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"I acquire new customers by ... "

Talking to Yourself in an Elevator
by Nick Usborne, ClickZ, January 21, 2000

What's Your Marketing Model?
by Nick Usborne, ClickZ, January 28, 2000

"I acquire new customers through leveraging the existing reach of established online flower-delivery businesses."

The categories on this page are not discrete. A given site could be in a different category elsewhere on this page or on the B2C page or the e-sources page. The three pages together will give you an idea of the current (April 2000) range of e-commerce and of the vocabulary used to discuss it.

B2B E-Commerce Hubs: Towards a Taxonomy of Business Models
by Steven Kaplan and Mohanbir Sawhney

Classifying B2B Hubs based on Purchase Situations

This simple two-way classification - manufacturing inputs versus operating inputs (the “what”); and systematic sourcing versus spot sourcing (the “how”) allows us to classify B2B hubs into four categories:

MRO hubs - operating supplies, systematic sourcing

Yield managers - operating supplies, spot sourcing

Catalog hubs - manufacturing inputs, systematic sourcing

Exchanges - manufacturing inputs, spot sourcing

B2BWorks -- full-service on-line advertising network

Here's Enron's official business model:

Unlike e-marketplaces that act as impartial go-betweens for buyers and sellers -- letting companies post their products in as many specs as they want and then taking a small percentage of transactions -- those of Enron create a benchmark product at a set price. The company acts as a "counterparty" in each trade, guaranteeing that commodities purchased on its site are delivered at the price and terms agreed upon. Enron makes money on the spread between what it pays for a commodity and what it sells it for.

Articles

CommunityB2B - "The definitive resource for B2B technology, solution integration, collaboration and information"

Forbes magazine Best of The Web B2B Directory

Of the original 200 firms we profiled in July 2000, 35 have either folded or been acquired. But ... Web-enabled commerce is alive and well. IDC estimates that B2B e-commerce will hit $516 billion this year, up from $282 billion in 2000.

E-Catalogs Bulk Up
by Joe Mullich
Internet Week, March 27, 2000

The e-catalogers are starting to deliver as some purchasing agents report dramatic cost savings using these sites

Creating Marketplaces for Business-to-Business Transactions
by Bob Tedeschi
NY Times, January 24, 2000

Online B2B Exchanges:
The New Economics of Markets
Deloitte Consulting
(PDF)

Government Policy

Entering the 21st Century (PDF)
Competition Policy in the World of B2B Electronic Marketplaces
by Federal Trade Commission Staff, October 2000

news release: FTC Staff Issues Report on Competition Policy

article: FTC to Treat B2Bs Like Any Other Business
by Chuck Moozakis
InternetWeek, October 26, 2000

The Federal Trade Commission plans to judge business-to-business exchanges no differently than it does any other business as the agency patrols the anticompetitive landscape. ... Still, the FTC said that "well-crafted" B2B operating rules would likely be enough to quell the majority of antitrust concerns.

Who comes first, buyers or sellers?

Sell-side access evolves
By Eugene Grygo
Infoworld, April 21, 2000

In recent weeks, HAHT Software, Ironside Technologies, and SpaceWorks have debuted products that aim to make the experience for sell-side participants in trading exchanges more advantageous businesswise.

But each vendor's offering fails to tackle the biggest problem facing the often neglected sell side: a lack of differentiation, according to Shawn Willett, a senior analyst at Current Analysis, a market research company, in Sterling, Va.

Although there have been attempts at personalization on some of the exchanges, the buy side often only sees a catalog, a product name, and a price, Willett said.

"That leads buyers to make decisions based only on price," Willett said. "Suppliers are having a big problem with that." The dive in prices acts to discourage sellers from coming to market....

The webMethods/IM solution will enable suppliers to show the buy side such things as inventory levels, order status, and account buying history, said Liz Sara, vice president of marketing at SpaceWorks. "It's the relationship between buyer and seller that determines whether the buyer comes back," Sara said.