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

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9780066621081: B2B Exchanges: The Killer Application in the Busines-to-Business Internet Revolution

Business-to-business e-commerce is projected to exceed $7 trillion by 2004, of which about 37 percent will pass through B2B exchanges. This readable, straightforward book by two top experts is on-line finance is the first to show you how to successfully set up and run an exchange.

Bidding for goods and services on-line is revolutionizing the way businesses deal with one another. Arthur Sculley and W. William Woods lay out the key features for success in a B2B exchange, illustrating their points with practical examples drawn from existing B2B sites. They also address the key issues in building a profitable B2B exchange.

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Review:

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 Rothman

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

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