What does it mean when fiercely competitive companies band together in the digital arena? It means that Round Two in the new economy is well under way, and this time, Power Players are teaching the floundering dot.com start-ups some critical lessons: Size does matter; content, commerce, and connection are still the foundation of any solid network; and the future of business-e-commerce and otherwise-is rooted in tried-and-true business skills of the past.

In Power Play: The Beginning of the Endgame in Net Markets, A.T. Kearney consultants Mike Moriarty and Bruce Klassen reveal how established companies are combining well-honed business skills with the power of the Internet to reclaim their lead position-and create sustainable competitive advantage-in the new economy.

Using thorough research, solid analysis, and in-depth case studies of some of today's leading net markets, including Covisint, the WorldWide Retail Exchange, and Aerospan, Moriarty and Klassen explain how the winners in the net market arena will be those companies that combine their experience, deep industry knowledge, and solid business fundamentals with the agility and flexibility that dot.com companies once exemplified.

For many executives, the world of net markets remains uncharted territory, offering more questions than solutions: What are the different types of net markets? Should your company join or create a net market? How will you use net markets to create competitive advantage? Power Play helps you determine if and when to take the plunge, and provides the solid understanding you'll need to respond, adapt, and thrive in the B2B net market environment.

"...There is much valuable information and advice here..." (Information Age, December 2001)

"...a good primer..." (Business Plus, December 2001)

Michael Moriarty (Chicago, IL) has more than twenty-five years of industry and consulting experience, specializing in fast-moving consumer producrts and retail industries. He is the global leader of A. T. Kearney's Consumer Industries practice.

Business-to-business (B2B) has emerged as one of the most important business strategies to come out of the Internet to date. This book delivers insight and analysis of the business and financial opportunities offered by the B2B landscape, offering a framework for readers to understand the implications of the B2B space.

From the experts at A. T. Kearney: understanding and leveraging the full, awesome potential of the business-to-business space

In this important book, a team of experts from the prestigious international consulting firm of A. T. Kearney offer powerful insights and analysis of the business and financial opportunities opening up in the B2B landscape. Drawing upon A. T. Kearney's groundbreaking consulting work on B2B issues with top companies around the globe, they develop a framework for understanding the implications and competitive advantages of B2B now and in the years ahead. And, with the help of real-life examples and case studies from Microsoft, Intuit, Nabisco, and other major U.S., European, and Asian players in the consumer, automotive, and high-tech industries, they outline proven strategies and tactics managers can use to enter and make the most of the B2B space.

Michael Moriarty (Chicago, IL) has more than twenty-five years of industry and consulting experience, specializing in fast-moving consumer producrts and retail industries. He is the global leader of A. T. Kearney's Consumer Industries practice.

MIKE MORIARTY is the global leader of A.T. Kearney's Consumer Industries practice. He has more than twenty-five years of industry and consulting experience in the fast-moving consumer products and retail industries. Moriarty's consulting work includes e-commerce strategies, integrated business planning, and value chain productivity.

BRUCE KLASSEN is the leader of A.T. Kearney's U.S. West practice. He has more than sixteen years of industry and consulting experience in the manufacturing and transportation sectors around the world. Today, he is a leading developer of strategies for net markets and Silicon Valley start-ups.

A.T. KEARNEY is an innovative, corporate-focused, e-business consulting firm. It is one of the largest high-value management consultancies, with offices in thirty-five countries around the globe, and a subsidiary of EDS. EDS, the leading global services company, provides strategy, implementation, and hosting for clients managing the business and technology complexities of the digital economy. EDS brings together the world's best technologies to address critical client business imperatives.

Acknowledgments.

Introduction.

PART I: EXPECTATIONS AND REALITIES.

Six Myths of Net Markets: Find the Facts Amid a Tidal Wave of Hype.

Power Players versus the Pure Plays: Ignore the Headlines: In the End, Big Beats Nimble.

Ecosystems: The Smartest Distance between Two Points: Explore the Net Market Ecosystem.

PART II: BUILDING THE B2B FOUNDATION.

Creating Stickiness with Content: Use what You Know to Make Your Customers Love You.

Follow the Money: Commerce Is Still Core to E-Commerce: How Much is Your Net Market Worth to You?

Connection: Can We Talk?: Power Players Rewrite the Rules of Communication.

PART III: HOW THE LEADERS ARE PLAYING THE GAME.

Being the Biggest from Birth: The WorldWide Retail Exchange: This Retain Exchange Redefines What's in Store.

Covisint Puts the Pedal to the Metal: Big Things Happen When the Big Three Get Together.

Moving Essential Parts around the World the Aerospan Way: This Air Transport Market has the Clout of a Longtime Industry Organization.

PART IV: PARTICIPATING IN NET MARKETS.

The Challenge of Change Hasn't Changed: Human Capital Issues Are Still the Critical Factor.

The Competitor Dating Game: When Your Customer is Your Contractor and Competitor.

Setting the Global Standard for Standards: The Triumph of the Cooperative Over the Clever.

What's Happens Next?: T2T, P2P, and Beyond.

PART V: TOOLBOX.

Glossary.

Web Sites.

E-Market Membership Lists.

Index.