1. MGTO321 Case Presentation By Group 1F Ho Wing Hang, Gary Lam Wing Man, Mandy Lee Chiu Wan, Yvonne Leung Kwok Cheung, Roger Wong Sze Man, Christine

2. VerticalNet  Start in 1995  Founder: Mike McNulty and Mark Walsh  $7million from Internet Capital Group  $9million from other firms

3. Today’s focus!  What should be VerticalNet’s Growth Strategy: “doing more of the same”, “doing more than what we currently do”, or doing both?

4. Outline:  VerticalNet background and analysis  Yvonne  VN competitors’ analysis  Roger  Suggestion (I)  Mandy  Suggestion (II)  Chirstine  Q&A

5. Business model  Business model: B2B business –Bring suppliers and buyers together –Services provided: storefront service, community, information provider Competitors Suggestion (I) Suggestion (II) VN Background

6. Revenue  55% sponsorship  40% storefront  5% e-commerce Competitors Suggestion (I) Suggestion (II) VN Background

7. Resources and Capabilities  Largest creator of targeted B2B vertical trade communities  Powerful database  Networking with buyers and sellers  Buying or alliance with companies –Isadra, Tradex  Partnership –BancOne, First USA  Reputation Competitors Suggestion (I) Suggestion (II) VN Background

8. VN competitors  VerticalNet’s Competitors –Market Maker/Information Provider –E.g. Office.com, Manufacturing.net, TradeOut.com VN Background Suggestion (I) Suggestion (II) Competitors

9. What are their sources of revenue?  Three sources of revenue: –Advertising –Sponsorship –E-commerce  Depends on advertising returns –E.g. Manufacturing.net 80%revenue came from advertising fee VN Background Suggestion (I) Suggestion (II) Competitors

10. Problem arise!  VN share the same revenue pie with others! –The pie is getting smaller and smaller  Information providing market is getting mature, too  GO FOR E-BUSINESS! VN Background Competitors Suggestion (II) Suggestion (I)

11. VerticalNet’s Focus  Four Areas: –E-commerce Centers or Transaction- enabled Storefronts –Online Auctions –Electronic Marketplaces –On-line Exchanges or Marketplaces for Near Commodities VN Background Competitors Suggestion (II) Suggestion (I)

12. Advantage (1)  More Profit Generation –Sources of Revenue 1.Setting up Storefronts 2.Commission 3.Online Auction VN Background Competitors Suggestion (II) Suggestion (I)

13. Advantage (2)  Sustain Its Competitiveness: –Fulfill Customers’ Needs 1. Lower Cost 2. Quick Respond VN Background Competitors Suggestion (II) Suggestion (I)

14. Challenge (1)  Difficult in Generating Short-term Revenue –E-commerce need time to build up a mature market VN Background Competitors Suggestion (II) Suggestion (I)

15. Challenge (2)  Lack of Technology Example : –Creating online market, auction, exchange –Financing vehicles VN Background Competitors Suggestion (II) Suggestion (I)

16. Strategy needed to tackle the challenges:  For Challenge 1 –VN should work as a B2B solution provider  For Challenge 2 –VN should find alliances and partners VN Background Competitors Suggestion (I) Suggestion (II)

17. VN as a B2B solution provider  E-commerce consulting –Provide solutions and recommendations for companies who want to go online –Provide training programs to companies E.g. Training for product operations and administrative staff in e-business VN Background Competitors Suggestion (I) Suggestion (II)

18. VN as a B2B solution provider  Trade server –Server (hardware & software) for companies who want to set up online business  Content and Community Management system –Software that help companies in managing the content and community of their company website VN Background Competitors Suggestion (I) Suggestion (II)

19. VN as a B2B solution provider  Commerce Management System –Specialized market design software and individual commerce modules that help in managing online: Auction Exchange Catalogs RFP & RFQ Negotiation VN Background Competitors Suggestion (I) Suggestion (II)

20. Alliances and partners are needed!  Technology –Microsoft, IBM, Liaison, Yantra  Financing –eCredit.com  Security –Escrow.com VN Background Competitors Suggestion (I) Suggestion (II)

21. Summary  VerticalNet Analysis  Competitors’ Analysis  Recommendation –Go for e-business and setting up online B2B exchange market –Work as a B2B solution provider  Do more than what we currently do!

22. THANK YOU!! Q & A