Tài liệu Module 9: Creating a B2B Integration Design pptx

Contents
Overview 1
Lesson: Creating a Project Vision 2
Lesson: Creating a Project Design 8
Review 15
Lab A: Creating a B2B Integration Design 16
Course Evaluation 24

Module 9: Creating a
B2B Integration Design



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Module 9: Creating a B2B Integration Design iii


Instructor Notes
This module provides students with a guide for the creation of a
business-to-business (B2B) integration design plan. The module reviews
concepts that were presented in earlier modules about the elements of trading
partner integration, and gives students an opportunity to synthesize the
elements.
After completing this module, students will be able to:
!
Research their organization’s goals to create a project vision for a B2B
integration solution.
!
Research their organization’s technical requirements to create a project
design for a B2B integration solution.

To teach this module, you need the following materials:
!
Microsoft
®
PowerPoint
®
file 2420A_09.ppt
!
Video file 2420A_09v005.wmv
!
Video file 2420A_09v010.wmv

To prepare for this module:
!
Read all of the materials for this module.
!
Complete the lab.
!
Play the video files.

Presentation:
30 minutes

Lab:
75 minutes
Required materials
Preparation tasks
iv Module 9: Creating a B2B Integration Design

How to Teach This Module
This section contains information that will help you teach this module.
Lesson: Creating a Project Vision
This lesson focuses on the first part of the design specification, the project
vision. It reintroduces the concept of a design specification from Module 2,
“Conducting Project Research,” as a way to state the goals of a design plan and
how the organization plans to achieve those goals. The content in this lesson is
drawn from Modules 1, “Introduction to B2B Integration,” and Module 2, and
is meant as review and preparation for the paper-based lab at the end of this
module.
To begin, students gather information about their organization and its goals.
They also gather information about their trading partners that can influence the
overall design.
Lesson: Creating a Project Design
This lesson focuses on the second part of the design specification, the project
design. The content in this lesson is drawn from Modules 3 through 8 of this
course and is meant as review and preparation for the paper-based lab. Students
can also use this lesson as a checkpoint to assess their mastery of the material
that they learned during the course. This lesson provides you, as an instructor,
the opportunity to clarify and reinforce the major decision points of a B2B
integration solution with the students before they leave the class.
Lab: Creating a B2B Integration Design
This lab introduces students to Hanson Brothers, a company that is considering
B2B integration with one or more of its trading partners. Students will watch
videos of several Hanson Brothers representatives as they discuss the business
situation of the company and the goals and requirements of their own
departments.
In Exercise 1, Creating a Project Vision, introduce the exercise and then play
the video file 2420A_09v005.wmv. After students finish watching the video,
divide them into design teams and have them answer the questions in the

exercise. Then, ask students to discuss their answers as a class.
In Exercise 2, Creating a Project Design, introduce the exercise and then play
the video file 2420A_09v010.wmv. After students watch the second video, in
which Hanson Brothers representatives provide additional information, tell the
students to continue to work in their design teams and create a high-level B2B
design plan that satisfies the requirements that are stated in the videos. Then,
ask the design teams present their designs, and have them discuss the designs as
a class for the remainder of the day.
At a minimum, student answers should include the design points from the
second lesson of this module. The lab answer that is provided is neither
complete nor definitive. It is intended as a sample of what a solution may
include. Use the lab answer to encourage classroom debate and discussion
about the solutions that the students create.
Module 9: Creating a B2B Integration Design v


The design lab is scheduled for 75 minutes, but it can run longer depending on
classroom participation and enthusiasm. After students watch the Exercise 1
video, divide them into small teams and ask them to spend 15 minutes
discussing the scenario and preparing answers for Exercise 1. Then, discuss the
answers with the class. After students watch the second video, ask them to
spend 45 minutes discussing the scenario and preparing answers for Exercise 2.
Then, ask each team to present its answers to the class.
Although the lab scenario provides a clear path to certain design decisions, it
contains enough ambiguity to encourage student discussion and debate.
Students may disagree with the answers that are provided in the Delivery Guide
and the Student Materials compact disc. Disagreement is acceptable if the
student can provide adequate business or technical justification. To increase
student involvement, ask a representative of each team to present the team’s
answers to the class and then defend the design.

Timing
Discussion
vi Module 9: Creating a B2B Integration Design


Customization Information
This section identifies the lab setup requirements for a module and the
configuration changes that occur on student computers during the labs. This
information is provided to assist you in replicating or customizing Microsoft
Official Curriculum (MOC) courseware.
This module contains a single paper-based design lab. There are no hands-on
labs in this module, and as a result, there are no lab setup requirements or
configuration changes that affect replication or customization.
Module 9: Creating a B2B Integration Design 1


Overview
! Creating a Project Vision
! Creating a Project Design

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In business-to-business (B2B) integration, no generic solutions exist because
each organization is unique and has different business and technical
requirements, processes, and systems. For example, some large organizations
use a sophisticated electronic data interchange (EDI) infrastructure and have

spent years perfecting B2B business practices. In contrast, some midmarket
organizations still use paper catalogs and enter orders manually.
To create a design that translates your goals into actions, you complete a design
specification. In the first part of the design specification, called the project
vision, you research and document your organization’s business goals and
drivers for B2B integration. In the second part, called the project design, you
specify actions that your organization must take to meet your goals and
complete your B2B integration solution.
After completing this module, you will be able to:
!
Research your organization’s goals to create a project vision for your B2B
integration solution.
!
Research your organization’s technical requirements to create a project
design for your B2B integration solution.

Introduction
Objectives
2 Module 9: Creating a B2B Integration Design


Lesson: Creating a Project Vision
! Business Information to Obtain
! Trading Partner Information to Obtain
! Components of a Design Specification
! Components of a Project Vision

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To guide the integration of your trading partners, you create a design
specification that lists the problems that your organization faces and how you
intend to solve them. To begin, you gather information about your business and
your trading partners. Then, you complete the components of the project vision.
After completing this lesson, you will be able to:
!
Describe the information to obtain about your business.
!
Describe the information to obtain about your trading partners.
!
Explain the major components of a design specification.
!
Organize your high-level design criteria in a project vision.


Introduction
Lesson ob
j
ectives
Module 9: Creating a B2B Integration Design 3


Business Information to Obtain
! Trading partners
"
Current and potential trading partners
"
Integration requirements

! Product information and catalog management
"
Location of information
"
Catalog creation
! Order processing
"
How your organization receives and processes
purchase orders
"
Level of integration with other business systems

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To create a successful B2B integration solution for your organization, gather
the necessary background information about your organization and your trading
partners. Three major factors influence your design: the buyers who buy your
products, the catalogs that present product information to buyers, and the order
processing transactions that occur when buyers buy from you electronically.
You must identify your current and potential B2B trading partners. Your
trading partners and their integration requirements directly influence the scope
and complexity of your design. Simple integration designs may connect your
organization with a single online marketplace, whereas complex designs may
integrate your organization with multiple individual buyers and their dissimilar
infrastructures.
To create catalogs that meet the requirements of your trading partners, first
identify where your organization currently stores product information and how

it manages that information. Then, identify how you create your catalogs and
whether they are electronic, paper, or both. Knowing the complexity of your
catalog creation process will help you allocate time and resources for planning
the project, so that you can create catalogs rapidly for your trading partners.
Trading partners must be able to submit purchase orders (POs) electronically to
your organization for order processing. How your organization receives and
processes orders and the degree of automation that you want will determine to
what extent you will integrate your organization’s business systems.
You can choose to do a small amount of internal integration of your business
systems or a significant amount. For example, you may decide only to integrate
purchase order receiving and internally route POs to an Enterprise Resource
Management (ERP) system. Or, you may decide to integrate your POs
throughout your full procurement cycle and process the entire transaction
electronically from start to finish through many dissimilar business systems.
Introduction
B2B tradin
g
partners
Product information
Order processing
4 Module 9: Creating a B2B Integration Design


Trading Partner Information to Obtain
For each trading partner, obtain:
"
Business practices and requirements
"
Preferred business document schemas
"

Preferred protocols for transmitting business
documents
"
Security of information
"
Trading partner restrictions
"
Service level agreement

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In the planning stages of your integration design, identify the main trading
partners that you consider to be candidates for B2B integration. As a supplier,
your trading partners may be marketplaces, buyers, or both. Understand the
requirements and restrictions of each trading partner so that you can design the
most appropriate B2B integration solution.
A trading partner agreement is a document that lists the essential components
that are necessary to integrate a trading partner in your B2B system. A typical
trading partner agreement includes:
!
Business practices and requirements. The trading partner’s typical business
processes, including how it submits orders and transmits other types of
business documents, such as invoices.
!
Preferred business document schemas. The type of Extensible Markup
Language (XML)-based schemas that the trading partner uses for electronic
catalogs, purchase orders, and other business documents.

!
Preferred protocols for transmitting business documents. Trading partners
can specify one or more Internet protocols to use.
!
Security of information. The measures that you will take to protect business
documents and other trading partner information, including securing the
protocol that you use to transmit business documents.
!
Trading partner restrictions. Limitations on the size of catalogs and any
other technical restrictions that affect your B2B integration solution.
!
Service level agreement. A technical document that specifies the level or
quality of service that you and your trading partner guarantee to provide to
each other.

Because a trading partner agreement is legally binding, it is strongly
recommended that you consult with your organization’s legal representatives
before you create one.

Introduction
Trading partner
agreement
Importan
t

Module 9: Creating a B2B Integration Design 5


Components of a Design Specification
Design Specification

Design Specification
Business information
that guides the
design process
Detailed design
information that
the implementation team
uses to complete
the project
# Project vision includes:
# Problem statement
# Business drivers
# Project metrics
# Proposed solution
# Project design includes:
# Master content source
# Catalog design and publishing
# Order processing
# Remote shopping
# UDDI integration
# XML Web services

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A design specification typically includes two main sections: the project vision
and the project design. Because each B2B integration solution is unique, each
design specification is unique. For example, your trading partners may have

certain requirements in common, such as transport protocols for order
processing, but they may differ on other items, such as catalog schemas. When
you design a B2B integration solution for your organization, you can expand
upon the basic template that is shown in the preceding slide and modify the
solution when necessary.
The project vision is the foundation of the project design. It defines current
business challenges in the form of a problem statement and includes other
business drivers for your B2B integration with trading partners. The vision also
contains an executive summary of the proposed solution and the metrics that
your organization will use to measure the progress and success of the project.
The project design contains your detailed proposal for B2B integration. The
project’s implementation team uses the information in the project design to
build the B2B integration solution.

Introduction
Pro
j
ect vision
Project design
6 Module 9: Creating a B2B Integration Design


Components of a Project Vision
Section
Section
Section
Type of information to include
Type of information to include
Type of information to include
Problem statement

Problem statement
# The central business problem that B2B integration must
solve, such as:
# Lost sales and customer defection
# Mandate from large B2B trading partner
# The central business problem that B2B integration must
solve, such as:
# Lost sales and customer defection
# Mandate from large B2B trading partner
Business drivers
Business drivers
# Specific motivating factors for B2B integration, such as:
# Decrease transaction costs
# Eliminate manual business processes
# Specific motivating factors for B2B integration, such as:
# Decrease transaction costs
# Eliminate manual business processes
Project metrics
Project metrics
# Specific goals to accomplish, such as:
# Reduce customer defection
# Increase sales
# Reduce errors in order processing
# Specific goals to accomplish, such as:
# Reduce customer defection
# Increase sales
# Reduce errors in order processing
Proposed solution
Proposed solution
# A brief summary of your project design and physical

design
# A brief summary of your project design and physical
design

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The project vision, which contains the high-level design criteria, is the
component of the design specification that you use to obtain executive approval
for the project. Typically, a project vision includes a problem statement,
business drivers, project metrics, and an executive summary of the proposed
solution.
The problem statement states succinctly why you are undertaking this project
and what its level of importance is. An example problem statement is: The
organization is losing sales and experiencing customer defection due to lack of
e-procurement support for trading partners.
Business drivers are additional motivating factors for your organization’s B2B
integration solution. Business drivers elaborate on the problem statement or are
closely related to it. The business drivers that you identify will help you
determine the proposed solution.
Examples of business drivers include:
!
Expand the organization’s customer base.
!
Lower the cost of sales to increase profit.
!
Eliminate manual business processes for the processing and fulfillment of
orders.

Project metrics describe how your organization will measure the success of the
project. They help you measure the progress and quantify how well your project
solves the business problem and meets the business drivers. Project metrics
must be measurable, specific, timed, and attributable.
Examples of project metrics include:
!
Reduce customer defection to 0 percent in the next six months.
!
Increase sales to trading partners by 10 percent in the next 12 months.
!
Reduce errors in order processing by 20 percent in the next 18 months.

Introduction
Problem statement
Business drivers
Pro
j
ect metrics
Module 9: Creating a B2B Integration Design 7


The proposed solution is a short, usually nontechnical explanation of the
solution to the problem statement. The proposed solution is intended primarily
for key business stakeholders. It briefly explains how you intend to solve the
business problem.
An example of an introduction to a proposed solution is: The organization will
design and implement a B2B e-commerce infrastructure, based on XML, that
integrates internal technical and business processes to retain the existing
customer base, gain new customers, and reduce sales costs. The rest of the

proposed solution contains a brief overview of the project design.
Proposed solution
8 Module 9: Creating a B2B Integration Design


Lesson: Creating a Project Design
! Considerations for Organizing Product Information
! Considerations for Designing and Publishing Catalogs
! Considerations for Processing Orders
! Considerations for Designing Remote Shopping
! Considerations for Using UDDI
! Considerations for Integrating XML Web Services

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In the project design component of a design specification, you list the major
elements that you intend to integrate with trading partners in order to fulfill the
project vision. To create your project design, carefully examine each element of
B2B integration and determine what steps your organization will take.
After completing this lesson, you will be able to evaluate considerations for:
!
Organizing product information.
!
Designing and publishing catalogs.
!
Processing orders.
!

Designing remote shopping.
!
Using Universal Description, Discovery and Integration (UDDI).
!
Integrating XML Web services.

Introduction
Lesson ob
j
ectives
Module 9: Creating a B2B Integration Design 9


Considerations for Organizing Product Information
Design issues
Design issues
Design issues
Criteria to consider
Criteria to consider
Criteria to consider
Storage method for
your master
content source
Storage method for
your master
content source
# Amount of product information
# Number of people managing product information
# Security of the product information
# Amount of product information

# Number of people managing product information
# Security of the product information
Attributes to include
Attributes to include
# Usefulness of the information to your trading
partners and to your organization
# Usefulness of the information to your trading
partners and to your organization
Content migration
Content migration
# Existing sources of product information
# Necessary preprocessing and restructuring
# Migration method
# Existing sources of product information
# Necessary preprocessing and restructuring
# Migration method
Management of
your master
content source
Management of
your master
content source
# Maintenance of the master content source
# Authorization of changes
# Security of the product information
# Maintenance of the master content source
# Authorization of changes
# Security of the product information

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As the basis of your product catalogs, the master content source contains all of
your product information. You can use it to create catalogs rapidly for any
trading partner. You must ensure that the product information in the master
content source is complete, accurate, and up to date.
When you create a design for the organization of your product information,
consider:
!
The storage method for your master content source. You can choose a
storage method that ranges from very simple, such as file formats, to
something more robust, such as enterprise database applications. The
amount of product information, the number of people who manage the
master content source, and the security requirements of your trading
partners help determine the appropriate storage method.
!
The attributes to include. Information that you maintain about your products
can vary, from attributes that describe a product to business information
about the organizations that procure the product, where it is manufactured,
and so on. Include attributes that trading partners will find useful.
!
Content migration. Identify all locations of current product information,
make any necessary premigration changes, and then choose a method to
migrate product information to the master content source.
!
Management of your master content source. Implement a strategy to
manage product information in the master content source. Determine where
you will make updates, who will be authorized to make changes, who will

maintain the master content source, and what the security requirements are
for the product information.

Introduction
Considerations
10 Module 9: Creating a B2B Integration Design


Considerations for Designing and Publishing Catalogs
Design issues
Design issues
Design issues
Criteria to consider
Criteria to consider
Criteria to consider
Catalog design
Catalog design
# Catalog properties
# Catalog update methods
# Support for remote shopping sessions
# Catalog properties
# Catalog update methods
# Support for remote shopping sessions
Catalog
transformation
method
Catalog
transformation
method
# BizTalk Messaging Services

# BizTalk Accelerator for Suppliers
# BizTalk Messaging Services
# BizTalk Accelerator for Suppliers
Catalog
transportation
Catalog
transportation
# Transport protocols that your trading partners
support
# Catalog size
# Security requirements of your product information
# Transport protocols that your trading partners
support
# Catalog size
# Security requirements of your product information

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You must ensure that your trading partners can obtain your electronic catalogs
in the format that they require. If your catalog is not in the format that your
trading partners require, you must be able to transform your catalog to the
appropriate format. You must also be able to transport your catalog to your
trading partners.
When you create a design for your electronic catalogs, consider the following
issues:
!
Catalog design. Choose a design that includes all of the catalog properties

that your trading partners require. Your catalog design must also support
update methods so that trading partners view current information. If you
want to use remote shopping, ensure that your catalog supports remote
shopping sessions.
!
Catalog transformation method. It is unlikely that all of your trading
partners will use the same catalog schema. So, include in your project
design a method for transforming catalogs from your format to other
common XML formats. Two tools that you can use to automate catalog
transformation are Microsoft
®
BizTalk Accelerator for Suppliers (AFS) and
BizTalk Messaging Services.
!
Catalog transportation. When you choose a transport protocol for sending
your catalog to your trading partners, consider what transport protocols your
trading partners support, the size of your catalogs, and the security
requirements of the product information in your catalog.

Introduction
Considerations
Module 9: Creating a B2B Integration Design 11


Considerations for Processing Orders
Design issues
Design issues
Design issues
Criteria to consider
Criteria to consider

Criteria to consider
Order receiving
Order receiving
# Purchase order schemas that your trading partners
support
# Transport protocols that your trading partners
support
# Security requirements
# Validation methods
# Purchase order schemas that your trading partners
support
# Transport protocols that your trading partners
support
# Security requirements
# Validation methods
Order processing
Order processing
# Current method
# Trading partner requirements
# Current method
# Trading partner requirements
Integration with
other business
systems
Integration with
other business
systems
# Which business systems you will integrate
# How you will achieve integration
# Optimal level of integration

# Which business systems you will integrate
# How you will achieve integration
# Optimal level of integration

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The ability to receive and process purchase orders and other documents
electronically from trading partners is a central element of B2B integration and
one of its most challenging aspects.
When designing a strategy for processing purchase orders, consider:
!
Order receiving. Identify the transport protocols that your trading partners
support. These protocols largely determine how you receive purchase orders
and other business documents from your trading partners. Also identify the
business document schemas that your trading partners use, the security
requirements of those business documents, and how you will validate the
documents.
!
Order processing. Identify your current method for processing orders and
the order processing requirements of your trading partners.
!
Integration with other business systems. Because order processing in your
organization may involve several business systems, identify which business
systems you will integrate in your B2B solution, how you will integrate
them, and to what degree you will integrate them.

Introduction

Considerations
12 Module 9: Creating a B2B Integration Design


Considerations for Designing Remote Shopping
Design issues
Design issues
Design issues
Criteria to consider
Criteria to consider
Criteria to consider
Catalog hosted by
the marketplace
Catalog hosted by
the marketplace
# How the marketplace supports remote shopping
# Products and services suitable for remote shopping
# How the marketplace supports remote shopping
# Products and services suitable for remote shopping
Supplier Web site
Supplier Web site
# Support of remote shopping functionality
# Product information to include on your supplier Web
site
# Infrastructure and security requirements
# Support of remote shopping functionality
# Product information to include on your supplier Web
site
# Infrastructure and security requirements
Trading partner

agreement
Trading partner
agreement
# Transport protocols that the marketplace supports
# Authentication methods and security requirements
# Uptime and maintenance guarantees in your service
level agreement
# Transport protocols that the marketplace supports
# Authentication methods and security requirements
# Uptime and maintenance guarantees in your service
level agreement

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Remote shopping enables a shopper who browses your catalog on a
marketplace Web site to view additional product information that is stored on
your own Web site, such as graphics, detailed product specifications, and other
content that a marketplace cannot include. After viewing the additional
information, the shopper is returned to the marketplace Web site to make his
purchase.
To design a remote shopping solution, consider:
!
The catalog that your trading partners receive and host. Determine whether
and how the marketplace supports remote shopping functionality. Then,
determine which of your products and services are suitable for remote
shopping.
!

Your organization’s supplier Web site. Remote shopping requires that you
maintain a Web site that hosts the remote shopping session. Ensure that your
Web site design supports remote shopping. You can add such functionality
as custom configuration tools, detailed product information, personalization,
and targeting. Your design must also take into account the infrastructure and
security requirements of hosting your own supplier Web site.
!
Your trading partner agreement. The contract that you establish with each
marketplace or direct trading partner about the use of your remote shopping
solution should describe what transport protocols you use, how you
authenticate buyers on your supplier Web site, and other security
requirements. Ensure that your trading partner agreement includes a service
level agreement that guarantees reliability, availability, and maintenance of
the remote shopping sessions.

Introduction
Considerations
Module 9: Creating a B2B Integration Design 13


Considerations for Using UDDI
Design issues
Design issues
Design issues
Criteria to consider
Criteria to consider
Criteria to consider
Information to
publish to your
profile

Information to
publish to your
profile
# Business information
# Technical Information
# Business information
# Technical Information
Registration and
maintenance of
UDDI information
Registration and
maintenance of
UDDI information
# Registration of your organization
# Publication of business and technical information
# Maintenance of your organization’s profile
# Registration of your organization
# Publication of business and technical information
# Maintenance of your organization’s profile
Use of UDDI to
locate trading
partners
Use of UDDI to
locate trading
partners
# Search method
# Validation of the accuracy of information
# Validation of the authenticity of information
# Search method
# Validation of the accuracy of information

# Validation of the authenticity of information

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Universal Description, Discovery and Integration (UDDI) is a powerful tool
that potential trading partners can use to discover your organization, and that
you can use to find new trading partners.
When using UDDI, consider:
!
Information to publish to your profile. Determine the business and technical
information about your organization that potential trading partners may find
useful. Examples of business information include contact and categorization
information. Examples of technical information include XML Web services
and B2B document schemas.
!
Registration and maintenance of your UDDI information. After you gather
relevant business and technical information, establish a process for
registering your organization with UDDI, and then publish your
organization’s information in your UDDI profile. Also, develop a strategy to
maintain your organization’s profile in UDDI so that the information is
always up to date.
!
Use of UDDI to locate trading partners. Determine how your organization
will search the UDDI registry and how you will validate the accuracy and
authenticity of the information that you obtain from it.

Introduction

Considerations
14 Module 9: Creating a B2B Integration Design


Considerations for Integrating XML Web Services
Design issues
Design issues
Design issues
Criteria to consider
Criteria to consider
Criteria to consider
Decision to use
XML Web services
Decision to use
XML Web services
# Service that the XML Web service provides
# Cost of using the XML Web service
# Security requirements
# Service level agreement
# Service that the XML Web service provides
# Cost of using the XML Web service
# Security requirements
# Service level agreement
Development of an
integration strategy
Development of an
integration strategy
# Application you use to integrate XML Web services:
# BizTalk Server
# Commerce Server

# Application you use to integrate XML Web services:
# BizTalk Server
# Commerce Server
Decision to offer
XML Web services
Decision to offer
XML Web services
# Business and technical benefits
# Security requirements
# Infrastructure requirements
# Business and technical benefits
# Security requirements
# Infrastructure requirements

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XML Web services represent a unique way to further integrate trading partners
so that they can share B2B information between dissimilar systems. You can
use XML Web services to add value to existing business processes, replace
business processes, or create new business processes that were previously
expensive or difficult to develop.
When considering whether to use XML Web services in your business
processes, assess:
!
Whether to use XML Web services. Before choosing a specific service,
evaluate its function, usage fees, security provisions, and the service level
agreement that the XML Web service provider offers. Locate prospective

XML Web services either directly from a business partner or by searching
UDDI.
!
The most appropriate integration strategy. Determine the most efficient and
effective way to integrate an XML Web service in your order processing or
business system. Unless you meet the specific criteria for integrating the
XML Web service with Microsoft Commerce Server 2000, use Microsoft
BizTalk Server 2000 to make calls to XML Web services.
!
Whether to offer XML Web services that you create. You can provide
business services to your trading partners by offering XML Web services
that you develop. Because your XML Web service may transmit sensitive
information to and from your trading partners, ensure that you adequately
secure your XML Web service transmissions. Also, ensure that your
infrastructure is robust enough that your trading partners can reliably access
your XML Web services.

Introduction
Considerations
Module 9: Creating a B2B Integration Design 15


Review
! Creating a Project Vision
! Creating a Project Design

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ILLEGAL FOR NON
-
TRAINER USE

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1. A business manager in your organization states as a goal of B2B integration:
increase customer satisfaction with order processing. How can you rephrase
this objective as a project metric that it is specific, measurable, timed, and
attributable?
A suggested revision is: reduce customer complaints with order
processing by 50 percent within the first six months after the
organization implements the B2B solution. The 50 percent reduction is
measurable; the focus on order processing complaints is specific and
attributable to a particular process; and the period of six months is
timed.


2. How does the audience of the project vision differ from the audience of the
project design?
The project vision is intended for business decision makers and other
key stakeholders. It contains high-level business goals and drivers and
summarizes the proposed B2B integration solution. The project design
contains detailed information about the solution and is intended for the
teams that will build the actual B2B integration solution.


16 Module 9: Creating a B2B Integration Design


Lab A: Creating a B2B Integration Design
! Exercise 1: Creating a Project Vision
! Exercise 2: Creating a Project Design

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ILLEGAL FOR NON
-
TRAINER USE
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After completing this lab, you will be able to:
!
Research your organization’s goals to create a project vision for your B2B
integration solution.
!
Research your organization’s technical requirements to create a project
design for your B2B integration solution.

Before working on this lab, you must have knowledge about B2B trading
partner integration.
In this lab, Hanson Brothers, a building materials supplier, has hired you to help
it make the transition to B2B e-commerce. You will form design teams in class
to create a B2B integration design. In the first exercise, you will watch
interviews with Hanson Brothers executives and develop a project vision that
meets the business and technical requirements of the company. In the second
exercise, each team will create a project design based on these and additional
interviews with Hanson Brothers executives. You will then discuss your final
design with the class.

Objectives
Prerequisites

Introduction
Estimated time to
complete this lab:
75 minutes

Module 9: Creating a B2B Integration Design 17


Exercise 1
Creating a Project Vision
In this exercise, Hanson Brothers has hired you and your lab partners to help
create a project vision to integrate trading partners in its B2B infrastructure.
Watch the video interviews with Hanson Brothers executives as they describe
the company’s current business profile and processes. Work with your assigned
teammates to answer the design questions, and then discuss your results with
the class.
Hanson Brothers is a medium-sized supplier of high-quality specialty building
materials, such as slate and marble for floors and countertops, and fire-resistant
paint. Hanson Brothers is located in Redmond, Washington and does 90 percent
of its business with trading partners in the greater Seattle area. Hanson Brothers
has three main trading partner bases: luxury/custom home builders,
subcontractors, and commercial office space architects.
Interview with the chief executive officer (CEO):
!
“Even though we’re a mid-sized supplier, I believe that Hanson Brothers
offers higher-value building materials than any of our large competitors.
Currently, we only operate in the greater Seattle area and, as a result, we’re
totally dependent on the local construction market. Recently, our largest
trading partner, Fabrikam, Inc., began purchasing materials through
Northwind Traders, a vertical home builder marketplace. Fabrikam now
gives preferential treatment to suppliers that sell through Northwind
Traders, and Fabrikam announced that it will stop doing business with non-
B2B-enabled suppliers in six months. We have other trading partners that
have also raised the issue of B2B recently, but Fabrikam is the single largest
luxury home builder in the Pacific Northwest and we cannot afford to lose

its business.”

Interview with the vice president of sales:
!
“We have limited resources for advertising and marketing, and we’ve found
it difficult to expand beyond the local market here. Unfortunately, we’re
losing potential trading partners to our larger competitors, who can reduce
their prices well below our prices. We’ve worked hard to earn a reputation
for high-quality materials and excellent customer service, but we simply
cannot compete on price alone. Ideally, I’d like to see Hanson Brothers
expand beyond the local market, but I also want to reach more trading
partners in our local market.”

Scenario
Interview transcripts
18 Module 9: Creating a B2B Integration Design


Interview with the chief financial officer (CFO):
!
“Obviously, this whole situation with Fabrikam is causing me to lose sleep
at night. Their business accounts for almost 30 percent of our annual
revenue. What Hanson Brothers needs is a large and stable group of buyers
to maintain our cash flow and improve our long-term financial outlook.
Currently, we are under a lot of market pressure to lower our prices.
However, our materials costs are increasing, and prices fluctuate on a daily
basis. Due to market conditions, raising our prices is simply not an option at
this time. We are prepared to make a significant investment in Information
Technology (IT) resources to develop a B2B infrastructure, but only if it
gives us a return on investment within 18 months and does not significantly

disrupt our current business processes.”

Interview with the marketing coordinator:
!
“I’ve been with Hanson Brothers for over 17 years. When I started, the
company made deals with a handshake over coffee, and all of our
advertising was by word of mouth. We’ve changed a lot since then. For the
last few years, I’ve been creating catalogs using Microsoft Excel and
Microsoft Publisher, which we then send to a commercial printer. I send the
printed catalogs by mail to trading partners and also take them along to trade
shows. The process is time consuming and each catalog costs the company
about $70. We’re not sure how effective the catalogs have been. Recently,
we’ve put the catalog up on our Web site. Instead of that one catalog, I think
we’d do much better if we could create customized catalogs for our different
trading partners.”

Interview with the chief information officer (CIO):
!
“Right now, we receive orders by telephone, fax, and e-mail, and then we
enter the data in our Material Resource Planning (MRP) system. It’s
difficult and expensive to manually enter all of the orders, and there are
often errors. After the order is processed and fulfilled, we then have to
manually enter the order into our vendor-supplied system to calculate the
shipping costs. Currently, it costs us about $40 to process an order. The
CFO wants that cost reduced to less than $15. More and more trading
partners want to submit their orders electronically. If we could do that, I
believe that we’d receive 75 percent of our orders electronically within two
years. Well, I’ll let your team get to work. I’ll check back in a little while to
see your results.”

Module 9: Creating a B2B Integration Design 19


1. What is the main goal of Hanson Brothers and the primary business problem
behind the goal?
The main goal of Hanson Brothers is to maintain the business of
Fabrikam, Inc. The primary business problem is the potential loss of
business from Fabrikam, Inc. if Hanson Brothers does not join the
Northwind Traders marketplace.


2. What are the related business drivers?
Hanson Brothers wants to gain an advantage over its competitors
without sacrificing the slim profit margins in the specialty building
materials market. Hanson Brothers also wants to do business with new
buyers, preferably outside its local markets, to increase the long-term
stability of cash flow. Finally, Hanson Brothers wants to increase profit
margins without raising prices by automating its order processing
system.


3. What are some of the ways that Hanson Brothers can benefit from B2B
trading partner integration?
Hanson Brothers can strengthen its reputation and level of customer
service in the specialty building materials market by providing value-
added services online to its trading partners. Hanson Brothers can
respond more effectively to market demands for product information
by updating its catalogs more frequently. It can also expand its reach
beyond its traditional market to gain new trading partners.

4. What are some possible project metrics?
Examples include: integrate with the online marketplace to enable
Hanson Brothers to do e-commerce with Fabrikam within six months;
reduce the transaction cost of B2B orders from $40 to $15; and achieve
full return on investment (ROI) on the B2B integration within 18
months.


5. What are the known challenges and risks that Hanson Brothers faces?
B2B integration with the online marketplace must occur within six
months. The solution that Hanson Brothers designs must integrate with
the online marketplace and also be flexible enough to integrate with
other trading partners.


Design Questions