Message translation service providers (brokers) have been an essential component of thousands of interorganisational relationships worldwide. This case study tells a story of one such provider in New Zealand that has been very successful in its business, yet still faces some major issues and challenges that will have a critical impact on its future existence. This article raises a number of questions indicating that the value traditionally delivered to e-Business relationships by message brokers may soon be insufficient. Increasing sophistication of substitutes together with the growing adoption of the XML and the Internet, capable of linking organisations directly, indicate declining attractiveness of the message translation business. In order to exist in the future, such service providers will have to look for new business models.
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