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IBM's eSites and B2B eCommerce Strategy
by IDC, Rob Rosenthal
Editorial Reviews
Book Description
B2B ecommerce is not a buzzword. B2B ecommerce is not passé. When implemented with attention to customers' total needs, B2B ecommerce can have a significant and positive effect on a company's sales. Consider IBM. Since 1998, IBM credits its private extranet sites with increasing their users' total IBM spending by 5– 15%. The extranet sites, which IBM calls eSites, have also protected the customer base from eroding. The eSites provide IBM's larger customers with information and transaction capability, and they complement IBM's overall relationship with each client. "IBM makes sure the eSites provide both information and connectivity. Their versatility has helped IBM both increase and protect its customer base." — Rob Rosenthal, senior research analyst, Hardware Channels, IDC
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