From data warehousing to data analysis, from CRM to supply chain management to business process management, dozens of companies are offering what amounts to the same service. Regardless of the fancy buzzwords used to describe their offerings, what they're doing is helping companies manage the data flowing electronically between them and their suppliers, business partners and customers. The point is supposed to be that with the most accurate, real-time business data at hand, you, the product or service vendor, can avoid order fulfillment delays and other glitches that could alienate customers and force them into the arms of your rivals.
This is a laudable goal: Many a consumer retailer has sunk into business oblivion because it couldn't get its customer service act together. B2B companies say they're learning from the mistakes of their B2C counterparts and finding innovative ways to keep their customers happy by taking better advantage of Web-based functions.
But pity the poor IT manager who needs to make a decision about which of these e-business partners to contract with. With no time to waste in finding new ways to extend their businesses onto the Internet, many companies are being forced into alliances with service providers that might be filing for bankruptcy 12 months from now. What's the best way to make sure you don't get burned when choosing B2B business partners?
Do your homework
E-business executives and analysts I've talked to say it's critical to ask a lot of questions. Is the vendor's service already up and running, or is it only in the planning stages? Does it run on standard Web-based platforms or on proprietary technology? (Pass over any service that isn't Web-oriented to the core, experts say.) Does the service have any actual customers? Have those customers been using the service and its related software tools for a while -- even if only in beta versions?
Before you sign any deals, make sure those customers exist and talk to them. Find out what their business needs and goals are, and see how closely they line up with yours. If they have any major technology or business process complaints about the vendor, run, don't walk, to a competitor. There will be plenty to choose from.
And do some background research, experts say. Online resources on B2B services abound -- the CRMGuru.com and CRM-Forum.com sites are just a couple of examples. On those sites, you'll find extensive archives of online chat discussions among corporate executives, management consultants and software engineers on ways to slog through the mountain of B2B hype to find solid companies to partner with.
How do you separate the B2B hype from reality? And what are you looking for in B2B business partners? Write me with your successes and/or horror stories at maria_seminerio@ziffdavis.com.
