Monica Luechtefeld

1
Buyers/Sellers Views on B2G
GSA/CommerceNet G2B Workshop

• Monica Luechtefeld
• EVP, E-Commerce

2
GSA/CommerceNet G2B Workshop
Supplier Concerns

• Capital Budgets are Reduced - Will Be Less in
  2002
• Use Technology to Drive Process Re-Engineering
  and
• Reduce Costs
• Need Clear Direction from Buyers on Technology
• Requests
• Need to See ROI - Year 1 Preferred!
• Solutions MUST BE SCALEABLE

3
Suppliers Internet Strategy
GSA/CommerceNet G2B Workshop
Suppliers Internet
Direct Connect Government Buyers
eProcurement Solutions Inter-Operable
Marketplaces- Various Engines
Government Buyers
Government Buyers
4
A Typical Suppliers Internet Revenue
GSA/CommerceNet G2B Workshop

• Suppliers Website - 150,000 Companies
  Connected - 93 of the sales revenue
• eProcurement Solutions - 200 Companies
  Connected- 5 of todays revenue
• (20 in 2002)
• Marketplaces - 120 (12 Significant) Connected -
  2 of todays revenue
• Affiliates - 8,000

5
GSA/CommerceNet G2B Workshop

• Suppliers Will Continue To Invest In Internet
• Suppliers Must View eProcurement/3rd Party
• Solutions As A Complement To Their Sales
  Efforts -
• NOT COMPETITION
• Suppliers Need Standards To Be Adopted, Embraced
• And Promoted By Buyers
• Suppliers Want To See Some Actual Cost
  Reduction Before They Will Reduce Prices.

6
GSA/CommerceNet G2B Workshop
Supplier-Buyer Partnerships

• Adopt and Enforce Standard For Supplier/Buyer
• Interfaces - Integration
• Develop 1-3 Approved Interfaces
• Set A Direction For G2B eCommerce
• Engage Leading Suppliers As Partners
• Speed to Market Test 2-3 Strategies
• Create, Document, and Share Profitable Model
  with Suppliers
• Promote Profitable Adoptions