B2B : how to build a profitable e-commerce strategy /

Table Of Contents:
Preface xi
Acknowledgment xv

Fundamentals of B2B E-Commerce 1(24)

Big and Bigger 3(3)

The Internet Is the Foundation for B2B 6(7)

Digital Markets 13(9)

Trends 22(3)

A New Focus 25(14)

How Business-to-Business Differs from Business-to-Consumer E-Commerce 25(1)

The Evolution of Internet Markets 25(3)

Relationships 28(1)

Branding 29(3)

Industry and the Supply Chain 32(1)

Marketing Issues 33(2)

Technology 35(1)

Leveraging Business-to-Consumer Initiatives 36(3)

Innovation in Action: B2B Best Practices 39(14)

Does One Size Fit Many? 39(1)

Bricks and Mortar to Clicks and Mortar 39(1)

Covisint 40(2)

Companies in Transformation 42(3)

Crossovers from the B2C World 45(2)

Business Exchanges and Intermediaries 47(2)

Best Practices 49(4)

Building Alliances 53(24)

Partners and Partnerships for a B2B World 54(1)

Partners---Who Needs Them? 54(3)

B2B Business Traits 57(2)

MyPartnerNetwork.com 59(4)

Tactical Factors for Partnerships 63(14)

Selecting B2B Applications, Services, and Software 77(20)

The Application Framework 78(6)

B2B Destinations 84(4)

Application Builders and Providers 88(9)

Essential E-Commerce Technologies 97(34)

Web Fundamentals 97(4)

Security 101(3)

Transactions 104(9)

Authoring Tools and Content Management 113(5)

Knowledge Management 118(4)

Customer Relationship Systems 122(1)

Ad Management 123(1)

Portal Development Software 124(4)

Summary 128(3)

Designing a B2B Business 131(22)

Getting Started 131(1)

Designing or Redesigning Your Own Company 132(4)

Outcomes 136(1)

Sales 136(6)

Marketing 142(6)

Service and Support 148(1)

Content 149(1)

Integrating Technology 150(3)

The River Wild: Changing an Organization in Real Time 153

Risk and the Corporate Culture 154(1)

The Magic Bullet 154(1)

Change Practices 155(1)

Work Flow 156(5)

Culture and How It Affects Strategy 161(2)

Building In Best Practices 163(2)

Last Words on B2B Strategy 165(173)

Relationships 165(3)

Organizational Change 168(1)

Technology 169(1)

An Integrated Strategy 170(2)

B2B 172(1)
Glossary 173(18)
Recommended Reading 191(2)
About the Author 193(2)
Index 195