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Implementing Next-generation E-business Strategies

ISBN: 1-56607-073-2
Pages: 190
Published: August 1999

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About the report

A Technological Revolution

Web sites are accommodating a new business model based on e-commerce that encompasses much more than Internet sales. According to Zona Research, 85% of organizations surveyed had implemented or planned to implement this e-business model.

E-business is more integrated with back-office systems than typical e-commerce efforts, increasing customer satisfaction with faster service and lower operating costs. In addition, adopting e-business can generate new marketing opportunities, reduce time-to-market, and increase return on investment (ROI).

CTR's new Implementing Next-generation E-business Strategies report distinguishes e-commerce from e-business and discusses the differences between business-to-business (B2B) e-commerce and business-to-consumer (B2C) e-commerce. It emphasizes the role of e-business in electronifying the entire enterprise, presenting a seamless integration among company systems and with partners' and third parties' systems.

The report explains how companies can advance successfully from e-commerce to e-business and presents issues that implementers must consider in their electronification strategies:

  • The market for B2B and B2C commerce
  • Widely adopted e-business applications
  • Centrality of the customer
  • Preventing initial implementation disruptions
  • Common characteristics of e-business Web sites
  • Creating a strategy for supporting an e-business site

Implementing E-business

E-business offers numerous benefits but is often accompanied by complex concerns such as security, researching supportive products and vendors, and selecting the most appropriate technologies such as programming languages. In addition to e-business' philosophical basics and related in-depth case studies, the report provides detailed information regarding e-business principles, tools, and implementation techniques:

  • Electronic bill presentment and payment (EBPP)
  • Electronic data interchange (EDI)
  • The role of secure sockets layer (SSL)
  • Electronifying the supply chain locally and globally
  • Using extranets to relate to partners
  • Extensible markup language (XML)
  • E-business application server, tool, and software vendors
  • How to measure e-business ROI


Because e-business is a technological revolution, organizations that formulate and implement strategies today will have a considerable advantage over their competitors. Organizations that wait to develop e-business strategies may never meet the success of their predecessors. Within five years, e-business is likely to refer not to a single type of business but to all business.

Implementing Next-generation E-business Strategies is an invaluable resource for those responsible for electronifying business practices to gain a competitive advantage.

Report contents

Executive Summary

  • E-business versus E-commerce
  • From E-commerce to E-business
  • Internet Commerce (I-commerce): An Exploding Market
  • The B2B E-commerce Market
  • Directions in E-business
  • Case Studies of E-business Innovators
  • Characteristics of E-business Sites
  • The Importance of Having a Strategy

The Customer Is Central

  • The Cost Structure of Supporting Customers Online
  • Identifying the Customer
  • Analyzing Web Site Behavior
  • The Controversy about Customer Data: Privacy Concerns and Privacy Laws
  • The European Union (EU) Privacy Directive
  • The Challenge of Integration
  • Online Customer Service
  • Making Customer Service Information Accessible
  • Using E-mail to Enhance Customer Relationships
  • Searching the Knowledge Base
  • Integrating Telephony with Web-based Customer Service
  • Chat as a Customer Service Tool
  • Web-based Customer Service Systems
  • How Virtual Communities Can Guarantee Customer Loyalty
  • Using Online Customer Service to Differentiate the Business

Electronifying Business Processes

  • EPPP
  • E-business and Channel Partners
  • Sales Force Automation (SFA)
  • The Impact of Internet Sales on Salespeople
  • Effective Sales Using the Internet
  • E-business and Distributors
  • Online Procurement Systems
  • Business Purchasing
  • Online Procurement versus EDI
  • The Market for Online Procurement
  • Open Buying on the Internet (OBI)
  • Problems with Web-based Procurement

Business-to-Business Strategies

  • Facilitating Global E-commerce
  • Electronifying the Supply Chain
  • International Supply Chain Electronification
  • Adaptec: A Virtual Supply Chain
  • Moving Toward Supply Chain Electronification
  • The Boundary Problem
  • Virtual Markets: Connecting Buyers with Suppliers
  • B2B Auctions
  • Extranets: Opening the Enterprise to Business Partners
  • Extranets versus EDI
  • Designing Extranet Applications
  • Application Design Perspective
  • Supporting New Users of Back-end Systems
  • Extranet Legal Issues
  • Who Is Implementing Extranets?

E-business Security

  • Digital Certificates
  • How Digital Certificates Work
  • Issuing Digital Certificates to Customers and Business Partners
  • The Importance of Directory Services
  • Toward an Interoperable Public Key Infrastructure (PKI)
  • Complexities and Benefits of an Interoperable PKI
  • Overall PKI Problems and Potential Solutions
  • Legal Issues with Digital Signatures
  • PKI Products
  • Access Control
  • Addressing Network Security: Virtual Private Networks (VPNs)
  • SSL
  • Secure Transaction Technologies

E-business Tools and Technologies

  • Java: The Foundation for E-business
  • Application Servers: A Cornerstone in E-business Application Development
  • E-business Tools
  • Open Market Transact
  • BroadVision One-to-One
  • webMethods B2B Integration Server
  • Ariba Operations Resource Management

XML for Next-generation Web Applications

  • What Is XML?
  • XML's Roots
  • Standardizing XML and Related Specifications
  • The World Wide Web Consortium (W3C)
  • The Structure of XML
  • XML as a Data Transport
  • XML for E-commerce
  • XML and EDI
  • Procurement Standards: cXML, CBL, and eCo
  • Applying XML to the Supply Chain
  • Information Content and Exchange
  • Extensible Forms Description Language (XFDL)
  • Open Financial Exchange (OFE)
  • XML and Development Technologies
  • Repository Standards
  • Application Development Tools
  • Barriers to XML Implementation
  • XML Adoption

Formulating an E-business Strategy

  • Barriers to E-business
  • International E-business
  • Managing the E-business Change Process
  • From User-to-Application to Application-to-Application
  • Communications
  • Personnel Changes
  • Who Is Developing E-business Strategies?
  • Identifying New Opportunities
  • Developing an E-business Strategy
  • Quantifying ROI
  • The Importance of Scalability
  • E-business Insurance
  • The Future of E-business

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