1. The ROI of B2B Beth Gold-Bernstein VP Strategic Services ebizQ.net bethgb@ebizQ.net

2. Agenda How B2B integration delivers ROI The role of web services What to look for in a B2B solution Case study interview Inovis B2Bi solutions

3. Challenges of Measuring ROI Base-line metrics Clearly defined business objectives Confusion over what to measure Benefits may be difficult to quantify

4. Measuring ROI Reducing costs Increasing revenue

5. Reducing Costs Transaction costs Personnel costs IT costs Business costs

6. Reducing Transaction Costs Industry estimates to process a PO: A customer selling futures on natural gas reported an error could cost millions

7. Reducing Personnel Costs Reduce head count (or avoid increasing) –through automation –customer self-service systems Reduce training costs –making information readily available –making systems easier to use Reduce skill sets required, lower salaries

8. Reducing IT Costs Reduce error rates and the cost of fixing errors Reduce re-keying costs Reduce cost of hand coding interfaces Reduce system support costs through integration

9. Reducing Business Costs Reduce the cost of implementing change Reduce business costs through process improvement Reduce inventory costs Reduce cost of processing orders and returns Reduce brick and mortar costs through new on-line channels

10. Increasing Revenue Increase market share –Retain existing customers –Increase revenue from existing customers –Attract new customers through new on-line channels Create new market opportunities –Bring products to market more quickly –Integration enables new offerings while leveraging existing investments

11. B2B Technology

12. B2B Checklist Partner agreement management Collaboration support Real-time visibility into B2B process B2B transaction support Transaction audit trail Support for multiple input formats XML EDI Support for multiple back-end interfaces B2B security Non-repudiation Multiple firewall friendly e-Mail Browser HTTP MQSeries TCP/IP VAN

13. Integration Checklist Data transformation Messaging Data integration Wide connectivity to back end systems Business process management Business activity monitoring Support for web services Security

14. Interview Rod Franklin, VP Solutions Engineering, USCO Logistics