Enterprise Gateway Marketplaces Will Turn Large Organizations Inside-Out

Enterprise Gateway Marketplaces are going to be a big part of the ongoing marketplace revolution.  They make it manageable for small vendors to sell into S&P 500 customers that are normally out of reach and make it easier for enterprises to work with outside vendors to get the latest business products and services without having to bring t... See more

Imagine lower transaction costs with people outside than inside the corporation.

On the other side, the millions of smaller vendors, EGMs solve the challenge of selling into large corporations. 

1. Executive sponsors: senior people with decision-making ability.2. Legal, compliance, procurement, and security: gatekeepers. You need to earn their trust before an enterprise will onboard to your platform.3. Employee users: Your product has to be user-friendly and provide a lot of value to end-user employees, especially as SaaS adoption increasi... See more

EGMs represent a new category of B2B SaaS.

Now that we have the Internet and better ways of creating trust with people outside of an organization, it should be possible to make it faster/better/cheaper for nodes inside a corporation to link with outside nodes to complete certain tasks. 

EGMs are the approach we’ve seen that best unblocks the network pollution and makes it more efficient to go outside than rely on bringing things in-house.

The positive thing is that once you solve the first and second sale for one large corporation, you often have enough demand to solve the chicken-or-egg problem and attract supply because the company should represent 100’s or 1,000’s or 10,000’s of buyers. This lets you methodically build toward critical mass and start benefiting from a network effe... See more

Four Attributes Of A Successful EGM 1. EGMs have a Gateway, a single point of access for many buyers. 2. Getting inside, get approved.3. Create trust in supply through data.4. Help vendors comply.