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B-To-B Supplier Strategies - Increasing Market Share Through Buyer-Productivity Applications

Published by: Jupiter Research Corporation

Published: May. 22, 2001 - 29 Pages


Table of Contents


Executive Summary

Landscape: Online B-to-B Initiatives Currently Maintain Market Share, Not Increase It

Outlook: Responsive Relationships Will Matter Most to Buyers

Case Study: M2M's VIP System Provided a Low-cost Solution for Koester Metals

Mandate: Supplier Strategy Must Reflect Understanding of Buyers' Motivations

Case Study: Eastman Chemical Company Relaunches Transactional Site to Take Advantage of Buyer-Productivity Applications

Report Methodology

Table of Figures

Suppliers That Believe They Need a Web Presence to Compete in the Market

Corporate Savings as a Result of Using Online B-to-B

Suppliers' Market Share Gain Since Employing Online B-to-B

Online B-to-B Services Buyers Use

Benefits of Online B-to-B Buyers Most Value

Affect of Suppliers' Offering Productivity Applications on Buyers

Online Procurement Cycle, with Buyer-Productivity Applications

Benefits for Buyers and Sellers Interacting Online

Movement from Market Share Maintenance to Growth

Buyers' Progression from Research to Online Channel

User Sophistication Index for Manufacturing/Assembly, Raw Goods, and Service Industries

Order of Implementation of Buyer-Productivity Applications by Suppliers

Switching Costs Mapped to Sophistication

Abstract

B-to-B Commerce Volume 2, 2001

Currently, most suppliers' online B-to-B strategy entails courting the few buyers already using the Internet. But by implementing new productivity applications, including collaborative product design and supply-chain inventory visibility, suppliers will stimulate market expansion. A Jupiter Executive Survey found that more than 80 percent of B-to-B buyers will be strongly influenced to trade online with suppliers that offer such services.

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