www.ianywhere.com mobile enterprise solutions brian vink vice president, marketing
TRANSCRIPT
www.iAnywhere.com
Mobile Enterprise Solutions
Brian Vink
Vice President, Marketing
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Agenda
Mobility and the Unwired Enterprise Success Factors Pitfalls to Avoid Achieving ROI: Real-world Success
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Why Mobility?
• Extending information to the point of action
• Collecting and using data entered at the point of action
• Facilitating• Improved mobile worker productivity
• Elimination of paper-based errors
• Improved customer service
• Reduced costs
• Increased revenues
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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 Utilities saved $383,000 on map printing costs
• Olan Mills Photography increased “contact to contract”
conversions 10-15%
• Lyondell-Citgo Refining reduced work orders costs by 30%
• Military Sealift Command reduced inspection man hours by 50%
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Technology Evolution
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“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)
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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”
Business Challenge
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Source: AvantGo Sales Management & Field Sales Representative Survey
The Importance of User Adoption
0
10
20
30
40
50
60
70
50% or less 80% or more
Between 50% & 80%
65%
What percentage of sales reps in your company are using your SFA system to management’s expectations?
%
15%
20%
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%
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Mobility Can Help Drive Adoption
0%
20%
40%
60%
80%
100%
Make me more productive
83%
If you could perform sales-related tasks (access customer/product info, etc.) on your PDA, this would …
Improve customer satisfaction
Accelerate the sales process
Increase revenues
59%52% 52%
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.Source: AvantGo Sales Management & Field Sales Representative Survey
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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.
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Creating an Information Edge
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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
Hyundai Department Store
• 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
Ben
efit
SuccessS
tory
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
Harvard Medical School
• 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
Ben
efit
SuccessS
tory
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
Charles County Police
SuccessS
tory
• 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.
Ben
efit
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
Brink’s Incorporated
SuccessS
tory
• 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 service which distinguishes Brink’s as a leading transporter of valuables
Ben
efit
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
Lufthansa Systems
SuccessS
tory
• 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
Ben
efit
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
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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
www.iAnywhere.com
Mobile Enterprise Solutions
Brian Vink
Vice President, Marketing