The Mobile Office

Wireless ASP ForumOctober 16-17th 2000

Barcelona

Michiel Steltman

The mobile revolution Sharing the vision:

ubiquitous, fast, reliable applications on any device, anywhere.

Pervasive computing Enormous growth Plenty opportunities

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?

Wireless Application Areas Information Communication Transactions Entertainment

Source: Lehman Brothers

B2B: Information and Communication B2B: needs are more complex but add

more value

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

The Mobile OfficeSoho

On-the-road

Database DocbaseDirectory FilestoreERP

Centralized Service

Office Ad-Hoc

Applications

Mobile Office Needs Online whenever necessary Fast and Secure access Convenient devices Familiar applications Synchronized and accurate data

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 ?

Introducing Siennax Delivering Multiple applications……. Over the internet or a VPN… Using a one-to-many model…

+ Additional Integration and Customisation ….

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

The ASP technology modelServices by Business Team

s

Applications

VAR’

s and

rese

llers

Complex Hosting &

ASP Enablement Core Platform

Hosting Framework

The one-to-many model

Offering highly standardised products Leveraging economy of scale advantages Creating a (sustainable) margin

advantage

is ASP a first sign...

of the transition of how Information Technology

will be applied:as a Utility Services

IT as a utility service…. Accepted High volumes Infrastructure Standardized Reliable Cost advantage End-to-end managed service

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

The Volume game

Technology

Operations

Margin

todayTechnology

OperationsMargin

2004

UPPM

UPPM

The added value gameUPPM

2004

UPPM

Technology

Operations

Margin

today

Consulting

TechnologyOperations

Margin

Consulting

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

One possible modelUPPM

UPPM

TechnologyOperations

Margin

Consulting

todayTechnology

Operations

Margin

Consulting

SLAsConnectivity

Content

2004

EducationTransactions

The trick is to see the future before its arrival

Gary Hamel; Competing for the Future