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ConfidentialandProprietaryCGE&YCopyright2000GlobalExchangeSummitNaplesFloridaJanuary9,2001SalesandeProcurementBreakoutConfidentialandProprietaryCGE&YCopyright2000TotalValuetoeMarketplaceparticipationSupplyChainEfficienciesDesignInnovationCustomerRelationships!OwnershipwillblurRequirestightercontractualrelationshipsPushesownershipdownthesupplychain!SupplychaininefficiencieswilldecreasemarginsCreatesmore“commoditized”productsHighlightsproblemswhichneedinstantcorrectionForcecollaboration•Marketchangeswillrequireanimmediateresponse!Expectscustomizedservicesandofferings!Requiresreal-timeconsumerinformation!Requiresquick&instantresponse!Monitorsmarketshifts!AvailabilitytopromisemandateInformationwillsupplantbrandloyalty!Reducesbrandloyaltyascustomerswillobtaininstantaneousinformation!Drivescompetitionbyinformationaccessbythecustomer,notbrandloyaltySupplierswillneedtounderstandendconsumerneeds!Providesdetailedandinstantaneouscustomerinformation!Evolvesintoone-on-onemarketingintocustomerandconsumerintimacy!ResultslessretailshelfspaceinthephysicalaswellasonlineenvironmenteMarketplaceswillhavesignificantimpactineveryareaofbusinesseMarketplaceswillhavesignificantimpactineveryareaofbusinessConfidentialandProprietaryCGE&YCopyright2000PastBuy/SellStrategicLinkagesTargetedAggregationProfit/yieldvs.CostoptimizedInnovate,Plan,Make,Buy,Move,Sell,ServiceInternallyfocusedoptimizationValueChainNetworkedValueChainBlurredValueWebSSCommunity&ContentLinkages&StandardsInthefuture,marketplaceswillevolve:AggregateandanalyzedataformembersFacilitateandhostcollaborationservicesformembersProvideinventoryoptimizationservicesProvidetheconduittopushownershipofassetstotheextremeendsofthesupplychain(e.g.manufacturerandconsumer)BetheaggregatorofwebbasedservicesrequiredbyitsmembersProvidetheinformationandtoolstofacilitatemarketintimacyInthepast,marketplacesstartedasweb-basedconsolidatorsofcontentandcommunityforanindustry(e.g.VerticalNet)Today,marketplacesareelectronictradingfloorsforindirectorsurplusgoodsandareworkingondevelopinglinkagesinastandardizedformat.AggregationCollaborationOptimizationBlurredAssetOwnershipMarketIntimacyTodayFutureAtomizationwillBlurValueWebsAtomizationwillBlurValueWebsConfidentialandProprietaryCGE&YCopyright2000OrderManagementDirectProcurementConsumerLoyaltyAdvertisingTransportationSchedulingInventoryManagementWholesalerActivitiesMerchandisingReplPlngSupplyCollaborationCustomerMgmtRegulatoryReportingDemandCollaborationShareholderCommunicationTrainingAssociationMgmtPromotionPlanningSpecialEventsFulfillmentVirtualDomainDesignCollaborationIndirectProcurementRawMaterialSuppliersMakersFulfillersInnovatorsBrandersSellers/ServicersProductionPlanningAssetUtilizationPrivateLabelMgmtPrivateLabelMgmtTransportationPlanningProdLifecycleManagementChainStoreManagementEmployeeBenefitsContractMgmtContractMgmtFinancingRecruitingPerfMgmt(KPIs)FactoryPlanningTracking&TracingBusinessProcesses,Organization,RelationshipsandTechnologywillChangeBusinessProcesses,Organization,RelationshipsandTechnologywillChangeConfidentialandProprietaryCGE&YCopyright2000MarketPressuresContinuetoPoseNewChallengesonExistingPurchasingPracticesStrategicChallengesEnterpriseEmergingBusinessModels&SolutionsSourcingTrends!Speed!Efficiency!Supplymarketdynamics!Demandmnagement!Competition!Totalcostapproach!Leverageenterprisespend!Informationleakage!TradingexchangesPublicandprivateHorizontalandvertical!eProcurement!DynamicCommerce!Businessstrategyalignment!Creationofcustomervalue!Competition!Supplybasevaluecontribution!ResourceallocationConfidentialandProprietaryCGE&YCopyright2000StrategyDriveneSourcingandeProcurementSourcingObjectivesDefinitionSourcingStrategyDevelopmentRequirementsDefinition&SpecificationInnovationSupplySupplyBaseManagementProcurementPlanningandControlMaterials&ServicesAcquisitioneProcurementOrganizationPerformanceMeasuresINFRASTRUCTUREAlignmenttobusinessstrategyandcompetitiveenvironment,communicationtointernalandexternalstakeholdersCommodityspecificfocusingonvaluecreationcross-functionallyManagingboughtoutrequirementsto“buyless”and“buyforless”Leveragesupplierrelationshipstomaximizebenefitsofcost,qualityanddeliveryinbothinnovationandsupplyEfficientandeffectiveplanningandco-ordinationofrequirementsacrossthesupplychaintominimizecycletimeinsupplyandacquisitionLowestcostfrom“purchasetopay”&fromordertodeliveryEnablinginfrastructurewhichunderpinseffectiveprocessesandbehaviorConfidentialandProprietaryCGE&YCopyright2000eSourcingDefined:OptimizingSourcingStrategiesThroughInternetBusinessModelsandWeb-TechnologieseProcurement!StrategicSourcing,asaprerequisite!Contentmanagement&decisionsupporttools!Web-basedtransactionenginesandcatalogs!Optimizationofcostsofbuyingprocessesandsettlement!SustainingstrategicsourcingsavingsonmaterialsandservicesStrategicSourcing!Significantspendcoverage!Optimizationoftotalacquisitioncostsofmaterialsandservices!Definitivesupplierrelationshipsandmanagementstrategies(bycategoryofsupplierandcategoryofmaterials/servicesbought)