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B2B Past, Present and Future
B2B Past, Present and Future
B2B Past, Present and Future
B2B Past, Present and Future
B2B Past, Present and Future
B2B Past, Present and Future
B2B Past, Present and Future
B2B Past, Present and Future
B2B Past, Present and Future
B2B Past, Present and Future
B2B Past, Present and Future
B2B Past, Present and Future
B2B Past, Present and Future
B2B Past, Present and Future
B2B Past, Present and Future
B2B Past, Present and Future
B2B Past, Present and Future
B2B Past, Present and Future
B2B Past, Present and Future
B2B Past, Present and Future
B2B Past, Present and Future
B2B Past, Present and Future
B2B Past, Present and Future
B2B Past, Present and Future
B2B Past, Present and Future
B2B Past, Present and Future
B2B Past, Present and Future
B2B Past, Present and Future
B2B Past, Present and Future
B2B Past, Present and Future
B2B Past, Present and Future
B2B Past, Present and Future
B2B Past, Present and Future
B2B Past, Present and Future
B2B Past, Present and Future
B2B Past, Present and Future
B2B Past, Present and Future
B2B Past, Present and Future
B2B Past, Present and Future
B2B Past, Present and Future
B2B Past, Present and Future
B2B Past, Present and Future
B2B Past, Present and Future
B2B Past, Present and Future
B2B Past, Present and Future
B2B Past, Present and Future
B2B Past, Present and Future
B2B Past, Present and Future
B2B Past, Present and Future
B2B Past, Present and Future
B2B Past, Present and Future
B2B Past, Present and Future
B2B Past, Present and Future
B2B Past, Present and Future
B2B Past, Present and Future
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B2B Past, Present and Future

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Steve Keifer, GXS VP of Product and Industry Marketing, delivered this presentation at the 109th EDIFICE Plenary in Amsterdam in October 2009. A brief history of B2B e-Commerce trends over the past …

Steve Keifer, GXS VP of Product and Industry Marketing, delivered this presentation at the 109th EDIFICE Plenary in Amsterdam in October 2009. A brief history of B2B e-Commerce trends over the past 10 years and a look forward to potential opportunities in the next decade.

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  • 1. B2B P Past, P Present and F d Future EDIFICE 109th Plenary Amsterdam, Netherlands Amsterdam Steve Keifer – Vice President, Industry Marketing
  • 2. B2B Past, Present and Future A Brief History of the Past 10 Years… …A Look Ahead at the Next 10 Years Electronics & Electronics B2B Integration ICT Sectors Supply Chain Technologies October 31, 2009 | Slide 2
  • 3. Part Th Dot P t 1 -The D t Com Era October 31, 2009 | Slide 3
  • 4. Year 2000 Compliance • UK - 10,000 HSBC credit card swipe machines failed • Italy - Telecom Italia sent out bills with year of 1900 • Australia - Bus ticket validation machines failed • US - 150 slot machines at racetrack stopped pp • South Korea - summoned 170 people to court on date of 4 January, 1900 What Did Fail? www.bbc.co.uk Numerous web sites reported inaccurate dates October 31, 2009 | Slide 4
  • 5. Other Outcomes of Y2K €200 Bio was spent on technology upgrades in preparation for Y2K event • Disaster preparedness of government and financial sectors • Catalyst for the offshore outsourcing market in India & Asia • Modernization of business applications resulting in productivity gain • Surge in sales of computer equipment and software to businesses worldwide October 31, 2009 | Slide 5
  • 6. The Dot Com Era Over $5 Trillion in Market Value was lost in the Tech Sector • “Prefix” (e-) and “Suffix” (.com) Investing • Reliance on “Network Effects” to build Market Share • “Hockey Stick” Revenue Growth Models M d l • Alan Greenspan called it a period of “Irrational Exuberance” October 31, 2009 | Slide 6
  • 7. Post Dot Com – Tech Crunch • Double and triple ordering by distributors led to forecast inaccuracies by OEMs • Y2K Compliance and One One- Time Dot-Com Purchases created false demand patterns • Massive Telecom Investments in Capacity went unused (dark fiber) • Bankruptcies of WorldCom, Need for Demand Driven Global Crossing, XO Supply Networks using Multi- pp y g Communications Tier Visibility & VMI October 31, 2009 | Slide 7
  • 8. Rise of the B2B E-Marketplaces At the Peak of the Dot Com Era there were over 2500 B2B e-Marketplaces M k t l October 31, 2009 | Slide 8
  • 9. Fall of the B2B E-Marketplaces • Independent 1600 Marketplaces created by entrepreneurs and t d Numb of Online Marketplaces 1400 Venture Capitalists froze venture capitalists 1200 investments in April 2000 • Consortia Marketplaces 1000 – Joint Ventures of M Peak in B2B 800 market was Leading OEMs and February 2000 Suppliers 600 • Private Marketplaces - ber 400 formed b indi id al by individual 200 companies and their supply chains 0 93 94 95 96 97 98 99 00 01 02 03 04 • Electronics Exchanges - had high survival rate Continues to Ceased Exit by Merger due to focus on hard-to- Operate Operations & Acquisition find items and liquidation All 46% 23% 31% of excess inventories Electronics 67% 8% 25% Source: Shakeouts in Digital Markets: Lessons from B2B Exchanges - California Management Review Vol 45, No. 2 – Winter 2003 October 31, 2009 | Slide 9
  • 10. Key Exchange Functions Product Catalog C t l Collaborative Demand Planning g Buy Side E- Procurement Supplier Portals Sell Side Order Management Logistics Excess Inventory Management Liquidation Reverse Auctions October 31, 2009 | Slide 10
  • 11. Part P t2–I Innovation & Supply Chains ti S l Ch i October 31, 2009 | Slide 11
  • 12. Mobile Internet Adoption Forecast of Users 2008-2014 August 2009 “Western European Mobile Forecast, 2009 To 2014” October 31, 2009 | Slide 12
  • 13. Apple – Design & Innovation Source: http://www.apple.com/pr/library/2009/10/19results.html October 31, 2009 | Slide 13
  • 14. Behind Every Great Product… …Is a World Class Supply Chain Is World-Class See the Semiconductor Insights’ Apple iPhone Teardown -http://www.youtube.com/watch?v=mPhciMud0MM October 31, 2009 | Slide 14
  • 15. Growth of Outsourcing Original Design “Instead of company Manufacturer M f t to company Design Contract Manufacturer competition, we are now in an era of supply chain to l h i t Service Make supply chain competition.” OEM Third Party Logistics “The weakest link of the supply Freight Forwarder chain defines the Sell Move supply chain.” Distributors & Resellers Third Party Dr. Hau Lee - Stanford University Logistics October 31, 2009 | Slide 15
  • 16. Flextronics Services Printed Circuit Camera Power Enclosures Displays Boards Modules Supplies pp Provide design and manufacture or more components. Moving beyond just assembly. Assembly Aftermarket Design Procurement Logistics & Testing Service • Contract Design – • Forecasting & • Build-to-order • Supplier managed • Customer returns & T&M engineering Demand Planning • Configure-to-order inventory repair • Joint Development • Materials & • Just-in-time • Inbound freight • Refurbishment Manufacturing Components Manufacturing management • Recycling • Original Design & Purchasing • Defect analysis • Order fulfillment • Service parts Manufacturing • Expediting • Environmental and distribution logistics • Warehousing stress testing • Retail technical services i Data gathered from Flextronics 10-K SEC Filing – May 2009 October 31, 2009 | Slide 16
  • 17. Faster Response to Demand Finished Goods assembled at Source Finished Ocean Warehouse Retail Manufacturing Product Transport Finished Product Store Finished Product Inventory – Inflexible to Demand Changes Late Stage Configuration & Postponement Model Generic Ocean Late Stage Retail Manufacturing Product + Kit Transport Configuration Store Generic, Configurable Inventory – Flexible to Demand Changes October 31, 2009 | Slide 17
  • 18. Late Stage Configuration & Postponement p Kits Thousands of permutations of mobile phones can be Late stage product configuration on configured from a few hundred various SKUs standardized parts. based upon consumer demand Manufacturer Inventory Retailer Generic version of G i i f Generic version of G i i f product assemble product stored centrally in low-cost closer to point of manufacturing center consumption Local country documentation and retailer specific t il ifi Documentation & packaging Packaging October 31, 2009 | Slide 18
  • 19. Broadband Growth Household Penetration and Adoption by Country December 2007 “Western European Residential Broadband Forecast: 2008 To 2013” October 31, 2009 | Slide 19
  • 20. Finland’s Right to Broadband "Good telecommunications access have evolved from a luxury into a necessity." Ministry of Communications http://www.lvm.fi/web/en/news/view/920307 October 31, 2009 | Slide 20
  • 21. South Africa’s Challenge 80km Route Unlimited IT proved it was faster to transmit data via carrier pigeon (Winston) than through the local Internet Service Provider g http://www.reuters.com/article/newsOne/idUSTRE5885PM20090909 http://blogs.gxs.com/keifers/2009/10/new-carrier-pigeon-service-for-b2b-large-file-transfers.html October 31, 2009 | Slide 21
  • 22. B2B E-Commerce Technologies B2B Technologies October 31, 2009 | Slide 22
  • 23. Large File Transfer Challenge Telecommunications – Call Detail Records Health Care – Radiology Images Manufacturing – CAD/CAM Diagrams Retail – Point of Sale Transactions Logistics – S lli I i i Satellite Imagery Banking – International Trade Documents a g te at o a ade ocu e ts October 31, 2009 | Slide 23
  • 24. DilbertFiles.com • Large files up to 2GB from any web browser • True cloud service without any software installed • Plug-in for mail clients such Plug in as Outlook • Desktop application with checkpoint/restart • E-mail address to receive the link for the download • Secured through 128 bit SSL encryption • Replicated to at least two servers to prevent data loss http://www.dilbertfiles.com October 31, 2009 | Slide 24
  • 25. B2B Technology Evolution XML Internet Data Messaging M i Communications C i ti Synchronisation S h i ti Radio SWIFT Corporate Services Oriented Frequency ID Access Architecture October 31, 2009 | Slide 25
  • 26. EDI’s Darwinian Survival Instincts EDI is Dead… Long Live EDI. Source: Forrester Research - July 2007 “B2B Integration Trends: Message Formats” Charles Darwin (1809-1882) http://blogs.gxs.com/keifers/2008/05/edi-and-darwin-how-edi-survived-the-internet- bubble-and-the-rise-of-the-brics.html October 31, 2009 | Slide 26
  • 27. The Long Tail of B2B Standards http://blogs.gxs.com/keifers/2008/05/the-long-tail-of-b2b-standards.html October 31, 2009 | Slide 27
  • 28. Fiscal Dematerialisation Gartner predicts that by 2012, 20% of invoices in EU will be i i i ill b electronic Country Specific Up to 80% savings Regulations Reg lations through conversion th h i to e-invoicing from Digital Signatures paper Content – Mandatory Fields Paper invoice costs P i i t Archival Period €30 to process Human Readable Format Opens up new Audit Trail market opportunities such as Supply Chain Finance Source: Gartner - Cost Savings Finally make European E-Invoicing Steamroller Pick Up Speed October 31, 2009 | Slide 28
  • 29. European Union Expansion Citizens and businesses can conduct business and perform financial transactions anywhere in the European Union as easily, safely and efficiently as they can within y y their own countries – Currency - Adopt a common currency (Euro) and monetary system – Accounting - Common financial reporting standards for all corporations – Invoicing - Harmonize electronic invoicing standards across EU – Capital Markets – Harmonize securities settlement systems across EU – Payments – Harmonize payment technologies and systems across EU October 31, 2009 | Slide 29
  • 30. Single European Payments Area Low Volume, High Value Payments High Volume, Low Value Payments October 31, 2009 | Slide 30
  • 31. ISO 20022 XML (UNIFI) About ISO 20022 XML – Universal Financial Industry Messaging Scheme – Joint initiative between OAGi, TWIST, RosettaNet and IFX – Designed for Payments Foreign Payments, Exchange, Trade, Securities and Invoicing Adoption of ISO 20022 – Foundation for SEPA messaging (TARGET2) – SWIFT MX message class – Oracle and SAP banking interface packages – Corporates – Sun Microsystems, Merck, IKEA, Alcatel, Shell More information at http://blogs.gxs.com/keifers/2007/12/02/iso- 20022-in-search-of%e2%80%a6payments-harmony/ October 31, 2009 | Slide 31
  • 32. End of the World Decade W ld D d October 31, 2009 | Slide 32
  • 33. Collapse of the Financial Markets October 31, 2009 | Slide 33
  • 34. M&A, Divestitures, Bankruptcies Bankruptcies Joint Ventures Reorganizations & Spinoffs & Bankruptcies 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 Merger Merger Vertical Wave Wave Integration October 31, 2009 | Slide 34
  • 35. The Rise of Google 50% of all Search Engine Activity 5% of Worldwide Advertising Spend 1 P t b t of user- Petabyte f generated data per hour Leader in Cloud Computing & SaaS October 31, 2009 | Slide 35
  • 36. Cloud Computing – Infrastructure delivered as a Service – Commoditized and standardized hardware and software platform – Ability to quickly move, change, add and delete applications – Massive scalability both upwards and d d d downwards d with same economics – Pay by consumption units (e.g. gigabytes, CPU cycles) – No upfront implementation fees or long term contracts October 31, 2009 | Slide 36
  • 37. Cloud Platform • Easy to Use • Fast • Elastic • Highly Available • Pay by the Drink October 31, 2009 | Slide 37
  • 38. Amazon.com e-Book Reader Inside of Amazon’s Kindle Reader October 31, 2009 | Slide 38
  • 39. Continued e-Commerce Growth Western Europe Forecasted 2008-2014 p March 2009 “Western European Online Retail And Travel Forecast, 2008 To 2014” October 31, 2009 | Slide 39
  • 40. Online Shopping for Electronics Only 6% of shoppers purchase Computers or Electronics El t i Online 70% of shoppers research online before buying in store October 31, 2009 | Slide 40
  • 41. Demand Forecasting with Web 2.0 Traditional Demand Signals Downstream Recent Inventory New Product Competitor Forecasts Sales (POS) Positions Launches Activity Production Demand Signal Forecast Repository Search Engine Pre-Order Personal Gift Ratings & Activity Requests Wish List Registry Reviews Localize Time Based Time Based Demand Demand Demand Web-Based Demand Signals October 31, 2009 | Slide 41
  • 42. Google Flu Trends Intense High Predict & Prevent – “Digital detection: supporting technology Moderate and efforts to detect early online Low 'signals' of emerging threats” Minimal http://www.google.org/flutrends/ October 31, 2009 | Slide 42
  • 43. Web 2.0 and Social Media October 31, 2009 | Slide 43
  • 44. What is a Mashup? Web applications or Web widgets that users create without coding to combine multiple data sources. Source http://marinetraffic.com/ais/ October 31, 2009 | Slide 44
  • 45. Inventory Visibility Mashup Brazil Inventory Forecast – November 2009 October 31, 2009 | Slide 45
  • 46. Supplier Performance Mashup Fast Semiconductor Supplier Fill Rate On Time Delivery Data Accuracy Environmental Defects October 31, 2009 | Slide 46
  • 47. Crowd Sourcing “Crowdsourcing” is a distributed problem-solving and production model. Problems broadcast to unknown group of solvers in form of an open call. October 31, 2009 | Slide 47
  • 48. Guardian leverages Crowds Engaged 20,000 readers to analyze 700,000 documents for expense discrepancies from UK Parliament members Source: http://platform.idiomag.com/2009/06/crowdsourcing-news-the-guardian-and-mp-expenses October 31, 2009 | Slide 48
  • 49. Real Examples in High Tech Cisco’s I-Prize Dell’s IdeaStorm $250K prize awarded to team Consumers vote on ideas for with best emerging technology g g gy enhancements to Dell’s PC and concept using Cisco’s products peripherals product line http://www.ideastorm.com/ http://newsroom.cisco.com/dlls/2008/prod_101408b.html October 31, 2009 | Slide 49
  • 50. B2B & Social Networking Social Networks for Businesses in the Supply Chain October 31, 2009 | Slide 50
  • 51. Linked In for the Supply Chain Master Data for Suppliers Corporate level data – products supplied, contact d il li d details Individual person data - contact, photo, skills, roles & responsibilities Change Management Routing Guides New Stores & Distribution Centers Pallet Labeling Floor Ready Merchandising B2B e-Commerce Program On-Boarding On Boarding for B2B e-Commerce e Commerce Readiness Survey On-Line Training Connectivity Option Selected Testing with Sample Data Live Transactions October 31, 2009 | Slide 51
  • 52. US Vendor Compliance Federation Retailers have as many as 150 b i business rules l Supplier compliance guides are updated 10- 10 12 times per year Updates posted to supplier portals or distributed via e-mail Deductions assessed and scorecards used to measure performance October 31, 2009 | Slide 52
  • 53. GCI’s Future Value Chain 2016 www.gci-net.org/gci/.../2016_Future_Value_Chain_GCI_Report-06-11-01-ohne.pdf October 31, 2009 | Slide 53
  • 54. Let’s Discuss What is the Vision for the Electronics Future Value Chain 2020? October 31, 2009 | Slide 54
  • 55. Questions Steve Keifer VP Industry Marketing Work +1.301.340.4000 E-Mail: steve.keifer@gxs.com North America | gxs.com EMEA | gxs.eu ASPAC | gxs.asia.com October 31, 2009 | Slide 55

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