1
Unwired Success
2
Agenda
Unwired Vision
Mark Jones, IDG
Unwired Australia
Murray Bergin, Telstra
Unwired Success
Doug Farber, salesforce.com
Customer Panel
Telstra, Intel, salesforce.com
Hostworks
3
Unwired Vision
Mark Jones
Deputy Managing Director, IDG Communications
4
What’s ahead
Wireless growth: Fad or fact?
What wireless solutions really
matter?
Top 10 reasons wireless will make
you money.
Next steps.
5
1. Wireless growth: Fad or fact?
Two examples from real life.
The hotspot boom
-
cafes, hotels,
airports, shopping malls.
Analysts report business travellers
are driving the wireless market.
Key purposes: email, SMS,
Internet and corporate networks.
The answer is “both.”
6
APAC hotspot growth 2002
-
2003
Australia
115
→
300
China
170
→
520
Hong Kong
100
→
311
India
7
→
54
Japan
751
→
1,434
Singapore
141
→
261
South Korea
650
→
18,010
Source: wirelessinnovator.com
7
APAC in summary
Ten
-
fold increase in wireless LAN
hotspots during 2003.
Most dramatic growth in the world.
The region’s gone hotspot crazy.
2002
-
2,000 hotspots
2003
-
21,300 hotspots
Source: Consultant BWCS’ Wireless LAN Continuum study
8
Why take the business wireless?
75% of IT execs surveyed use wireless
Execs report wireless users will more
than double in next 12 months to 30%
of total.
Primary business drivers:
•
Increase productivity (73%)
•
User demand (60%).
Source: CIO Magazine (US), Oct 2003.
9
Big Co.’s catch the bug
80% of WLAN users surveyed will
expand wireless LANs in early 2004.
Expand WLAN beyond IT
departments and "road warriors” to
rest of company.
Growth despite wireless security
concerns.
Source: Sage Research 2004 (US)
10
Wireless challenges
“Wi
-
Fi roaming” is difficult.
Seamless transition between service
providers
–
how many accounts can
one person maintain? (Aggregators
are costly).
Need complete coverage
–
we want
hot
cities
not
hot
spots.
Wi
-
Fi device interop. not easy.
11
Hotspot alternatives
iBurst from Personal Broadband
Australia.
Unwired Australia (limited trials).
CDMA, GPRS from telcos like Telstra.
WiMax under development in US,
Europe.
12
2. What are we using…and why?
13
Forget the techie stuff …
WLAN, iBurst, Wi
-
Fi (802.11a, .b,g, n,
i etc), RFID, GPRS, 3G/4G, CDMA, W
-
CDMA, GSM, Wireless USB (WUSB),
Bluetooth, MIMO, Mesh Networks.
Use what’s best for your business:
Notebook, Tablet PC.
Blackberry, Palm, Smart phone, pager,
hand scanners.
14
What’s it good for?
E
-
mail access
83%
Calendar/scheduling
64%
Web access (eg. CRM)
60%
Personal productivity
45%
Text messaging
44%
Source: CIO Magazine (US), Feb 2004
15
3. Top 10 reasons to care
1.
No more (paper
-
based) data entry.
2.
Reduce preparation time before
meeting clients.
3.
Make client time more productive &
profitable.
4.
Speed up administrative tasks.
5.
Shift to a faster sales cycle.
16
Top 10 reasons to care
6. Make your taxi
-
time productive.
7. Create u
p
-
selling and cross
-
selling
opportunities.
8. Efficient n
etworking.
9.
Delegation of simple tasks.
17
The killer app…(or mixed blessing)
10. Leave your work in the office…
home…car…airport…café…restaurant
Image source: symbol.com.au
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4. Next steps
Evaluate
-
free trials are your friend.
Implement
-
copy the PDA model.
Argue
-
make a difference first,
then go argue about
wider adoption with your
CIO, CFO, CEO, IT
Manager.
19
Thank You
20
Unwired Australia
Murray Bergin
GM Wireless Sales
Telstra
21
Unwired Success
Doug Farber
VP Marketing Asia Pacific
salesforce.com
22
Disruptive On
-
Demand Utility Model
Build Your Own
Plug In & Subscribe
Traditional Software
On
-
Demand Utility
23
Complete CRM Solution
24
The Global Leader In On
-
Demand Applications
9,500 Customers
–
135,000 Users
25
9,500 Customers
–
135,000 Subscribers
Manufacturing
Technology
Business Services
Financial
Healthcare/Pharma
Consumer Services
Telecom
Media/Internet
Transport/Logistics
28
Local Success
29
Finally a Model that Promotes End User Success
•
Essential productivity features
•
Run your own reports quickly and
easily
•
Always supports your current
business process
•
Offline briefcase for
working on a plane
•
Industry
-
leading support
for handheld, wireless
devices
•
No VPN or laptop hassles
•
As easy as buying a book on
Amazon.com
•
Learn it in minutes, not weeks
•
User adoption rates regularly
top 90%
High Value Features
No
-
Hassle Access
Simple. Elegant. Easy.
30
Dramatically Improved Value Proposition
ROI
Time
Go Live
~ 12 Months
Risk
<50%
Success
27 month
Breakeven
Time
Go Live
~ 6 Weeks
Value to
Customer
Source: Gartner, Customer Surveys
Risk
CRM Software
salesforce.com
ROI
6 month
Breakeven
>90%
Success
31
Global Access from Any Device
Leading the Way for On
-
Demand Access beyond Browsers
Mobile Edition
Offline Edition
Wireless Edition
Outlook Edition
PC Magazine Editors’ Choice
Best Offline Product
September 2003
InfoWorld
Top Deploy Rating
December 2002
32
Access From Tools You Use Every Day
•
Executive Dashboards
•
Analysis
•
Lotus Notes Integration
•
Webcasts
•
Document Library
•
Microsoft
Outlook Edition
•
Quoting
•
Mail Merge
33
Access From All Devices and Applications
Online Access
Offline Edition
Wireless Edition
Outlook/Palm
IntelliSync
HTML/HTTP
HTML/HTTP
XSLT
NLI
XML
Customer’s ERP Applications
XML/SOAP
Salesforce.com
XML/SOAP
Custom
Applications
?
34
Driving the Mobile Enterprise
Organizations make significant
investments
in CRM…
…leveraging this investment as a
mobile enterprise
is critical...
…to boosting
productivity
and
increasing
return on investment
.
35
Typical Needs of the Mobile Professional
•
Maintain productivity while traveling on an
airplane
•
Obtain visibility to changes in the business
when out of the office
•
Access customer data when nowhere near
an internet connection
•
Disseminate updates to colleagues back in
the office
•
Work effectively over slow dial
-
up
connections in a hotel room
•
View real
-
time customer data while waiting
in the customer’s lobby
36
“We found the [Wireless Edition] approach simple and effective because it allows using different wireless
devices for what they can do best: Web browsing or email.”
–
InfoWorld Test Center
Wireless Edition Wins InfoWorld’s Top “Deploy Award”
Stay up
-
to
-
date with real
-
time
customer data from a wireless device.
Instantly deployed to users
No software, no IT headaches
Maximizes ROI on wireless devices
Natural language search saves time
Optimized for small screens
No data to synchronize
Secure and reliable
Wireless Edition
37
“We found the [Wireless Edition] approach simple and effective because it allows using different wireless
devices for what they can do best: Web browsing or email.”
–
InfoWorld Test Center
Wireless Edition Wins InfoWorld’s Top “Deploy Award”
The most popular wireless CRM solution
1500 companies on
Wireless Edition
32,290 users
30
-
day free trial
Free with Telstra carriage
Wireless Edition
38
Demonstration
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