Most conversations around the industry typically highlight a retailer and supplier relationship when describing B2B e-Commerce. When we discuss on-boarding, we almost always refer to supplier on-boarding. When we talk about compliance, we almost always mean supplier vendor compliance. I admit when I am talking to my friends about what GXS does, this scenario is the easiest to illustrate.

To the surprise of many, the most exciting B2B scenarios I am involved in today, do not meet this “classic” definition for B2B e-Commerce. Instead we are integrating payables, receivables and account management transactions between corporate treasury departments and banks. Or, we are helping logistics managers with integration into their third-party transportation networks to track products or spare parts worldwide so they are always available to customers.

This B2Bank or B2Boat Integration is a global trend. During my visit this week to China, Korea and Japan, helping our customers integrate with their customers for competitive advantage was by far the overarching theme.

B2Boat integration is about enhancing global shipping processes. For example, helping a manufacturer track and ensure on-time delivery of flat-panel displays to global markets is key to growing sales and capturing market share.

B2Bank integration is about simplifying cross-border transactions throughout a supply chain. Using innovative tools such as Open Account models for financing, banks can help their customers create a more flexible, leaner supply chain.

One thing is for certain, these new scenarios require more power than what ‘yesterday VAN’ players provide. Our $100+ million investment in GXS Trading Grid gives us a single platform to connect every bank, with every customer, with every ship, in every region of the world. No batch mailbags required. No untimely VAN interconnects needed. No expensive software required. And, our people have been on the street in countries like China, Japan, and Korea for over 10 years. As our customers remind us every day, local expertise matters. Sorry, but I had to end this blog by bragging a little bit.