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B2B P
               Past, P
                     Present and F
                               d Future
                             EDIFICE 109th Plenary
                            Amsterdam, Netherlands
                            Amsterdam




Steve Keifer – Vice President, Industry Marketing
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
Part Th Dot
P t 1 -The D t
   Com Era
       October 31, 2009 | Slide 3
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
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
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
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
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
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
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
Part
P t2–I
     Innovation & Supply Chains
           ti     S l Ch i
                         October 31, 2009 | Slide 11
Mobile Internet Adoption
Forecast of Users 2008-2014




          August 2009 “Western European Mobile Forecast, 2009 To 2014”



                                                                         October 31, 2009 | Slide 12
Apple – Design & Innovation




Source: http://www.apple.com/pr/library/2009/10/19results.html


                                                                 October 31, 2009 | Slide 13
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
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
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
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
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
Broadband Growth
Household Penetration and Adoption by Country




        December 2007 “Western European Residential Broadband Forecast: 2008 To 2013”

                                                                                        October 31, 2009 | Slide 19
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
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
B2B E-Commerce
                   Technologies




B2B Technologies




                      October 31, 2009 | Slide 22
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
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
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
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
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
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
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
Single European Payments Area
    Low Volume,
High Value Payments




   High Volume,
Low Value Payments

                         October 31, 2009 | Slide 30
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
End of the
World Decade
W ld D     d
   October 31, 2009 | Slide 32
Collapse of the Financial Markets




                            October 31, 2009 | Slide 33
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
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
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
Cloud Platform




                 •   Easy to Use
                 •   Fast
                 •   Elastic
                 •   Highly Available
                 •   Pay by the Drink



                      October 31, 2009 | Slide 37
Amazon.com e-Book Reader




                   Inside of Amazon’s Kindle Reader

                               October 31, 2009 | Slide 38
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
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
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
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
Web 2.0 and Social Media




                           October 31, 2009 | Slide 43
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
Inventory Visibility Mashup




     Brazil Inventory Forecast – November 2009




                                                 October 31, 2009 | Slide 45
Supplier Performance Mashup

                               Fast Semiconductor

                                           Supplier Fill Rate


                                           On Time Delivery


                                           Data Accuracy


                                           Environmental


                                           Defects




                         October 31, 2009 | Slide 46
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
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
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
B2B & Social Networking




   Social Networks for Businesses
         in the Supply Chain

                                    October 31, 2009 | Slide 50
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
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
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
Let’s Discuss




    What is the Vision for the Electronics
         Future Value Chain 2020?

                                 October 31, 2009 | Slide 54
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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B2B Past, Present and Future

  • 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