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Unwired Success

Unwired Success. Agenda . Unwired Vision Mark Jones, IDG Unwired Australia Murray Bergin, Telstra Unwired Success Doug Farber, salesforce.com Customer Panel Telstra, Intel, salesforce.com Hostworks. Unwired Vision. Mark Jones Deputy Managing Director, IDG Communications. What’s ahead.

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Unwired Success

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  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 hotcities nothotspots. • 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 up-selling and cross-selling opportunities. 8. Efficient networking. 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 Traditional Software On-Demand Utility Build Your Own Plug In & Subscribe

  23. Complete CRM Solution

  24. The Global Leader In On-Demand Applications9,500 Customers – 135,000 Users

  25. 9,500 Customers – 135,000 Subscribers Business Services Consumer Services Financial Healthcare/Pharma Manufacturing Media/Internet Telecom Transport/Logistics Technology

  26. Local Success

  27. Finally a Model that Promotes End User Success High Value Features No-Hassle Access Simple. Elegant. Easy. • 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%

  28. Dramatically Improved Value Proposition CRM Software salesforce.com 6 month Breakeven 27 month Breakeven <50% Success ROI >90% Success ROI Value to Customer Risk Risk Time Time Go Live ~ 12 Months Go Live ~ 6 Weeks Source: Gartner, Customer Surveys

  29. Global Access from Any DeviceLeading the Way for On-Demand Access beyond Browsers PC Magazine Editors’ Choice Best Offline Product September 2003 Outlook Edition Offline Edition InfoWorld Top Deploy Rating December 2002 Wireless Edition Mobile Edition

  30. Access From Tools You Use Every Day • Quoting • Mail Merge • Executive Dashboards • Analysis • Microsoft Outlook Edition • Webcasts • Document Library • Lotus Notes Integration

  31. Access From All Devices and Applications ? Outlook/Palm IntelliSync Custom Applications Online Access Offline Edition Wireless Edition HTML/HTTP XSLT NLI XML XML/SOAP HTML/HTTP Salesforce.com XML/SOAP Customer’s ERP Applications

  32. Driving the Mobile Enterprise Organizations make significantinvestments in CRM… …leveraging this investment as a mobile enterprise is critical... …to boosting productivity andincreasing return on investment.

  33. 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

  34. Wireless Edition Wins InfoWorld’s Top “Deploy Award” “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 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

  35. Wireless Edition Wins InfoWorld’s Top “Deploy Award” “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 The most popular wireless CRM solution • 1500 companies on Wireless Edition • 32,290 users • 30-day free trial • Free with Telstra carriage

  36. Demonstration

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