Mobile Enterprise Solutions

1. Mobile Enterprise Solutions Brian Vink Vice President, Marketing

2. Agenda • Mobility and the Unwired Enterprise • Success Factors • Pitfalls to Avoid • Achieving ROI: Real-world Success

3. Why Mobility? • Extending information to thepoint of action • Collecting and using data entered at thepoint of action • Facilitating • Improved mobile worker productivity • Elimination of paper-based errors • Improved customer service • Reduced costs • Increased revenues

4. Mobility Delivers Measurable Results • BNSF Railway Company estimates that they are saving 15 minutes per day per mobile person which translates into a labor savings of $7,500 of per day. • Northeast Utilitiessaved $383,000on map printing costs • Olan Mills Photographyincreased “contact to contract” conversions 10-15% • Lyondell-Citgo Refining reduced work orders costs by 30% • Military Sealift Commandreduced inspection man hours by 50%

5. Technology Evolution

6. “Mobile and wireless technologies will proliferate and mature in the next few years, bringing the Internet and new consumer and business applications to even more places and devices. These technologies must be at the strategic heart of every organization’s IT plans.” Source: Gartner Predicts 2005: Mobile and Wireless Technologies (Oct. 29, 2004)

7. Business Challenge • Increasing frontline mobility to take your business to the point of action • Escalating demand for information to conduct business any time • Explosive growth of data in the datacenter and at the “information edge”

8. The Importance of User Adoption What percentage of sales reps in your company are using your SFA system to management’s expectations? 65% % 20% 15% What are the reasons sales reps do not use the CRM/SFA system more often? Too time consuming 55% Difficult to access 53% Limited value to rep 36% 80% or more 50% or less Between 50% & 80% Source: AvantGo Sales Management & Field Sales Representative Survey

9. Mobility Can Help Drive Adoption If you could perform sales-related tasks (access customer/product info, etc.) on your PDA, this would … 83% • 90% of sales reps said they would use their SFA system more if they had handheld mobile access. • 90% of sales reps said the ability to update customer information via a PDA would lead to better quality of data for sales management • 91% of sales management believe mobile enterprise software on PDAs will become an important sales tool for their organization. 59% 52% 52% Make me more productive Improve customer satisfaction Accelerate the sales process Increase revenues Source: AvantGo Sales Management & Field Sales Representative Survey

10. Designing Mobility that Works Cited Problems Network coverage Low bandwidth Connection costs Battery life User Interface Performance Security risk Design Approach Less data transferred Work offline / synch later Connect when necessary Protect mobile data Always Available Computing An application architecture that provides access to enterprise data and applications whenever and wherever needed, whether the user is connected to a network or not.

11. Creating an Information Edge

12. Pitfalls to Avoid Red flags Desired analytics and associated business processes are ill-defined Unique “mobile metrics” Wireless a “must” Hard-coded applications No emphasis on sales effectiveness User testing scheduled for end of development cycle Impact Improved information flow drives minimal action End up fixing the wrong problem High cost, poor experience Untenable application lifecycle costs Field continues to view as tool for management, not sales Low adoption and excessive change management

13. Benefit • Shoppers no longer have to wait in long lines at cash registers and tend to shop longer purchasing more products and services • Hyundai saw a 40 percent reduction in total POS hardware costs and a 30 percent reduction in administrative costs Hyundai Department Store SuccessStory Challenge • Differentiate their department stores in the competitive retail industry by providing innovative customer service Solution • Wireless point-of-sale (POS) application enables sales clerks to process a purchase from anywhere in the store using a handheld device

14. Benefit • 80% feedback compliance (vs. 20%) • Same day feedback to faculty (vs. 6 weeks) • Reduced paper survey costs - $150k saved in first 6 months • Ability to better monitor and manage class performance • High level of student adoption and usage Harvard Medical School SuccessStory Challenge • Streamline communication between students and faculty by eliminating slow and costly paper processes • Hospital environment not conducive to information access and data collection • Solution • Access to class schedules, hospital case log notes, lecture notes, illustrations, course evaluations, exam calendars and administrative data on handheld devices

15. Benefit • Record keeping is timelier and reporting is easier • Officers create reports that are automatically uploaded • Lost or stolen devices can be locked down or completely wiped clean, protecting the security of vital policing information, such as surveillance operations, and protecting the rights of victims. Charles County Police SuccessStory Challenge • Enable a mobile inspection solution for frontline police officers performing traffic stops • Eliminate need to hand-search thousands of paper documents to comply with required state reporting Solution • Ability to restore and protect all information stored on mobile device • Automated software update process

16. Benefit • Increased control and security in delivery process of valuables • Expect the project to pay for itself within two years due to increased efficiency • Improved customer servicewhich distinguishes Brink’s as a leading transporter of valuables Brink’s Incorporated SuccessStory Challenge • To organize express deliveries for drivers on the road using a mobile device • Maintain an extremely high level of security for valuables Solution • A reliable mobile application for the processing of international shipping orders • The system is running in 28 computer centers on four continents

17. Benefit • Increased productivity of several hundred executives and managers through accelerated communication and improved decision making • Easy integration of mobile terminals, operating systems, and applications used into the existing IT system environment • More efficient bridging of standby time Lufthansa Systems SuccessStory Challenge • Improve employee productivity by enabling mobile access to the company’s email systems Solution • New mobile mail system connects mobile devices to the company’s U.COM Microsoft Exchange based email server. • Lufthansa Executives can now access their email and PIM (Personal Information Management) data, such as calendars, contacts, notes, and task lists from anywhere

18. Choosing a Mobility Partner • Work with someone who has achieved success • Referenceable, recognized leadership • Proven technology • Flexible and open approach • Different devices, data sources, application environments • Long term relationship • Financially stable, reduce risks, global support

19. Mobile Enterprise Solutions Brian Vink Vice President, Marketing Bvink@ianywhere.com