In this blog, I would like to continue the discussion of how technology can play a much greater role in actually facilitating the right conversations between buyers and sellers. Let’s start with identifying three attributes essential to any B2B technology solution and in future blogs I’ll explore each of these attributes in more detail. At the risk of being redundant, I am also confining my discussions to situations where a long term business relationship is desired.
Collaboration: The state of technology today is that most platforms are designed to serve the needs of one party or the other. Sellers and buyers both have ERP Systems but other than sometimes providing for the processing of purchase orders, invoicing and payments, there is very little sharing between the two parties. Yes I’m aware of systems that reach into proprietary data such as inventory for both parties, but again are these actually facilitating the initial sale? I would argue no, they simply facilitate reordering after a business agreement is reached.