B2b credit middlemen
15
© Copyright 2012 G2 Link. All rights reserved. Business, Trust and Reputation
Transcript of B2b credit middlemen
© Copyright 2012 G2 Link. All rights reserved.
Business, Trust and
Reputation
Executive Pressure!
• Grow the Businesso More customers, more deals and
more Revenue
• Sales Performanceo Can you Reject a new deal?
o Commissions paid if customers
slow pay?
o Meeting quota?
• Protect Revenueo Will the new customer pay?
o Will existing customers pay?
What’s the Cost?
• In a 10% Net Margin
Business
• A $10,000 Loss
• Requires $100,000 NEW
Business
$(10,000)
$-
$10,000
$20,000
$30,000
$40,000
$50,000
$60,000
$70,000
$80,000
$90,000
$100,000
Loss New Business
Best Practice?
• Check Credito Church of B2B Credit
o Questionable Accuracy
• Check Referenceso In Network?
o Back Channel?
o Company Provided?
• Problem:o Expensive
o Time Consuming
o Not Reliable
Credit Middlemen
• Charge to Check Credit
• Charge to Report
• Lots of Bottlenecks
• Based on Accounting
Accounting is Archeology!
• Rearview!o Balance Sheet
o Profit and Loss
o Cashflow
• Non-Predictiveo Will they Pay?
o Will they Survive?
They Don’t Grant Credit!
• They give you a numbero Telecom Pay History
o Utility Pay History
• YOU Make the Callo Deal Size
o Risk
• They Can’t Scaleo 40M Businesses
o Index Cards and Phone Calls
Businesses Grant Credit to Each Other
• Set the Termso Amount
o Timing
o Increases
o Decreases
• Bear the Risko Slow Pay
o Someday Pay
o No Pay
B2B is Unique
• Recurring Relationshipso Long Term
o High Value
• Multi-Dimensionalo Customers
o Vendors
o Partners etc.
• Business Failure is a
Processo Not an Event
What’s the Solution?
• Free the Datao As in Open
o Data is the Value
o Data owned by Companies
• Socialize the Ratingso Peer Generated
o Wisdom of Crowds
• Fix the Processo Don’t Check, Monitor
o Complete View
Rate Companies
• Based on Your
Experience
• Rate Customers
• Rate Vendors
• Rate Partners
Monitor Companies
• Monitor Single
Companies
• Monitor Groups of
Companieso Customers
o Vendors
o Partners
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• Rated by Others
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