Jeanos’s IT staff helps partners with decisions on potential solutions, testing, coding and formatting data. They also tell them what technical issues they need to consider before they establish the first connection. For example, assessing what mechanisms they will use to transfer data, how they will confirm that the data moves from point A to point B, and what they’ll do if the data doesn’t make the connection. Panasonic’s people provide support remotely, which helps keep costs down.

Reap the Rewards

Most companies are just beginning to get traction with their business partners on their B2B endeavors. But they’re starting to see cost reductions and a handful, like Sigma-Aldrich, are witnessing growth in incremental revenue and significant cost savings?to the tune of $400,000 per month in order-processing costs.

At BorgWarner, the savings are significant enough that "you can see it on the annual report in earnings per share," says Kalina. "It’s significant enough that our stockholders can see improvements."

Many B2B recruiters may not be able to show astounding financial results right now, with the economy in the doldrums, but discussing e-business initiatives and enablement with business partners will prepare them for the turnaround, says Jeanos. "Right now times are bad. But when our customers are ready to begin [e-business] projects, we’ll have made it easier for them to do business with us."