Boosting Online Business for SMEs: Comment Susciter La Demande Internet par les PME?

1. doing business on-line comment susciter la demande Internet par les PME?

2. Chris Sullivan Project Manager

3. introduction • Established in Q1 1997 • based in the Department of Computer Science at the University of Sheffield, UK • part of the Department’s Communications and Distributed Systems (CDS) Group • a 40+ strong basic and applied research group • investment from the EU, University of Sheffield, DTI and private sponsorship

4. where we are.

5. access to the latest research and technical expertise • Telematics (in it’s widest sense) • wireless and cable based transmission media • on-line payment, tariffing and security technology • architectures for information brokerage and content management (including metadata) • mobility (including SMS, Mobile IP) • high performance networks (fast ethernet, gigabit ethernet and ATM) • off the shelf products and solutions

6. phased development • Phase 1 March 1997 - September 1998 • phase 2 October 1998 - June 2001 • phase 3 July 2001 - ??

7. who do we help? • SMEs in the medical technology, environmental technology and print & design sectors • UK’s Yorkshire & Humber region • we work with Business Support agencies and Professional Associations (e.g. Medilink, British Print Industry Federation/ EBN)

8. why? what is our raison d’être? • to help companies ‘do business on-line’ • to facilitate technology transfer • to encourage the adoption by SMEs of appropriate ICTs • to deliver value added information to SMEs in key business sectors (eg medical technology, environmental technology, print & design) • to aid business competitiveness

9. what is our value proposition? • independent, impartial and expert advice • business sector knowledge and business sector focus • expert technical knowledge on new and leading edge business ICT applications

10. what is our service definition? • A structured 4 stage process • stage 1. targeted awareness raising • stage 2. impartial and expert advice • stage 3. practical demonstration • stage 4. provision of WWW services

11. delivery model

12. stage 1 - awareness raising • Case studies that are directly relevant to companies and their market • useful hints and tips on how to get the most from technology • eg how to choose an ISP, how to use e-mail to stimulate business, how to make your website more visible • practical hands on seminars that are business sector focused

13. e-business

14. stage 2 - impartial and expert advice • Business Liaison Officers (BLOs) bridge the gap between business and technology • BLOs visit a client and seek to understand the • current ICT status of the company • needs of the business • competitive environment • key drivers for implementing technology

15. stage 2 - impartial and expert advice • an action plan is drawn up with the client outlining a recommended course of action they should consider: • review business • feasibility study • competitive analysis • budget • technical advice • training plan

16. stage 2 - impartial and expert advice • jargon is avoided and potential business benefits are clearly identified • if advanced ICT’s or application development is required we link directly into the research base

17. stage 3 - practical demonstrations • telerise has set up a state-of-the-art demonstration centre that is part of the DTI’s national ISI network • companies want to see and feel the technology in an environment that is not driven by the hard sell • the demonstration centre must be flexible and provide a realistic experience

18. stage 3 - practical demonstrations • we can demonstrate most ICT applications • video conferencing at various levels • various levels of Internet access (dial up, ISDN, leased line) • LAN technologies • network modelling • SMS applications • cable terminal devices

19. demonstration centre

20. stage 4 - provision of WWW services • content management • information gateways for business sectors • help combat information overload • quality assured information • give companies what they want

21. stage 4 - provision of WWW services • access to information that is: • cheaper • easier • faster • better

22. what next? • Telerise 2000 phase 2 development • twin track approach to supporting businesses • our objective remains the same • our value proposition remains the same • our business sector focus changes to include multimedia and hi-tech precision engineering • our service definition changes

23. telerise advisory services (TAS) • An integrated package of advisory services are provided to business • the ICT review (TAS1) • guiding the client through structured a review of their current use of ICT/EDI • the ICT business application review (TAS2) • identification of specific business processes that could benefit from the application of ICT

24. telerise advisory services (TAS) • the ICT technology review (TAS3) • a review of the potential benefits that could be realised by implementing one or more ‘enabling’ technologies across you business • advanced research and technology transfer(TAS4) • access to knowledge on advanced ICT applications and the research base

25. TAS process

26. vantagepoints • one stop service for individual business sectors who want information from the web • combats information overload • includes exclusively evaluated information

27. vantagepoints home page

28. the essentials

29. search

30. search results

31. update service

32. specifying a channel

33. how does it work?

34. initial results • Initial results from the phase 1 project include • over 200 SMEs introducing new technology • new jobs created, new business and orders won • improved customer service and better relationships through the supply chain • innovative ways of working • companies ready for ecommerce • improved technology skills in PBAs • 160,000 visits to the information service

35. conclusions • the majority of SMEs recognise the importance of information and communication technologies (ICTs) to their business • SMEs who do not have in house technical skills or know-how require independent and impartial advice to help them purchase and integrate the right technology • SMEs are suspicious of computer/technology sales people

36. conclusions • they need an honest broker - an organisation that does not sell hardware or software, but that can provide independent expertise • technology implementation must be driven from the top (i.e. managing director/ board level) • technology implementation must be combined with relevant training

37. key drivers to SMEs adopting the Internet (or ICTs) • competitive peer pressure • relevant and accurately targeted case studies • independent advice on the ‘cost benefit’ of technology • relevant content on the WWW (that is timely, has quality and currency) • practical hands on demonstrations

38. issues that deter SMEs from the Internet and ICTs • lack of understanding - particularly the jargon • the pace at which technology changes • recurrent costs (telephony and ‘total cost of ownership’ • skills • over hype (by global hardware and software manufacturers) • not understanding the ‘what’s in it for me’

39. issues that deter SMEs from the Internet and ICTs • concern for the staff time spent using the WWW for gathering information • changes to work organisation and social behaviour • bandwidth - or lack of it

40. any questions?