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High Payoff Strategies for Capturing the E-Commerce Edge


15 min read
10 take-aways
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What's inside?

From winning the war for tech talent to choosing the right apps, this e-guide has it all.

Editorial Rating



  • Applicable


David Cohan’s book is too useful to read in linear progression. Each chapter is a self-contained unit composed of an e-commerce problem, a case study analyzing how one company attempted to solve the problem, and a series of principles for effective problem solving. The book presents all aspects of e-commerce in useful detail, from motivating the reluctant CEO to managing the implementation of an e-commerce project. This book is for senior executives and change leaders, but it is useful to anyone who wants to learn more about the process of designing, developing, and implementing an e-commerce project. Project managers and consultants also will find the book useful because it presents the e-commerce buyer’s perspective in straightforward detail. getabstract recommends this book to senior executives, change agents, business managers and students.


E-commerce: Key Concepts

Senior executives often are pressed to make “go or no-go” e-commerce decisions, whether they are ready to make such decisions or not. Five key concepts can help: 1) Strategic balance-sheet analysis, 2) Competitive opportunity and threat analysis, 3) E-commerce risk evaluation, 4) Enterprise value assessment, and 5) E-commerce portfolio analysis.

Strategic balance-sheet analysis pinpoints which intangible assets have the best potential to increase a company’s shareholder value. In this three-step analysis, first a company must identify its intangible assets. Second, it must associate e-commerce applications with those assets. Third, it should estimate how much e-commerce applications will add to its profits. E-commerce applications can make four kinds of intangible assets more valuable:

  1. Customer relationships - Web selling means more revenues and better order fulfillment.
  2. Customer information - Personalization can increase revenues per customer.
  3. Supply purchasing volume - Electronic procurement allows volume discounts and more efficient administration.
  4. Technical service...

About the Author

Peter S. Cohan  is president of Peter S. Cohan & Associates, a management-consulting firm specializing in new business opportunities. He is also the author of Net Profit: How to Invest and Compete in the Real World of Internet Business and The Technology Leaders. He is a commentator for CNBC’s Today’s Business and Squawk Box and has appeared on CNNfn’s Before Hours and ZDTV’s The Money Machine.

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