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Conducting Business Via The Net: Success Factors

Conducting Business Via The Net: Success Factors . Dave Crocker Brandenburg Consulting MY: +60 (19) 3299 445 www.brandenburg.com US: +1 (408) 426 9827 dcrocker@brandenburg.com Fax: +1 (408) 273 6464. Dave Crocker Internet since 1972 Email, EDI, Fax, ... TCP/IP, Net mgmt

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Conducting Business Via The Net: Success Factors

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  1. Conducting Business Via The Net:Success Factors Dave Crocker Brandenburg ConsultingMY: +60 (19) 3299 445 www.brandenburg.com US: +1 (408) 426 9827 dcrocker@brandenburg.com Fax: +1 (408) 273 6464

  2. Dave Crocker Internet since 1972 Email, EDI, Fax, ... TCP/IP, Net mgmt Standards Development Product, service MCI Mail, DEC, SGI Startups Consulting Services Internet business planning Product, system design Technical audits Standards track/contribute Brandenburg Consulting

  3. What we will discuss • The challenge of the Internet • Some pieces to the puzzle • Moving business onto the Net • Special for ...

  4. Internet then Small Friendly Open Casual Internet now Gigantic Competitive Closed and open Casual and formal Boldly go... • Where no public network has gone before... • Commerce changes things

  5. Styles of exchange • Receiver pull • Publishing • Interactive sessions • Individual “foreground” refinement • Sender push • Communicating • Messaging • Bulk “background” distribution (Mark Smith, Intel)

  6. Benefits of push and pull • Email / Message exchange • Eliminates telephone “tag” • Eliminates facsimile costs • Retains record of interaction • Web pages • Accurate, immediate information • User does the work, not employee

  7. However • The Internet does not eliminate timezones • Email is not good for subtlety • Everyone must be online • Not as easy as we’d like • Infrastructure limitations

  8. Special vs. standard tools • On-going relationships • Special arrangements ok (awkward) • One-time exchange • “Casual” commerce • Needs simple use (difficult) • Needs standard(s) solutions

  9. Classic online “commerce” • Providing infrastructure support for commerce • EDI VAN • Interface to payment/bank service • Digital cash • Electronic notary • Online market/brokerage

  10. Payment system issues • Transaction—“card not present” • For all bankcard approaches for Internet • Issues • Knowing buyer/merchant authorized • Avoiding third-party interception • Interchange, assessment, fees • Retrievals, chargebacks, etc. • Risk management

  11. Scheme “Secure link” Same a telephone, but encrypt over Internet. Merchant gets number. Is merchant safe?? Buyer Encrypted 16+4 Clearing House Merchant 16+4

  12. Scheme “Mediated” Only banks sees data in clear. Limited points of attack. Buyer Encrypted 16+4 Clearing House Merchant Encrypted 16+4

  13. R & D Sales Manufacturing Support Marketing What is “business”?

  14. R & D Search, browse Test Coordinate Sales Negotiate Order, bill, pay Deliver Manufacturing Shipping Job work Support Discuss Info push Marketing Info push Survey What is “business”?

  15. Get online Email account Web page Domain name Tout it Business card Literature Use it Check mail Revise web pages First steps Do more of what works. Experiment with what doesn’t.

  16. Special for SMEs • More creative • More aggressive • More responsive • Less expensive

  17. Special for AP • Limited resources, experience • Use cybercafes • Rather than buy hardware, access • Form collaboratives • For self-help, shared purchases

  18. How to do business Development Manufacturing Marketing Sales Support The Internet is merely More technology Faster contacts Broader reach You already know...

  19. You already know • The success factors! • Quality products • Customer responsiveness • Price, reliability, convenience, …

  20. Treat Internet as Growth Not change Think Business functions Not technology Start simple Start now! Internet success factors

  21. Demonstration web pages • Examples of online “presence

  22. Thank you • Now it is your turn • Questions • Comments • Challenges

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