B2B pioneers envisaged them, it is now clear that independent exchanges such as DoveBid depend crucially ondeep industry knowledge and must add value with services that facilitate transactions, says Hal Varian of the School of Information Management and Systems at the University of California, Berkeley.
To truly listen to their customers, build deep cross-organizational relationships based onvalue, and change from internally-focused, product-obsessed organizations to customer-centric businesses.