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Is the Third Time the Charm For B2B?
The first two waves of business-to-business (B2B) e-marketplaces generally failed to prosper. What reason is there to think that the third wave will succeed? After all, B2B e-marketplaces still face a massive "chicken-and-egg" problem. To show they can provide real economic value—and thus attract buyers and suppliers—B2Bs need to achieve scale volumes. But they can only achieve scale by attracting buyers and sellers. What is the way out of the impasse?
The take-away: The real gains in the third wave of B2B will come not from trading but from better access to and the sharing of information. "Is the third time the charm for B2B?" serves as an introduction to four related articles that map out the structure of the new B2B landscape.
Articles provided by The McKinsey Quarterly
© 1992-2003 McKinsey & Company, Inc
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