B2B pioneers envisaged them, it is now clear that independent exchanges such as DoveBid depend crucially on deep 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.

ECONOMIST: If you think B2B marketplaces are dead, read on

To truly listen to their customers, build deep cross-organizational relationships based on value, and change from internally-focused, product-obsessed organizations to customer-centric businesses.

FORBES: The Myth that Marketing Automation Reveals Buyers' Journeys.

To take advantage of deep value opportunities they are not embarrassed to have lots of cash on hand.

FORBES: Magazine Article