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Electronic Commerce COMP3210
Dr. Paul Walcott
Contents Part I
Planning E-commerce Initiatives Part II
Strategies for developing e-commerce Web sites
Part III Managing Electronic Commerce Initiatives
Planning E-commerce Initiatives A successful business
plan should include activities that: Identify objectives Link objectives to
business strategy
Identifying Objectives Objectives businesses strife to achieve using e-
commerce include: Increase sales in existing markets Launching out into new markets Improve service to existing customers Identifying new vendors Coordinating more efficiently with existing vendors More effective recruiting
Types of Objectives Vary with the size of the organisation, for
example: Small companies might want to build a Web site to
encourage customers to do business using existing channels. A site offering only product or service information is less
costly do design and implement Larger companies that might want to build sites that
offer transaction handling, bidding, communication and other capabilities have to pay much more
SMART Objectives Objectives must be:
Specific Measurable Achievable Results-based Time-bound
Example of ObjectivesGIST To create a comprehensive tester's guide
to the Icon Income system. SCALE Percentage completed at the specified
milestonePLAN 50% (Icon 5.01), 100% (Icon 5.02).
MUST 25% (Icon 5.01), 75% (Icon 5.02).
ACTUAL 10% (Icon 5.01), 25% (Icon 5.02)
Linking Objectives to Business Strategy After identifying objectives a company
must identify business strategies that will help to
realise these objectives E.g. a small company’s object might be to become
a global player within a year and as a result one of its activities is to build a brand
Linking Objectives to Business Strategy (I) Businesses can use downstream strategies
to improve the value that the business provides to customers
Or can pursue upstream strategies that focus on reducing cost or generating value by working with suppliers or inbound shipping and freight service providers
Linking Objectives to Business Strategy (II) E-commerce can inspire businesses to partake in
activities such as: Build brands Enhance existing marketing programs Sell products and services Sell advertising Develop a better understanding of the customer’s
need Improve after sales support and service
Linking Objectives to Business Strategy (III) E-commerce can inspire businesses to partake in
activities such as: Purchase products and services Manage supply chains Operate auctions Build virtual communities
However, these can not be done in an ad hoc manner. It is important to measure the benefit and cost of each activity
Measuring Benefit Some benefits are tangible and easy to measure,
for example increase sales, decrease cost Others are intangible thus difficult to measure, for
example increased customer satisfaction Managers need to try to set objectives that are
measurable even for intangible benefits E.g. increased customer satisfaction might be
measured by counting the number of first-time customers who return to the Web site and buy
Measuring Benefit (I)Build brand Surveys or opinion polls
that measure brand awareness
Enhance existing marketing program
Change in per-unit sales volume
Improve customer service Customer satisfaction surveys, quantity of customer complaints
Measuring Benefit (II)Reduce cost of after-sale support
Quantity and type (telephone, fax, e-mail) of support activities
Imply supplier chain operation
Cost, quality and on-time delivery of materials or services purchased
Hold auctions Quantity of auctions, bidders, sellers, items sold, registered participants, dollar value of items sold
Provide portals Number of visitors
Managing Cost IT projects are often difficult to estimate
and control E.g. web development technologies change
rapidly, thus it is difficult for managers to estimate cost These cost include hardware and software
Even though hardware cost tend to decrease, new software often demands new hardware, thus increase cost
Total Cost of Ownership The project budget must include
Hardware and software cost Costs of hiring, training and paying personnel
Web site designers, developers, content providers, operators and maintainers
Organisations tend to track cost by activity
Total Cost of Ownership (I) The total cost of ownership (TCO) includes
Cost of hardware (servers, routers, firewalls and load balancing devices)
Cost of software (licenses for operating systems, Web server software, database software, and application software)
Cost of outsourced design work Salaries and benefits for employees Cost of maintaining the site once operational
A good TCO will include cost of future redesign
Change Management Every project involves change Change management is the process of
helping employees cope with change Change management techniques include
Communicating the need for change Inclusion in the change decision process Inclusion in the planning for the change
Change Management (I) If change is not properly managed,
employees feel Uncomfortable Inadequate Stressed which leads to reduced work
performance Unable to do the job properly Powerless
Opportunity Cost Opportunity cost is the benefit that will be
lost if a company chooses not to initiate an e-commerce initiative
This is of great concern to management and accountants
Web Site Costs The cost required for a large company to
build an entry-level e-commerce site is $1 million 79% is labour cost 10% software cost 11% hardware cost
Source: International Data Corporation and Gartner Inc.
Web Site Costs (I) The cost required for a large company to build a
site that is comparable to leading sites is $2 - $5 million
To build a Web site that is noticeably better than competitors will cost a minimum of $15 million
10 of the top 100 e-commerce sites spent over $10 million for Web site development and implementation
Source: International Data Corporation and Gartner Inc
Web Site Costs (II) A small company can put a Web site online for
$5000 For a business with full transaction and payment
processing capabilities, it is difficult to keep it under $10,000 per year
Construction of new Web sites for small businesses actually averages $140,000
Minimum amount to open a complete e-commerce Web site is $150,000
Web Site Costs (III) Web site costs include
Start-up cost Ongoing costs (between 50% - 200% of
initial cost)
Web Site Costs (IV) The cost for a full portal magazine site
To build: $2.4 million $4.3 million per year to maintain with a staff
of 35 people The cost for a more limited site
To build: $150,000 $270,000 per year to maintain with a staff of
2 people
Web Site Costs Example Kmart (http://www.kmart.com/)
>$140 million to create online retail website Much of the site’s cost is hidden from the
user Cost of customising middleware that connects the
Web site to Kmart’s vast inventory and logistics databases
Web Site Costs: A Final Word The high cost of creating e-commerce Web sites
can serve as a discouragement to small businesses Smaller organisations can control costs by:
Using a combination of third party hosting services and packaged e-commerce software
Sign up for mall-style service providers This provides low initial cost and controls annual
TCO, however cost of related activities can not be ignored, e.g. creating and maintaining a product catalog
Comparing Benefits to Costs
Identify benefits
Identify costs
Determine value of benefits
Determine value of costs
Compare valueof benefits to value of cost
Return On Investment (ROI) Return on Investment techniques measure
the amount of income (return) that will be provided by a specific expenditure ROI requires that all costs are stated in a
dollar amount ROI focuses on benefits that can be predicted
Many benefits are often hidden ROI tends to emphasize short-term benefits
over long term benefits
ROI Hidden Benefits Example CISCO systems created an on-line customer
forum to discuss product issues The intended benefits were to
Reduce customer service costs Increase customer satisfaction regarding the
availability of product information Additional (hidden) benefit
Cisco engineers were able to get feedback on new products
ROI Problems If managers rely only on ROI incorrect
decision may be made Due to biases towards short term cost and
benefits rather than long term
Strategies For Developing E-commerce Web Sites 1994-1996 Static Brochures
Contact information Logos and or other branding Some product information Financial statements
Strategies For Developing E-commerce Web Sites (I) 1996 – 1999 Transaction Processing
Static brochures plus Complete product catalog Shopping cart Secure payment processing Other information queries Shipment tracking
Strategies For Developing E-commerce Web Sites (II) 1992 – Present Full Range of Automated
Business Processes Transaction processing, plus
Personalisation Interactive capabilities Frequently updated content Customer relationship Management tools
Internal Development v. Outsourcing Definition:
Outsourcing is the hiring of outside support to do all or part of a project
E-commerce site development problems can not be avoided by outsourcing
Success depends on how well the e-commerce initiative is integrated into and supports business activities
Internal Development v. Outsourcing Using internal people to lead e-commerce
initiatives helps to ensure that the companies specific needs are addressed and that the plan fits the culture Outside consultants are seldom able to learn
enough about the culture (in the contract period) in order to accomplish all the objectives
Internal Development v. Outsourcing Example Few companies are large enough or have
sufficient expertise to launch an e-commerce project without external help E.g. Wal-mart (with annual sales of $150
billion) in 2000 hired another company for outside support
Internal Teams In determining which parts of an e-project
to outsource first create an internal team Include people:
With technical know-how about the Internet Creative thinkers Already successful employees
Internal Teams (II) Do not select a technical wizard as project
leader if he/she does not have the necessary business skills Is not well-known and respected by the
operating function managers Is not creative
Internal Teams (III) Set aside between 5-10% of a project’s
budget for quantifying the projects value and measuring
the achievement (e.g using metrics) More and more companies are realising the
importance of their staff’s knowledge about the business and its processes These resources do not appear in companies
financial statements
Internal Teams (IV) The internal team decides
Which part of the project to outsource Who the parts will be outsourced to Which partners the company needs to hire for
the project
Types of Outsourcing There are three types of outsourcing
Early outsourcing E-commerce initiatives lend themselves more to
early outsourcing Late Outsourcing Partial outsourcing
Early Outsourcing The initial site design and development is outsourced
in order to launch it quickly An e-commerce site can rapidly become a source of
competitive advantage for a company Outsourcing team trains company information system
professionals in the technology and hands over the operation of the site
It is best for the company’s own information systems people to work closely with the outsourcing team and develop ideas for improvements as early as possible
Late Outsourcing This is the more traditional way The company’s information system professionals
do the initial design and development work, implement the system and operate it until it becomes a stable part of the business
After the competitive advantage is gained, the system is outsourced, allowing the team to pursue new technology projects
Partial Outsourcing The company identifies specific portions of
the project that can be completely designed, developed, implemented and operated by another firm that specialises in a particular function In both early and late outsourcing a single
group is responsible for the entire design, development and operation of a project
Partial Outsourcing (I) E-commerce initiatives can benefit from
partial outsourcing Partial outsourcing is also called
component outsourcing
Partial Outsourcing Example Many smaller Web sites outsource their email
handling and response functions Electronic payment systems
A company may use an external vendor to take care of payment processing When the customer is ready to pay, he/she is taken to
another site and then returned to the original site The most common part of an e-commerce project
that is outsourced is the web-hosting activity
Selecting a Web Hosting Service The internal team should be responsible for
selecting the ISP to host the site For smaller e-commerce projects teams can
consult an ISP dictionary (for ISPs, web hosting services or ASPs (application service provider))
Larger companies should use consultants or other firms that rate service providers
Selecting a Web Hosting Service (I) The most important factors to use when
evaluating a hosting service are: Functionality Reliability Bandwidth and server scalability Security Backup and disaster recovery Cost
New Methods for implementing Partial Outsourcing In the past five years new ways of
implementing partial outsourcing have been creating Incubators Fast venturing
Incubators A company that offers start-up companies a
physical location with offices, accounts and legal assistance, computers, and Internet connections at a very low monthly cost Some also offer seed money, management
advice an marketing assistance In exchange the company gives 10-50%
ownership of the company to the Incubator
Incubators (I) When the company grows and can obtain
venture capital financing or can publicly offer stock, the Incubator sells all or part of its interest and re-invests in a new incubator candidate
Example: Idealab (www.idealab.com/) was one of the
first Internet incubators and helped www.carsdirect.com/home
Internal Incubators Internal incubators are incubators that are
set up by a company (using internal staff), e.g. Kodak internal venturing program of the
1980s Most of these were unsuccessful because
employees found it difficult to maintain an entrepreneurial spirit when what ever they developed would be taken away and controlled by the parent company
Internal Incubators (I) A new internal incubator model has emerged
were the resulting technology is left under the control of the team, who forms a company
The parent company and the new company that become strategic partners
This new internal incubator model promises to be more successful that the traditional model
Fast Venturing An existing company that wants to launch an e-
commerce initiative joins with external equity and operational partners that can offer the experience and skills that can scale up the project rapidly Equity partners are usually banks or venture
capitalist that can offer money or expertise Operational partners are firms, such as system
integrators, consultants and Web portals who have the experience in moving projects along and scaling up prototypes
Fast Venturing (I)Venture sponsorDevelop ideas.Staffs internal team.Create prototype.Provide all or most of the start-up funds.
Equity partnersReview and refine ideas.Provide advice.Evaluate prototype.Provide contacts (including operational partners).
Operational partnersTurn ideas into a business plan.Provide financial, technical and operations expertise.Provide industry best practice knowledge.Scale up prototype to an operating model.
Managing Electronic Commerce Initiatives To manage complex e-commerce
implementations formal management techniques should be used: Project management Project portfolio management Specific staffing Post-implementation audits
Project Management A collection of formal techniques for planning and
controlling the activities undertaken to achieve a specific goal
The project plan includes cost, schedule and performance
Applications such as Microsoft Project and Primavera Project Planner help with project planning
These type of projects (e-commerce projects) have a reputation for failing
Project Portfolio Management A technique used to manage multiple
projects Each project is monitored as if it is an
investment in a financial portfolio Each project is assigned a rank based on its
importance to the strategic goals of the business and level of risk
E-commerce projects are viewed as investments in assets
Staffing for E-Commerce The internal team must determine the staffing
needs for the e-commerce initiatives The general areas of staffing required are:
Business, project and account managers Application specialists Web programmers and graphic designers Content creators, managers or editors Customer service System, and database administration Network operations
Business Manager Should be a member of the internal team Sets objectives for the project Responsible for implementing the elements of the
business plan and reaching the objectives set Develops proposal for plan revisions and funding Should have the required domain knowledge (e.g.
retail knowledge if a retail Web site is being built)
Project Manager Specific training or skills in tracking costs
and accomplishing project goals Certification might be useful (e.g. Project
Management Institute) or MBA Skills in the use of project management
software
Account Manager Keeps track of multiple Web sites in use by a
project Or keeps track of projects that will combine to
make a larger Web site The account manager supervises the location of
specific Web pages and related software installations as they are moved from test, to demonstration, to production
In smaller companies they handle the project and account management functions
Application Specialist Maintain accounting, human resources, and
logistics software Must maintain e-commerce software, e.g.
catalogs, payment processing
Other Roles Web programmers
Design and write code for Web site Web graphics designers
A person trained in art, layout, composition and understands how Web pages are constructed
Content creators Write original content
Content managers/editors Purchase existing material and adapt it
Other Roles (I) Customer service personnel
Help design and implement customer relationship management activities, e.g. issue passwords, design customer interface features, handle customer e-mail and telephone requests for service and conduct telemarketing for the site Some companies hire a call centre to handle phone
calls and e-mail
Other Roles (I) Systems administrator
Responsible for system reliability and security Network operation staff
Load estimation and monitoring, resolving network problems and managing network operations
Database administration Support activities such as transaction processing,
order entry, inquiry management or shipment logistics
Post-Implementation Audits A formal review of a project after it is up
and running Managers compare the the objectives,
performance specifications, cost estimates, and scheduled delivery dates plans with the actuals
Post-Implementation Audits The purpose is not to lay blame but to:
Provide project and business managers to raise questions about the objectives and use the feedback in other projects
The audit should result in a comprehensive report that analyses the project performance, the administration, organisational structure and the performance of the project team
Some audits contain a confidential section which evaluates the performance of individual team members – to help when choosing teams in future