| The Internet is widely touted as eliminating intermediaries. Some see it as going so far as to shift control from sellers to buyers. While the greatest buyer power imbalance is in consumer sales, the big action in the near term is in business-to-business. Hi-tech sales are obviously leading the pack in using the Internet and serve as a harbinger of broader sales trends. |
| This progam looked at how Web selling is causing disintermediation, re-intermediation, and formation of new kinds of buyer associations, viewing hi-tech as a prototype industry that is showing significant changes on both sides of the buyer-seller equation. The Web is already a key factor in major battles in the information technology marketplace between direct sales and multi-tier channels of distributors and value-added resellers. |
Speakers:
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Beth Enslow, Senior Analyst, Gartner Group |
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Wayne Flaggs, VP, Strategy and Business Management, Enterprise Web Management, IBM |
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Robert O'Malley, President, MicroAge, Inc. |
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Thayer Stewart, VP, American Express Corporate Services, and Board Member, The Open Buying of the Internet Consortium |
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Randy Whiting, President and CEO, CommerceNet |
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Moderator Richard Reisman, President, Teleshuttle Corporation |
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| DATE: |
Wednesday evening, April 22, 1998 |
| PLACE: |
Chase Manhattan Bank, 270 Park Ave. (47th St.), NYC. 11th Floor |
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