The “products” and “offers” proposed by B2B high-tech companies to their public or private customers are very diverse: they may be physical products (components, sub-assemblies, systems or sub-systems, finished products) but also more or less sophisticated services, or even offers or complete solutions combining physical products and services.
It should be noted that:
- Products and offers can be standard or tailor-made, then developed or adapted for a particular client
- Offerings may consist of products only, services only or both products and services.
- Une offre peut être composée de produits et de services provenant d’une seule entreprise ou de différentes entreprises, la responsabilité du contrat étant alors prise par un « intégrateur » ou un « prime contractor »
- An offer may be made up of products and services from a single company or from different companies, with responsibility for the contract being taken on by an “integrator”.
- Many of these products and offers are marketed within the framework of “projects” (by tender, by consultation or by mutual agreement, depending on the importance of the project and whether it is private or public), “major projects” (a single project of very high value) or “programmes” (terminology often encountered in the defence sector and designating a set of coordinated projects)
- Depending on the time of use, some products or equipment are intended to be rented on a time-of-use basis rather than for use by a single end-customer (e.g. test benches, test equipment, simulators, wind tunnels). The developer of the product may be the lessor himself or he may sell it to a company which will itself lease it on a time-of-use basis.
Unlike B2C, the prices of products and offers are not limited by the consumer’s purchasing power. As a result, they offer much more advanced technologies than the consumer market and are often the “laboratories of the future”.
The recent ‘Perseverance’ landing on Mars, which amazed us all, is one example, but many of the equally remarkable technical feats of this universe are less publicised.
B2B / B2G high-tech products: some examples
- Civil and military aircraft and helicopters, launchers, civil or military satellites and associated equipment,
- Contactors, circuit breakers, electrical equipment
- Routers, radios, communication equipment on the ground or in space
- Optics and spectrum analysers for industry, laboratories, aeronautics and space
- Avionics suites
- Thermal camera
- New generation solvent or adhesive
- ABS, anti-collision or lane keeping systems
- Air passenger infotainment system
- Civil or military flight simulator
- Oil drilling head
- Screen for railway station or airport
- Passenger control gate
- Smart card
- Biometric passport
- Computer, UPS, computer storage equipment
- Tools for website creation, collaborative work, distance learning
B2B / B2G high-tech offers: some examples
Some examples of offers in high-tech B2B/B2G
- Turbine offer including spare parts, maintenance, updates and upgrades, associated data management
- Offer to secure an IT site
- Offer for the recovery of waste from an industrial site
- Pipeline control system
- Passenger information system for a railway station or airport
- Road traffic management system
- Military communications system
- Complete integrated enterprise messaging and collaboration system
- Complete secure identity management system
“Major projects” in high-tech B2B / B2G: some examples
Some examples of “major projects”
- Three Gorges Dam, the world’s largest dam in China
- Burj Khalifa, the world’s tallest tower in Dubai (828 metres)
Some examples of “major programmes”
- Military programmes for tanks, aircraft or helicopters
- SCAF Future Air Combat System (Franco-German)
