【正文】 ive/update pany data DEEPER New specialized access devices optimized for applications: ? Increased depth of interaction with employees results in higher retention rates ? Employees are freed to focus on high valueadded activities as noncore tasks are automated or outsourced CROSSMEDIUM Integration of physical and electronic participation: ? N/A Valueadded Reintermediation: Inter Impact Detail bc Point of View E Commerce Toolkit 24 PointofView Market Valuation (1 of 2) Note: Inter panies include AOL, Yahoo, EBay, Amazon, Etrade, Lycos, Excite, @Home, CNET, Priceline, Geocities, and Infoseek。 Market capitalizations are as of 5/6/99。 Market cap taken to be a proxy for MVA for Inter stocks Source: Stern Stewart Performance 1,000。 Yahoo Finance!。 Company reports。 Bain Analysis C om pu te rSo ftw areand Ser v ic esD rug s andR es ea rchT e le p h on eC o m p an ie sF oo dPr o ces singHe alth ca reand S erv ic esD is co untand Fas hio nR et ailingG en era lM anu fa ct uringPaper$1 7 8B$1 6 4B$1 3 0B$7 1B$4 7B$4 4B$2 9B$1 2B$0$ 50$1 00$1 50$2 00$2 50$3 00Change in MVA (Billions of Dollars)Over the past three years, a small group of Inter panies have created more value than any other industry achieved in 10 years. Ten Year Increase in MVA (198695) Inter Impact Detail bc Point of View E Commerce Toolkit 25 PointofView Market Valuation (2 of 2) Note: Inter panies include AOL, Yahoo, EBay, Amazon, Etrade, Lycos, Excite, @Home, CNET, Priceline, Geocities, and Infoseek。 Market capitalizations are as of 5/6/99。 Market cap taken to be a proxy for MVA for Inter stocks Source: Stern Stewart Performance 1,000。 Yahoo Finance!。 Company reports。 Bain Analysis Inte r $2 75B$0$50$ 100$ 150$ 200$ 250$ 300Change in MVA (Billions of Dollars)Three Year Increase in MVA (199699) Inter Impact Detail bc Point of View E Commerce Toolkit 26 PointofView Agenda ? Inter Impact Detail ? Business Impact Detail ? Response Alternatives ? Key Success Factors bc Point of View E Commerce Toolkit 27 PointofView Overview All business will be impacted... ? The timing and magnitude of the overall impact will vary by industry ? There are significant potential threats as well as opportunities ? Potential impact can be understood and proactively addressed ? Profit pool shifts and mensurate market values could be significantly impacted ? Ultimately, the petitive landscape could be dramatically different from today Business Impact Detail bc Point of View E Commerce Toolkit 28 PointofView Evolution Framework High Low Transformation Phases (Time) Magnitude Of Impact Extension Experimentation Participation High Med Low Customer Relationship Management Supply Chain Integration Internal Business Mangement Business Impact Detail bc Point of View E Commerce Toolkit 29 PointofView Phase I Participation Phase II Experimentation Phase III Extension Phase IV Transformation Establish Web Presence InterEnable Traditional Functions Leverage Electronic Platform To Build New Capabilities Integrated Transformation Very few panies have yet developed a plan to take advantage of the transformational opportunities the Inter enables. ECommerce Transition Business Impact Detail bc Point of View E Commerce Toolkit 30 PointofView ECommerce Transition (1 of 4) CRM ? Marketing site basic pany information key product information Establish Web Presence IBM ? Build basic Intra post documents/policies SCI ? Marketing site basic pany information Impact ? Minimum business requirement ? Low differentiation potential Deployment Examples Phase 1 Participation Phase 2 Phase 3 Phase 4 Business Impact Detail bc Point of View E Commerce Toolkit 31 PointofView CRM ? Develop electronic ordering capabilities ? Establish Interbased customer service account information billing/payment InterEnable Traditional Functions IBM ? Upload key functions onto the Inter human resources admin SCI ? Exchange pricing data electronically with suppliers ? Make inventory levels visible Deployment Examples Impact ? Industry leaders taking market share ECommerce Transition (2 of 4) Phase 1 Phase 2 Experimentation Phase 3 Phase 4 Business Impact Detail bc Point of View E Commerce Toolkit 32 PointofView ECommerce Transition (3 of 4) CRM ? Automate customer service ? Build data warehousing and mining capabilities to target customer ? Provide value added customer experience (., purchase remendations, virtual munities) Leverage Electronic Platform To Build New Capabilities IBM ? Integrate internal functions to provide seamless data flow ? Link customer preference data to product development SCI ? Integrate suppliers into ERP system ? Create/utilize valueadded electronic buying agents Impact ? Opportunity for petitive leadership Deployment Examples Phase 1 Phase 2 Phase 3 Extension Phase 4 Business Impact Detail bc Point of View E Commerce Toolkit 33 PointofView ECommerce Transition (4 of 4) CRM ? Develop interactive joint marketing approaches ? Create seamless user experience, not replicable in physical world Integrated Transformation IBM ? Seamless data flow and knowledge sharing across the anization SCI ? Integrate customers, suppliers, employees, and partners in an interactive work provide end to end supply chain visibility Impact ? Significant opportunity for petitive advantage Deployment Exampl