Intelligent Mobile Solutions – The Journey David Murray, Managing Director, Kirona

Kirona History Started in Q1 2003 myself and one other co-founder We both recognised that selling time was not doing it for us We wanted to start a software product company The first idea did get off the launch pad – but had limited potential The second idea we went with and formed Kirona Key invention – Kirona Mobile Generator Needed to prove via applications So partnership with Sx3 (now Northgate) to supply their customers mobile applications

Started in Q1 2003 myself and one other co-founder

We both recognised that selling time was not doing it for us

We wanted to start a software product company

The first idea did get off the launch pad – but had limited potential

The second idea we went with and formed Kirona

Key invention – Kirona Mobile Generator

Needed to prove via applications

So partnership with Sx3 (now Northgate) to supply their customers mobile applications

Kirona now 16 staff 3 divisions Public Sector Applications Commercial Sector Applications Tools & Technology 1M+ turnover for year end March 2006 Healthy growth forecast for end of this year National government recognition and projects

16 staff

3 divisions

Public Sector Applications

Commercial Sector Applications

Tools & Technology

1M+ turnover for year end March 2006

Healthy growth forecast for end of this year

National government recognition and projects

The business case – examples Revenues & Benefits 200K annual cost saving & 7 staff re-deployed Regulatory Services case studies Productive time gain of +16 hrs per week (+ 22%), based on 2 Inspectors only and administrator not required (saving £17k) Phase two business case 750K per annum savings Housing case studies Improving customer satisfaction by completing repairs 20% faster Increased the percentage of time spent by officers on Council estates from less than 50% to more than 80% within three years Improved life/work balance of officers by enabling more flexible working, resulting in 20% lower staff turnover

Revenues & Benefits

200K annual cost saving & 7 staff re-deployed

Regulatory Services case studies

Productive time gain of +16 hrs per week (+ 22%), based on 2 Inspectors only and administrator not required (saving £17k)

Phase two business case 750K per annum savings

Housing case studies

Improving customer satisfaction by completing repairs 20% faster

Increased the percentage of time spent by officers on Council estates from less than 50% to more than 80% within three years

Improved life/work balance of officers by enabling more flexible working, resulting in 20% lower staff turnover

The Mobile Applications landscape Dumb mobile Costly to implement No real time benefits Scalability and reliability issues after pilot Smarter mobile solutions 3G card and/or citrix screen scrape solution Reflects only the back office system Device aware? Quick enough? Costly to use? Intelligent Mobile Working [ Motile ] Generated foundation screens Enterprise components plugged in by process

Dumb mobile

Costly to implement

No real time benefits

Scalability and reliability issues after pilot

Smarter mobile solutions

3G card and/or citrix screen scrape solution

Reflects only the back office system

Device aware? Quick enough? Costly to use?

Intelligent Mobile Working [ Motile ]

Generated foundation screens

Enterprise components plugged in by process

Intelligent Scripting

Electronic document generation

The challenges of growth – the easier ones Attracting innovative problem solvers to work for you Persuading customers to take a risk with a small company Persuading customers to take a risk with new technology and ways of working Balance the books Keep ahead in a high technology field Marketing the brand

Attracting innovative problem solvers to work for you

Persuading customers to take a risk with a small company

Persuading customers to take a risk with new technology and ways of working

Balance the books

Keep ahead in a high technology field

Marketing the brand

The challenges of growth – the tough ones Easy to make customers feel special when you just have a few How to transition innovative pilots to repeatable product solutions Create a sustainable support & customer services infrastructure for 100+ customers Evolving your partnerships in line with your growth

Easy to make customers feel special when you just have a few

How to transition innovative pilots to repeatable product solutions

Create a sustainable support & customer services infrastructure for 100+ customers

Evolving your partnerships in line with your growth

Key observations & advice Partner with compatible companies to elevate Your market penetration Your brand Trigger point your growth backed by solid monthly financial information Trust your instinct Make staff accountable e.g. ring fencing Recognise individuals limitations (including your own) and encourage a culture of putting ones hand up Find some non-executive Director assistance once you feel you are off the launch pad and into new areas You don’t know what you don’t know!

Partner with compatible companies to elevate

Your market penetration

Your brand

Trigger point your growth backed by solid monthly financial information

Trust your instinct

Make staff accountable e.g. ring fencing

Recognise individuals limitations (including your own) and encourage a culture of putting ones hand up

Find some non-executive Director assistance once you feel you are off the launch pad and into new areas

You don’t know what you don’t know!

Final Thoughts Beats working for somebody else? Absolutely What keeps driving you? Been round the bases, but striving for that home run

Beats working for somebody else?

Absolutely

What keeps driving you?

Been round the bases, but striving for that home run

Questions [email_address] www.kirona.com