"A critical success factor is pre-packaging initial demonstrations and ensuring the first introduction to the system is executed flawlessly," McCabe said.

"Early adopters in a community of trading partners have a strong influence on overall success or failure."

Two case studies are detailed in the research including the Sunrise Exchange. In just over a year, 760 insurance brokers were engaged and transacting electronically with underwriters, transforming B2B processes in an entire industry.

The research has been translated into a 56-point checklist for managers implementing these systems and copies will be available for download in coming weeks at www.dcita.gov.au.