The Killer Application in the Business-to-Business Internet Revolution - Hardcover

W. William A. Woods; Arthur B. Sculley

Hardcover

ISBN 10: 9627762598 ISBN 13: 9789627762591

Publisher: I S I Publications, 2000

Synopsis

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?

About this title

About the Author

William co-authored the international bestseller B2B Exchanges: The Killer Application in the Business-to-Business Internet Revolution. He is considered a guru of B2B exchanges, having written numerous articles on the subject as well as being the keynote speaker at major B2B conferences. He has over 17 years’ experience as a securities lawyer and securities market consultant. For the last six years he was the CEO of the Bermuda Stock Exchange (www.bsx.com) and positioned the BSX as the world’s leading, electronic, offshore stock exchange. Currently, William is Entrepreneur in Residence at the eVentureCentre (www.eventurecentre.com) an e-commerce incubator in Bermuda. He sits on the advisory board of the WiredAtlantic venture fund, which is part of the Amerscan Group and an early investor in AviationX. William acts as an advisor to the Minister of E-commerce and Telecommunications in Bermuda as a member of the E-commerce Advisory Board. Having lived and worked in Hong Kong and Bermuda, and advised on the development of a number of offshore jurisdictions, William is also an expert on offshore financial centers.

From 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

Excerpt. © Reprinted by permission. All rights reserved.

Foreword

After his retirement from JP Morgan, my brother, Arthur, agreed to become non-executive Chairman of the Bermuda Stock Exchange which is where he and William Woods - with his extensive stock exchange experience - first started to work together on what has become a successful undertaking; to transform a sleepy, local island stock exchange into an Internet-enabled, global stock exchange.

I wish I could say that I had fully appreciated five years ago how important Internet business-to-business (B2B) Exchanges would become. Yet looking at things today, it is obvious that business-to-business, and especially Internet, Exchanges where all kinds of commodities, financial instruments, intellectual properties, and various other goods and services can be electronically traded will be one of the most important pillars of the New Economy.

What probably most distinguishes the New Economy from the past is the shift in power from producers to customers, who now are in control of everything. Customers can demand - and expect to receive - the best quality, the best service and the lowest prices; they also want everything customized and they want it immediately. The Internet is enabling commerce to truly work on a global scale. Entrepreneurs can fundamentally re-invent how work gets done and give customers whatever they demand. It is no longer a competition between big and small, but between fast and slow. Innovation is highly rewarded, while traditional business size and stature is more often baggage than an advantage. Not since the invention of movable type over 500 years ago has the world experienced such a revolutionary change, but with one big difference; this time the change is many times larger and is happening many times faster than anything the world has ever experienced. Business-to-consumer companies certainly have grabbed the world's attention during the 1990s; however, many highly credible industry analysts have forecasted that the impact of business-to-business Internet companies will be many times larger than that of business-to-consumer.

The first wave of web companies were based on unique enabling technologies such as browsers, search engines, auctions, e-mail, chat, and various portal services. Building highly recognizable Internet brands set the pace so it's not surprising that these first generation Internet companies were started by high-technology entrepreneurs and backed by well-respected high-technology venture capitalists. But as the Internet moves toward B2B, it is now clear that traditional, large companies have no choice but to get into the game. Over the coming decade, we will see most corporations rush to re-invent themselves. We will see great global service economy centers like New York, Chicago, London, and Frankfurt jockey for position to lead various sectors of the Internet B2B industries. Small nations and regions, such as Hong Kong, Singapore, Israel, Ireland, Taiwan, Scandinavia, Australia, and Bermuda, with their advantage of speed, are also racing to become players in the New Economy. We will see B2B Exchanges becoming an important building block in the B2B global economy.

The best new companies will be those which take advantage of the Internet's unique strengths. Real-time, interactive communications and transactions which can be executed on a one-to-one basis are good examples. The Internet's power lies also in its ability to track and build histories as well as dynamically form co-operative buying groups, transact auctions, and provide instant and up-to-date information for informed deal making.

I have learnt a lot from my brother's experience in B2B Exchanges which we are now trying to adopt and apply in various derivative forms to some of our other Internet companies, both B2B and B2C. I think anyone who intends to build companies in the New Economy will find this book to be an extraordinarily useful and insightful guide.

John Sculley, Partner, Sculley Brothers LLC

Edition details

• Publisher: I S I Publications
• Publication date: 2000
• Language: English
• ISBN 10: 9627762598
• ISBN 13: 9789627762591
• Binding: Hardcover
• Edition number: 1
• Number of pages: 256