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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

18

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