B4B

B. Wood J., Todd Hewlin, Thomas Lah

Description

Industry after industry is becoming technology-driven as software rapidly eats the world. As it spreads, so do complexity and opportunity. There are clear signs that the traditional B2B business model designed 125 years ago as a simple "make, sell, ship" approach for early manufacturing companies is no longer capable of delivering the full potential of high-tech and near-tech solutions. B4B seeks to frame what is possible in an age where suppliers are connected to their customers in real time. The traditional world of B2B was designed to sell things to customers, whereas the new B4B model will be about delivering outcomes for customers. It's a whole new ballgame. Using powerful models and specific examples, B4B envisions a next-generation tech industry where suppliers play an active, ongoing role in helping business customers achieve unparalleled value from their technology investments.

Sujets

• Gestion et management
• Strategic management

Informations

• Publié par: Point B Inc
• Date de parution: 08 novembre 2013
• Nombre de lectures: 0
• EAN13: 9780986046216
• Langue: English
• Poids de l'ouvrage: 6 Mo

Extrait

B4B

How Technology and Big Data Are Reinventing the CustomerSupplier Relationship

J.B. Wood Todd Hewlin Thomas Lah

Cô © 21

SBN: 978--986462--9

à ôf Côéŝŝ Côô Nûmé: 2194481

A ŝ éŝévé. Nô à ôf ŝ ôô mà é éôûçé ô àŝmé  à fôm ô  à méàŝ, ééçôç ô méçàçà, çû ôôçô, éçô, ô  à fômàô ŝôàé à éévà ŝŝém ôû é émŝŝô fôm é àûôŝ, éxçé fô é çûŝô ôf éf qûôàôŝ  à évé.

Pé  é Ué Sàéŝ ôf Améçà.

Contents

Introduction.............................v....................................... Càé 1 Té Oŝ ôf B2B ...................................... 1 Càé 2 Né éàéŝ Eméé.................................... 4 Càé  ’ŝ é Oûçômé!.......................................... 51 Càé 4 B4B.............................................................. 72 Càé 5 Côéçééŝŝ à é Tôé ôf Pôé ........ 97 Càé 6 Cààéŝ-é Tàŝfômàô.................... 12 Càé 7 Pvô 1: à + Exà Sé..................... 144 Càé 8 Pvô 2: Aôô Sévçéŝ ............................ 171 Càé 9 Pvô :Té Dàà Hàŝàé ........................ 191 Càé 1 Côŝŝ é é.......................................... 2 Epilogue.......................................................................... 217 Endnotes.......................................................................... 219 Index................................................22................................

Introduction (Important!)

S o how do you get 300 gLobaL technoLogy suppLïers to work ôéé ô à ŝé çàéé— ŝ çàŝé, é çàéé é ûŝéŝŝ môé àŝfômàô? ’ŝ ô à -éç à éà- éç ûŝéŝ àé éàç é àôà ôûç ûŝéŝŝ môé é àé à ûŝé ô; é àé jûŝ ŝû ô à à ôîàé “àŝ- à-ŝévçé” ûŝéŝŝ môé ô . Tŝ ôô éŝéŝ à ààvé môé à à éô.  çô- çéŝ é ûŝ ŝfŝ à ŝçûŝŝéŝ ô é àé éà, à éàŝ  ôû vé, ô à ôçà çôçûŝô.Tà çôçûŝô ŝ ŝmé, é fûàméà:Té ôûç B2B môé àŝ éŝé ô ŝé ŝ toçûŝôméŝ, ééàŝ é é B4B môé  é àôû évé-  ôûçôméŝorçûŝôméŝ.Tŝ ôé ŝmé ŝàémé  éà ô à fûàméà çàé  é  ôf ô ŝûéŝ à é çûŝôméŝ. Càé ŝ’ ààŝ éàŝ fô éxéçûvéŝ. Sôméméŝ ôû àvé ô éévé à éôé, ôàzàôŝ, à çômàéŝ çà à ôéŝ ôû évé ôû é çôû à. Sôméméŝ ôû àvé ô àé à éé éà é ôû éàzé à ôû çômà mà é çôméé mŝŝ ççà çààéŝ, ô à éé ôàzà- ôŝ mûŝ é ééçé ô éŝzé. f ôû àé à éç ŝûé, à ŝômé ô ôû àvé ô çôŝé éé à féàûé ûmé

vi

B4B

1,72 à ŝàéŝ é ûmé 1,64 àé ŝ é éŝ véŝméŝ. Tŝ çàé  éqûé ôû ô çôŝé à ôf é àôvé.  ŝ môà ô ôé à ŝ ôô àŝ ô jûŝ é  é àûôŝ ô  à ŝé ŝûé à à à véŝé ééŝ  é méŝŝàé. ŝéà, é ôé ŝ ôô fôm é ôûŝàŝ ôf à- ôûéŝ é àvé à  ôŝé  ŝûéŝ, çôméméé  çôvéŝàôŝ  ûéŝ ôf ûŝéŝŝ çûŝôméŝ. Càé ŝ çôm. Of à éé ŝ ô ôû. Fô ŝûéŝ, ômz é ôûç-ààçé ŝévçéŝ ûŝéŝŝ ôà é- éŝéŝ é ŝô-ém ŝôûô ô é ô ôémŝ à  çôfô ém ŝ éà à éx.  é ôé ém, é ôé é éçô ôôŝé  ŝ ôô ôvéŝ é ŝàéç àŝéŝ à é ûŝ ŝéémŝ ô é ŝû ô çàf.Wé àé é Téç- ôô Sévçéŝ ûŝ Aŝŝôçàô, à é   ŝ ôû jô ô évéàé ôû ûqûé àfôm à çôéçŝ éà ŝûéŝ  ôû ô-çàŝŝ éŝéàç éxéŝ ô éà é éàé àôû ŝévçé ûŝéŝŝ môéŝ. Téç ŝûéŝ çà çôôŝé ô îûé ŝ ôû fô émŝévéŝ, ôf çôûŝé. Bû môŝ ŝûéŝ é ô àé ŝô ûŝ é àé,  ô éé é ô ûŝéŝŝ môé ô, à é ô’ àvé mûç mé ô  àôû é é ôé. - ŝéà, é ŝôû jô é ûŝé ŝçûŝŝô.Tà ŝ éxàç ô  ôà çômàéŝ àé ô ô àççééàé é àŝfô- màô:  çôm ôéé ô ô ô à ŝé çàéé—ôé à mà é éémé é fûûé.

— JW,TH,TL

1

The Origins of B2B

T he operatïng modeL that sïts between the companïes who ŝuy uŝéŝŝ éçôôy à é çuŝôéŝ ô uy  ŝ àôu ô é évôuôzé. Té ôô ô ŝ éŝé ŝ àéày éŝé ŝé  é îàçà ŝàééŝ ô ŝuéŝ ô Aàzô ô Xéôx. Wé é uŝ ŝééŝ, éé ày  é éçôôy àké équàô  é uôuçé—à éŝé àyŝ, à à ô uŝéŝŝ ŝ’ àôu éçôôy?

The Pesky Disruptor O Auuŝ 20, 2011, à éôà àéàé  éWall Street Jour- nalWô,” à“Wy Sôàé ŝ Eà é . Té éàé éà  àŝ é y Sçô Vàéy éé Màç Aééŝŝé. Wà M. Aééŝŝé à ô ŝày àŝ ŝôé ŝé, yé ôôu:  ŝééé ô  à ŝôàé, à ŝéçîçày ŝôàé u ôvé é éé, àŝ îày àçév ŝ ôéà. Aŝ é ŝà , ŝ éà à ŝôàé àŝ ày ô ôy ŝ àôà ôé ô ôv é ôuçvy ô çôàéŝ.  àŝ àŝô ŝu à ŝôçà ŝôé ô é.  àŝ ô ŝô éé, ôévé.  àŝ ô ô ukàé ŝ ŝuç àŝ îu ôu ô ô éà ôuçŝ à uŝé ô é yŝçà ôuçŝ. A éàŝ ôŝ ôvôçàvé àŝ à ŝ àŝ à

2

B4B

évéé éçôô àŝ à jûm ŝ àôà féçéŝ.  àŝ’ jûŝ éà é éç ûŝ;  àŝ éàmanyûŝéŝ. ’ŝ à ô àûé  Aééŝŝé’ŝ ôç. Jûŝ ôô àôû é ô ôf ûŝéŝŝ ôà. ’ŝ à ôî à uŝy à ŝ - ué ô ŝ éŝky ŝuô. Nô ôô ô àô, yŝçà ôuçŝ à éé yŝçày ŝué ôàé é ô ô uŝéŝŝ (ŝéé Fuéŝ 1.1 à 1.2).

Digital Product

Offer

Physical Product

Before the Pesky Disruptor

Tech Entertainment

Financial Publishing Services Telecom Printing Healthcare

Steel

Automotive

Retailing

PhysicalDistribution Distribution FIGURE 1.1Before the Pesky Dîsruptor

Internet Distribution

By ŝ éîô ô yŝçày, évé é -éç uŝy àŝ ô uy à u é àŝ éçàé. Môé à à é - uŝy’ŝ évéué çàé ô ààé—à yŝçà ôuç à àŝ yŝçày ŝué ô çuŝôéŝ. A àôu é ŝôàé à à ô  àŝ uy à,  àŝ éôŝàé ô-ŝé y à ŝàéŝ- éŝô à é yŝçày ŝé ô CDŝ ô ŝô ô çôŝuéŝ  ŝk-àé ôxéŝ à ôçà ŝôéŝ. Evéy àŝ à ày. Yôu é ô à véô ŝôé ô é ôvéŝ ô CDŝ.Yôu é ô é àk ô àŝé ôéy.  yôu àé yôu éçà éçôŝ, yôu é ô yôu ôçô’ŝ ôIçé ô çk u yôu îéŝ. A é,

Tablets Replacing Paper Healthcare

Automotive

S/W Functionality Web Shopping

Tech

The Orîgîns of B2B

SaaS/ Cloud

Steel

Streaming

VoIP EBooks SelfPublishing

Telecom

3

Financial Services

Printing

How “Software Is Eating the World”

Publishing

Web Shopping

ôreallyé “ŝôfàé Aééŝŝé’ŝ ô,  à” ŝûmmàzé àéé. Dôzéŝ ôf ûŝéŝ àvé àéà fé é éç fôçé ôf é ŝôfàé  à. Aééŝŝé àûéŝ à ŝ ŝ éçàûŝé, fô é îŝ é  ŝôy, é ôà éçôôy ŝ éçô uy - ày çôéçé. Tŝ çuéŝ ô ôy éôé  évçéŝ à çôàéŝ  çôuéŝ, u àŝô uŝà équé à à- çéŝ à àk ô ôé àôé. Tŝ ŝ éà ŝôàé à é éé ô ày ŝuvé ôéŝ ô juŝ  é véŝ ô çôŝuéŝ, u  àôŝ évéy véçà à ôzôà uŝéŝŝ-ô-uŝéŝŝ (B2B) uŝy àŝ é.  ŝ é ŝé ô “éà-éç.” Méçà évçé à ééçô- uçàô ôuç ôvéŝ çôŝŝé ôvé yéàŝ àô ô ôfé-  éçàçà à ààô ŝôuôŝ ô é uŝéŝŝ çuŝôéŝ. Nô, ééé ààé, ŝôàé, à ŝéŝô éôkŝ àé évôuôz éŝ à éàŝuéé ôuçŝ, ôu àŝ- ôàô ŝyŝéŝ, àéôŝàçé, ééy, à ŝéçuy ŝyŝéŝ. Sôàé, ôôçŝ, à éé-éŝôà (3-D)  àvé

Digital Product

Entertainment

Retailing

Internet Distribution

Offer

Physical Product

EMRs and Home Health Care

Online Banking/Trading SoftwareDriven Trading

PhysicalDistribution Distribution FIGURE 1.2How “Software Is Eatîng the World”