Unwired Success

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Unwired Success
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Agenda

• Unwired Vision Mark Jones, IDG
• Unwired Australia Murray Bergin, Telstra
• Unwired Success Doug Farber, salesforce.com
• Customer Panel Telstra, Intel, salesforce.com
  Hostworks

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Unwired Vision

• Mark Jones
• Deputy Managing Director, IDG Communications

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Whats ahead

• Wireless growth Fad or fact?
• What wireless solutions really matter?
• Top 10 reasons wireless will make you money.
• Next steps.

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1. Wireless growth Fad or fact?

• Two examples from real life.
• The hotspot boom - cafes, hotels, airports,
  shopping malls.
• Analysts report business travellers are driving
  the wireless market.
• Key purposes email, SMS, Internet and corporate
  networks.
• The answer is both.

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APAC hotspot growth 2002 - 2003

• Australia 115 ? 300
• China 170 ? 520
• Hong Kong 100 ? 311
• India 7 ? 54
• Japan 751 ? 1,434
• Singapore 141 ? 261
• South Korea 650 ? 18,010
• Source wirelessinnovator.com

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APAC in summary

• Ten-fold increase in wireless LAN hotspots during
  2003.
• Most dramatic growth in the world.
• The regions gone hotspot crazy.
• 2002 - 2,000 hotspots
• 2003 - 21,300 hotspots
• Source Consultant BWCS
  Wireless LAN Continuum study

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Why take the business wireless?

• 75 of IT execs surveyed use wireless
• Execs report wireless users will more than double
  in next 12 months to 30 of total.
• Primary business drivers
• Increase productivity (73)
• User demand (60).
• Source CIO Magazine (US), Oct 2003.

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Big Co.s catch the bug

• 80 of WLAN users surveyed will expand wireless
  LANs in early 2004.
• Expand WLAN beyond IT departments and "road
  warriors to rest of company.
• Growth despite wireless security concerns.
• Source Sage Research 2004 (US)

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Wireless challenges

• Wi-Fi roaming is difficult.
• Seamless transition between service providers
  how many accounts can one person maintain?
  (Aggregators are costly).
• Need complete coverage we want hotcities not
  hotspots.
• Wi-Fi device interop. not easy.

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Hotspot alternatives

• iBurst from Personal Broadband Australia.
• Unwired Australia (limited trials).
• CDMA, GPRS from telcos like Telstra.
• WiMax under development in US, Europe.

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2. What are we usingand why?
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Forget the techie stuff

• WLAN, iBurst, Wi-Fi (802.11a, .b,g, n, i etc),
  RFID, GPRS, 3G/4G, CDMA, W-CDMA, GSM, Wireless
  USB (WUSB), Bluetooth, MIMO, Mesh Networks.
• Use whats best for your business
• Notebook, Tablet PC.
• Blackberry, Palm, Smart phone, pager, hand
  scanners.

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Whats it good for?

• E-mail access 83
• Calendar/scheduling 64
• Web access (eg. CRM) 60
• Personal productivity 45
• Text messaging 44
• Source CIO Magazine (US), Feb 2004

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3. Top 10 reasons to care

• 1. No more (paper-based) data entry.
• 2. Reduce preparation time before meeting
  clients.
• 3. Make client time more productive
  profitable.
• 4. Speed up administrative tasks.
• 5. Shift to a faster sales cycle.

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Top 10 reasons to care

• 6. Make your taxi-time productive.
• 7. Create up-selling and cross-selling
  opportunities.
• 8. Efficient networking.
• 9. Delegation of simple tasks.

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The killer app(or mixed blessing)

• 10. Leave your work in the office
  homecarairportcaférestaurant

Image source symbol.com.au
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4. Next steps

• Evaluate - free trials are your friend.
• Implement - copy the PDA model.
• Argue - make a difference first, then go
  argue about wider adoption with your
  CIO, CFO, CEO, IT Manager.

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• Thank You

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Unwired Australia

• Murray Bergin
• GM Wireless Sales
• Telstra

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Unwired Success

• Doug Farber
• VP Marketing Asia Pacific
• salesforce.com

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Disruptive On-Demand Utility Model
Traditional Software
On-Demand Utility
Build Your Own
Plug In Subscribe
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Complete CRM Solution
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The Global Leader In On-Demand Applications9,500
Customers 135,000 Users
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9,500 Customers 135,000 Subscribers
Manufacturing
Business Services
Financial
Healthcare/Pharma
Consumer Services
Technology
Telecom
Media/Internet
Transport/Logistics
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Industry Awards
InfoWorld Excellent Rating Winter 04
Release December 2003
PC Magazine Editors Choice Best Online
CRM November 2002
InfoWorld Deploy Award 2003
PC Magazine Editors Choice Best Offline
Product September 2003
InfoWorld Deploy Award 2002
PC Magazine Five-Star Rating Salesforce.com
Professional Edition June 2001
InfoWorld Deploy Award 2001
PC Magazine Five-Star Rating Salesforce.com
Enterprise Edition May 2002
InfoWorld Best Enterprise Application January 2004
Codie Awards Best CRM Solution April 2003
InfoWorld CRM Technology of the Year January 2002
Codie Awards Best CRM Solution April 2002
Gartner Group The Future of Software March 2001
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Ecosystem - 2,000 Developers
Core Partners
Product Partners
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Local Success
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Finally a Model that Promotes End User Success
High Value Features
No-Hassle Access
Simple. Elegant. Easy.

• Essential productivity features
• Run your own reports quickly and easily
• Always supports your current business process

• Offline briefcase for working on a plane
• Industry-leading support for handheld, wireless
  devices
• No VPN or laptop hassles

• As easy as buying a book on Amazon.com
• Learn it in minutes, not weeks
• User adoption rates regularly top 90

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Dramatically Improved Value Proposition
CRM Software
salesforce.com
6 month Breakeven
27 month Breakeven
ROI
90 Success
ROI
Value to Customer
Risk
Risk
Time
Time
Go Live 12 Months
Go Live 6 Weeks
Source Gartner, Customer Surveys
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Global Access from Any DeviceLeading the Way for
On-Demand Access beyond Browsers
PC Magazine Editors Choice Best Offline
Product September 2003
Outlook Edition
Offline Edition
InfoWorld Top Deploy Rating December 2002
Wireless Edition
Mobile Edition
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Access From Tools You Use Every Day

• Quoting
• Mail Merge

• Executive Dashboards
• Analysis

• Microsoft Outlook Edition

• Webcasts
• Document Library

• Lotus Notes Integration

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Access From All Devices and Applications
?
Outlook/Palm IntelliSync
Custom Applications
Online Access
Offline Edition
Wireless Edition
HTML/HTTP XSLT
HTML/HTTP
NLI
XML
XML/SOAP
Salesforce.com
XML/SOAP
Customers ERP Applications
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Driving the Mobile Enterprise
Organizations make significantinvestments in CRM
leveraging this investment as a mobile
enterprise is critical...
to boosting productivity andincreasing return
on investment.
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Typical Needs of the Mobile Professional

• Maintain productivity while traveling on an
  airplane
• Obtain visibility to changes in the business when
  out of the office
• Access customer data when nowhere near an
  internet connection
• Disseminate updates to colleagues back in the
  office
• Work effectively over slow dial-up connections in
  a hotel room
• View real-time customer data while waiting in the
  customers lobby

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Wireless Edition
Stay up-to-date with real-time customer data from
a wireless device.

• Instantly deployed to users
• No software, no IT headaches
• Maximizes ROI on wireless devices
• Natural language search saves time
• Optimized for small screens
• No data to synchronize
• Secure and reliable

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Wireless Edition
The most popular wireless CRM solution

• 1500 companies on Wireless Edition
• 32,290 users
• 30-day free trial
• Free with Telstra carriage

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Demonstration