© 2011 Sixhills Consulting LtdB2B e-Commerce will not deliver its promised benefits for organisations unless substantial challenges can be overcomeBusiness Model• Creating (and sharing) real sustainable industry value; driving out microeconomic inefficiencies• Building trust through appropriate ownership structures/partnerships• Creating sustainable revenues and profits• Negotiating capital structureOperational Model• Displacing (inefficient) process costs• Altering entrenched behaviour• Effecting new organisational and decision-making structuresTechnology• Managing systems complexity and layered technology costs• Surviving the cycle of competing technology investments• Combating resistance to standard communication modelsB2Be-Commerce may fail to deliver its promise for many organisationsOvercoming Challenges to Successful B2B eCommerceB2B PerspectivesP3
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