Wireless Networks

B2B E-Commerce

Rui LiRui Li

Shamit MehtaShamit Mehta

Srinath NagarajanSrinath Nagarajan

Theo NicholasTheo Nicholas

Preethi ParameswaranPreethi Parameswaran

Wireless Tomorrow!!!

Today

2000

2002

Voice

EmailInstant Messaging

Travel UpdatesYellow Pages

Mobile voice communication

One-click transactionsnavigational aids

event-driven transactionsonline auction stock trading

travel reservations

Mobile information

Mobile eCommerce

Growth of Wireless Technology Increase in revenues from $600 M in 1999 to $4 B in 2000 $60 B will be spent on wireless services by 2005 (Forrester) 20 million wireless patrons by 2003 – U.S Dept of Commerce

Growth in wireless subscriber base- Source: Forrester

Major Industry Players

Wireless Handset Providers CarriersQualcomm AT & TNokia MCI WorldComEricsson Sprint PCS

Network Infrastructure Portals and ContentEricsson LycosMotorola YahooLucent

B2B Online Wireless players Hardware ProvidersAether systems Hewlett PackardAloha networks IntelInfospace.com NEC

Wireless equipment/service providers selling to Wireless equipment/service providers selling to businesses onlinebusinesses online

• OUR FOCUS!OUR FOCUS!

Wireless Technology enablingWireless Technology enabling E-commerce E-commerce transactionstransactions

Wireless is revolutionizing corporate communications – Wireless is revolutionizing corporate communications – both internal and external!both internal and external!

Dual Focus in Wireless/B2B

Top Industry Players (Restricted to our focus)

Qualcomm Nokia Ericsson Motorola 0

50

100

150

200

250

Wireless Companies MarketCapital in Billions

MotorolaQualcommEricssonNokia

Exclusive Sample Pages

NOKIA - Connect with masses and reach individual lives

QUALCOMM - We like ideas

MOTOROLA - Consumer catalog

“the power in your hands”

B2B Wireless Customers

For-Profit Not-For-Profit

Service Manufacturing Financial

Hospitals Government Military Universities

Wireless Value Added Services

Automated network assembly procedure using e-commerce Automated network assembly procedure using e-commerce Unified customer serviceUnified customer service

ability to use one billing system to deliver multiple communication ability to use one billing system to deliver multiple communication servicesservices

Easy to track, manage and bill mobile servicesEasy to track, manage and bill mobile services Bundled technologies to get into IP worldBundled technologies to get into IP world

E.g. Motorola - Cisco partnershipE.g. Motorola - Cisco partnership Instant messaging Instant messaging

Provide store & forward functionalityProvide store & forward functionality Interoperability between multiple platformsInteroperability between multiple platforms

Message anyone,anywhere,anytime,any device,on any networkMessage anyone,anywhere,anytime,any device,on any network Comprehensive technical supportComprehensive technical support Extended warranty servicesExtended warranty services Security features embedded in wireless equipment for secure Security features embedded in wireless equipment for secure

transactionstransactions

Attracting & Retaining Customers Incentives to existing customersIncentives to existing customers

Reduced prices, Broaden coverageReduced prices, Broaden coverage Simplified buying processSimplified buying process Enhanced personalization featuresEnhanced personalization features

Premier pages for online customersPremier pages for online customers Additional product featuresAdditional product features

Caller-id, optional minute plansCaller-id, optional minute plans Ability to switch providers due to shorter service Ability to switch providers due to shorter service

contractscontracts Personalized buying experience through new retailing Personalized buying experience through new retailing

strategies strategies e.g. suggestion of phone & service package to suit user’s needse.g. suggestion of phone & service package to suit user’s needs

Ability to reset phone’s interface from professional to Ability to reset phone’s interface from professional to personal modepersonal mode

Better customer serviceBetter customer service

Some Existing Strategies

Providing bundled services such as mobile data and voice Providing bundled services such as mobile data and voice integrationintegration

Differentiate product offerings and increase customer Differentiate product offerings and increase customer retention rates through personalizationretention rates through personalization e.g. Email notification on wireless equipmente.g. Email notification on wireless equipment

Tailored product for specific user groups Tailored product for specific user groups e.g. Samsung phone with Palm Computing interface will attract e.g. Samsung phone with Palm Computing interface will attract

business customersbusiness customers

Convergence of various technologies Convergence of various technologies Messaging/multimedia conferencing allow people to work Messaging/multimedia conferencing allow people to work

faster over timefaster over time

Provides corporate volume discountsProvides corporate volume discounts

Competitive Advantage of Wireless Companies

Control over location based technologies/databasesControl over location based technologies/databases ““This will drive subscriber growth as new customers flock This will drive subscriber growth as new customers flock

to wireless networks for personal and safety reasons” – to wireless networks for personal and safety reasons” – ForresterForrester

Superior TechnologySuperior Technology Linking existing website to call center Linking existing website to call center Computer Telephony Integration enables call center to Computer Telephony Integration enables call center to

perform at peak efficiencies while delivering the best in class perform at peak efficiencies while delivering the best in class serviceservice

Integrate systems to simplify operations and create smooth Integrate systems to simplify operations and create smooth transitions for consumerstransitions for consumers

Issues

Emerging technology – very uncertain where it is headingEmerging technology – very uncertain where it is heading WAP, 3G, cdma2000, W-CDMAWAP, 3G, cdma2000, W-CDMA

Challenges in moving towards wireless InternetChallenges in moving towards wireless Internet Pricing and billing high-speed data services e.g. per minute or Pricing and billing high-speed data services e.g. per minute or

per kilobyteper kilobyte Basic business model – whether to develop wireless portal or Basic business model – whether to develop wireless portal or

establish partnership with Internet companiesestablish partnership with Internet companies

Recognizing market niche within each business service with Recognizing market niche within each business service with different communication needsdifferent communication needs

Proposed Strategies

Present – voice switching Present – voice switching

Future Future Bundle voice and data servicesBundle voice and data services Provide high speed internet access and transactional web Provide high speed internet access and transactional web

based servicesbased services Present customized content and interactive services to Present customized content and interactive services to

customers on user’s mobile equipmentcustomers on user’s mobile equipment Develop new partnerships and pricing models in order to Develop new partnerships and pricing models in order to

deliver highly relevant content to usersdeliver highly relevant content to users Fixed wireless for homes, offices and other net connected Fixed wireless for homes, offices and other net connected

control points control points e.g. operating appliances through wirelesse.g. operating appliances through wireless

Proposed Strategies (Continued)

Future Future Should target businesses such as American Express, Should target businesses such as American Express,

biztravel.com to co-market and distribute WAP phones biztravel.com to co-market and distribute WAP phones and develop travel focused content like flight updates, and develop travel focused content like flight updates, driving instructions etc.driving instructions etc.

Update customers continually about coverageUpdate customers continually about coverage Provide customers with easy access to data.Provide customers with easy access to data.

Form partnerships with interface companies (e.g. Nokia Form partnerships with interface companies (e.g. Nokia with Geoworks) to provide simple and flexible interfaceswith Geoworks) to provide simple and flexible interfaces

Integrate wireless phones with existing landlinesIntegrate wireless phones with existing landlines e.g. mobile phone while at home becomes a land phonee.g. mobile phone while at home becomes a land phone