My presentation on the WASP conference in Barcelona in .... 2000 ! Fun to look back at how right we were..

1. The Mobile Office
Wireless ASP Forum
October 16-17th 2000
Barcelona
Michiel Steltman

2. The mobile revolution
 Sharing the vision: ubiquitous,
fast, reliable applications on any
device, anywhere.
 Pervasive computing
 Enormous growth
 Plenty opportunities

3. 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

4. Wireless Application Areas
 Information
 Communication
 Transactions
 Entertainment
Source: Lehman Brothers
 B2B: Information and Communication
 B2B: needs are more complex but add more
value

5. 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

6. The Mobile Office
Soho
On-the-road
Database DocbaseDirectory FilestoreERP
Centralized Service
Office Ad-Hoc
Applications

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

8. 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 ?

9. Introducing Siennax
 Delivering Multiple applications…….
 Over the internet or a VPN…
 Using a one-to-many model…
 + Additional Integration and Customisation ….

10. 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

11. The ASP technology model
ServicesbyBusinessTeams
Applications
VAR’sandresellers
Com
plex
Hosting
&
ASP
Enablem
ent
Core Platform
Hosting Framework

12. The one-to-many model
 Offering highly standardised products
 Leveraging economy of scale advantages
 Creating a (sustainable) margin advantage

13. is ASP a first sign...
of the transition of
how Information Technology
will be applied:
as a Utility Services

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

15. 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

16. The Volume game
Technology
Operations
Margin
today
Technology
Operations
Margin
2004
UPPM
UPPM

17. The added value game
UPPM
2004
UPPM
Technology
Operations
Margin
today
Consulting
Technology
Operations
Margi
n
Consulting

18. 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

19. One possible model
UPPM
UPPM
Technology
Operations
Margi
n
Consulting
today
Technology
Operations
Margin
Consulting
SLAs
Connectivity
Content
2004
Education
Transactions

20. The trick is to see the future before its arrival
Gary Hamel; Competing for the Future