Virtually all B2B firms exploit only the first two network models...

REED MODEL

(Venue-Based)

METCALFE MODEL

SARNOFF MODEL

Delivery Approach

Communication Forum

Offering

Platform

Metric

EXAMPLES

Communication

Push

One-way media, physical or virtual

Product

Transaction

Conversion rate

Broadcast television, radio, newspaper

One-to-many

Push; some pull

Company-customer relationship via interactive media

Service

Relationship

Lifetime value

Telephone, Internet

Primarily pair-wise

Pull; with push capability

Hosted venues via online media

Solutions and Experience

Community-like interactions

Size and share of time

B2B: VerticalNet, Consumer: ivillage, AOL, eBay

Collaborative groups

Driver of Value

Reach and frequency with best content

‘Growth at any cost’- total connections on the network

Value of facilitated communication

The

Winners