1. Wireless Networks B2B E-Commerce Rui Li Shamit Mehta Srinath Nagarajan Theo Nicholas Preethi Parameswaran

2. Wireless Tomorrow!!! Today 2000 2002 Voice Email Instant Messaging Travel Updates Yellow Pages Mobile voice communication One-click transactions navigational aids event-driven transactions online auction stock trading travel reservations Mobile information Mobile eCommerce

3. 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

4. Major Industry Players Wireless Handset ProvidersCarriers QualcommAT & T NokiaMCI WorldCom EricssonSprint PCS Network InfrastructurePortals and Content EricssonLycos MotorolaYahoo Lucent B2B Online Wireless playersHardware Providers Aether systemsHewlett Packard Aloha networksIntel Infospace.comNEC

5.  Wireless equipment/service providers selling to businesses online OUR FOCUS!OUR FOCUS!  Wireless Technology enabling E-commerce transactions Wireless is revolutionizing corporate communications – both internal and external! Dual Focus in Wireless/B2B

6. Top Industry Players ( Restricted to our focus ) Qualcomm Nokia Ericsson Motorola

7. Exclusive Sample Pages NOKIA - Connect with masses and reach individual lives QUALCOMM - We like ideas MOTOROLA - Consumer catalog “the power in your hands”

8. B2B Wireless Customers For-Profit Not-For-Profit  Service  Manufacturing  Financial  Hospitals  Government  Military  Universities

9. Wireless Value Added Services Automated network assembly procedure using e-commerce Automated network assembly procedure using e-commerce Unified customer service Unified customer service  ability to use one billing system to deliver multiple communication services Easy to track, manage and bill mobile services Easy to track, manage and bill mobile services Bundled technologies to get into IP world Bundled technologies to get into IP world  E.g. Motorola - Cisco partnership Instant messaging Instant messaging  Provide store & forward functionality Interoperability between multiple platforms Interoperability between multiple platforms  Message anyone,anywhere,anytime,any device,on any network Comprehensive technical support Comprehensive technical support Extended warranty services Extended warranty services Security features embedded in wireless equipment for secure transactions Security features embedded in wireless equipment for secure transactions

10. Attracting & Retaining Customers Incentives to existing customers Incentives to existing customers  Reduced prices, Broaden coverage Simplified buying process Simplified buying process Enhanced personalization features Enhanced personalization features  Premier pages for online customers Additional product features Additional product features  Caller-id, optional minute plans Ability to switch providers due to shorter service contracts Ability to switch providers due to shorter service contracts Personalized buying experience through new retailing strategies Personalized buying experience through new retailing strategies  e.g. suggestion of phone & service package to suit user’s needs Ability to reset phone’s interface from professional to personal mode Ability to reset phone’s interface from professional to personal mode Better customer service Better customer service

11. Some Existing Strategies Providing bundled services such as mobile data and voice integration Providing bundled services such as mobile data and voice integration Differentiate product offerings and increase customer retention rates through personalization Differentiate product offerings and increase customer retention rates through personalization  e.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 business customers Convergence of various technologies Convergence of various technologies  Messaging/multimedia conferencing allow people to work faster over time Provides corporate volume discounts Provides corporate volume discounts

12. Competitive Advantage of Wireless Companies Control over location based technologies/databases Control over location based technologies/databases  “This will drive subscriber growth as new customers flock to wireless networks for personal and safety reasons” – Forrester Superior Technology Superior Technology Linking existing website to call center Linking existing website to call center Computer Telephony Integration enables call center to perform at peak efficiencies while delivering the best in class service Computer Telephony Integration enables call center to perform at peak efficiencies while delivering the best in class service Integrate systems to simplify operations and create smooth transitions for consumers Integrate systems to simplify operations and create smooth transitions for consumers

13. Issues Emerging technology – very uncertain where it is heading Emerging technology – very uncertain where it is heading  WAP, 3G, cdma2000, W-CDMA Challenges in moving towards wireless Internet Challenges in moving towards wireless Internet  Pricing and billing high-speed data services e.g. per minute or per kilobyte  Basic business model – whether to develop wireless portal or establish partnership with Internet companies Recognizing market niche within each business service with different communication needs Recognizing market niche within each business service with different communication needs

14. Proposed Strategies Present – voice switching Present – voice switching Future Future  Bundle voice and data services  Provide high speed internet access and transactional web based services  Present customized content and interactive services to customers on user’s mobile equipment  Develop new partnerships and pricing models in order to deliver highly relevant content to users  Fixed wireless for homes, offices and other net connected control points  e.g. operating appliances through wireless

15. Proposed Strategies (Continued) Future Future  Should target businesses such as American Express, biztravel.com to co-market and distribute WAP phones and develop travel focused content like flight updates, driving instructions etc.  Update customers continually about coverage  Provide customers with easy access to data.  Form partnerships with interface companies (e.g. Nokia with Geoworks) to provide simple and flexible interfaces  Integrate wireless phones with existing landlines  e.g. mobile phone while at home becomes a land phone