B2B Marketing in
Public & Private E-Markets
Course Overview:
Business-to-Business (B2B) electronic commerce is currently taking up the
majority of the commercial use of the Internet, representing about 84% of ECommerce turnover in the European Union. Companies are primarily motivated to
use the Internet by the prospect of improved efficiency.
To varying degrees, each B2B E-Market model can complement and extend
traditional Enterprise Resource Planning (ERP) capabilities; however, private
exchanges will enable the deepest integration between a company and its trading
partners.
Course Objectives:
By the end of this course, participants will be able to:



Understand how e-commerce affects B2B marketing and adapt
processes to reflect this influence
Use e-markets to sell and buy in B2B situations
Integrate traditional markets and e-markets in order to be use
resources effectively
© BLI Group
www.bli-group.com
Course Outline:

B2B Concepts & Related Issues With B2B
o
B2B E-Commerce overview
o
Key business drivers for B2B
o
Types of B2B Marketing
o
Basic types of B2B E-Marketplaces
o
Public E-Marketplace versus private E-Marketplace
o
Types of transactions in B2B
o
Supply Chain Relationships in B2B
o
Benefits & Limitation of B2B

B2B Electronic Exchanges

Sell Side Versus Buy Side (E-procurement) in B2B

o
One-To-Many: sell side E-Marketplaces in B2B
o
One-To-Many: sell side E-Marketplaces in B2B architecture
o
Sell side models and activities
o
Using intermediaries in the sell side
o
One-From-Many: buy side E-Marketplace in B2B (E-Procurement)
o
E-Procurement methods in B2B
o
Reverse auctions: buy side process/steps
B2B Networks & Supply Chain:
o
Company centered (private) networks
o
Industry wide (vertical) networks
o
Trans-Industry and global networks
o
How several exchanges work in one supply chain
© BLI Group
www.bli-group.com