Bricks to Clicks: Introduction

Citing that there were already a lot of descriptive studies produced by consulting groups, Pritchard said, "We decided we would make it prescriptive instead."Research objectivesThe survey's objectives aimed at gaining a comprehensive understanding of B2B e-commerce in the Internet, inclusive of:What are businesses doing?

Citing that there were already a lot of descriptive studies produced by consulting groups, Pritchard said, "We decided we would make it prescriptive instead."

Research objectives
The survey's objectives aimed at gaining a comprehensive understanding of B2B e-commerce in the Internet, inclusive of:

  • What are businesses doing?
  • Where do businesses see ROI?
  • How do businesses measure ROI?
  • What are the issues and challenges?
  • The sample
    The survey sample was taken from a group of 470 participants, from a total of 107 separate organizations.

    The sample was addressed across small, medium and large organizations, as well as at all levels of management, says Pritchard.


    "What B2B commerce means to a large business is not necessarily what it means to a small business."

    - Peter Pritchard, Compuware


    What I want to know is...
    The planner addresses issues that customers have been known to bring up repeatedly to the consultant, said Prakash. These are:

  • How to get ROI.
  • How to get started doing e-business.
  • The lack of common understanding and general consensus.
  • The legacy issues that existing brick and mortar companies have.
  • Here are some of the survey's findings in brief...

    Top organizational challenges