Digest…
Because of the size of the B2B opportunity, an increasing number of companies are exploring how technology and specifically, e-commerce platforms, will impact how buyers will purchase industrial products in the future. Recently Oracle reported some interesting findings (Oracle’s 2012 B2B E-Commerce survey):
– 28% of respondents said that over 50% of their revenues come from the online channel.
– 31% of respondents said direct sales are still driving most revenue, but online is growing in importance.
– 80% of respondents agree that customer expectations have changed due to B2C/retail practices.
– 80% of respondents said that they invested in their commerce platform in 2012.
While it may yet be a few years before B2B supply chain networks are totally disrupted, we can already see the first signs of disruptive changes. Three major players have already made some critical moves. For example, many traditional and standard industrial goods can already be purchased on the Amazon Supply platform. Google is developing a powerful marketplace for B2B companies to search for product alternatives. And Grainger has become a very large B2B sourcing platform, and is well-recognized as one of the most user-friendly B2B sites.
The tidal wave of price transparency and pricing pressure is coming to B2B, and it will be disruptive. A wait-and-see position for B2B and industrial companies is not acceptable. B2B companies have a unique opportunity to learn now how brick-and-mortar retail chains are responding to the price transparency challenge created by online competitors, comparison shopping engines and mobile devices. Investments in price intelligence software will not be optional. The real question is whether these firms are prepared to proactively disrupt themselves, or are waiting to be disrupted.
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Source: www.innovationexcellence.com
Kenneth Carnesi holds a Juris Doctor degree from New York Law School and a Professional Certificate in International Banking from Harvard Law School. Kenneth Carnesi is the Director of Operations and Government Sales at Anaptyx LLC and sits on the Boards of The Lazarus Organization, Monkeetech LLC and MG Madison Phillips, Inc. Mr. Carnesi has also founded CICG - Carnesi International Consulting Group, a company specializing in strategy consulting to small to mid-size businesses.
Kenneth Carnesi 
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