Wasp october 17 2000 Barcelona
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The Mobile Office
Wireless ASP ForumOctober 16-17th 2000
Barcelona
Michiel Steltman
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The mobile revolution Sharing the vision:
ubiquitous, fast, reliable applications on any device, anywhere.
Pervasive computing Enormous growth Plenty opportunities
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But getting there is not so easy Wireless application services predominantly in
B2C WAP Killer apps: jokes, ring tones, chat, sms ...
Despite 3G, bandwidth and access will remain to be an issue for a while
Vendors will try to monopolize pending standards Appliances will have quite different usage
characteristics “single application, multiple outputs” may not happen
at all
So …. how can we support our B2B customers using mobile technology?
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Wireless Application Areas Information Communication Transactions Entertainment
Source: Lehman Brothers
B2B: Information and Communication B2B: needs are more complex but add
more value
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The Mobile Office Growing number of professionals is mobile Typical device: Personal laptop with
modem Other devices: Mobile phone and PDA Applications: Productivity tools and e-
Mail Plus: Instant access to back office
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The Mobile OfficeSoho
On-the-road
Database DocbaseDirectory FilestoreERP
Centralized Service
Office Ad-Hoc
Applications
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Mobile Office Needs Online whenever necessary Fast and Secure access Convenient devices Familiar applications Synchronized and accurate data
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The recipe ASP delivery model Access from anywhere Support for the right devices Security: PKI? Synchronisation PIM/KM Suite:
Lotus ? Microsoft ? New player? Productivity:
MsOffice? StarPortal ? Applixware ? Backoffice
Mysap.com ?
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Introducing Siennax Delivering Multiple applications……. Over the internet or a VPN… Using a one-to-many model…
+ Additional Integration and Customisation ….
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Siennax today Started May 1998, currently 100+
employees Offices in the Netherlands and Germany ~ 50 hosting customers KM, E-learning, CRM, Complex hosting, ASP
enabling Partnerships with IBM/Lotus, Sun, Compaq, Documentum, Microsoft, Oracle, ... Several VARs and resellers Audited and certified delivery processes
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The ASP technology modelServices by Business Team
s
Applications
VAR’
s and
rese
llers
Complex Hosting &
ASP Enablement Core Platform
Hosting Framework
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The one-to-many model
Offering highly standardised products Leveraging economy of scale advantages Creating a (sustainable) margin
advantage
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is ASP a first sign...
of the transition of how Information Technology
will be applied:as a Utility Services
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IT as a utility service…. Accepted High volumes Infrastructure Standardized Reliable Cost advantage End-to-end managed service
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Customer retention The change rate of customers by a highly
homogeneous perceived service is high, up to 30% !
The profitability of of existing customers is 70% higher then from a new customer
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The Volume game
Technology
Operations
Margin
todayTechnology
OperationsMargin
2004
UPPM
UPPM
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The added value gameUPPM
2004
UPPM
Technology
Operations
Margin
today
Consulting
TechnologyOperations
Margin
Consulting
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Things to consider.... What type of customer benefit should we
seek to provide five years from now
What new competencies will we need to build or acquire to offer those benefits to customer
How will we need to reconfigure the customers interface over the next several years
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One possible modelUPPM
UPPM
TechnologyOperations
Margin
Consulting
todayTechnology
Operations
Margin
Consulting
SLAsConnectivity
Content
2004
EducationTransactions
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The trick is to see the future before its arrival
Gary Hamel; Competing for the Future