doing business on-line

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• doing business on-line
• comment susciter la demande Internet par les PME?

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• Chris Sullivan
• Project Manager

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introduction

• Established in Q1 1997
• based in the Department of Computer Science at
  the University of Sheffield, UK
• part of the Departments Communications and
  Distributed Systems (CDS) Group
• a 40 strong basic and applied research group
• investment from the EU, University of Sheffield,
  DTI and private sponsorship

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where we are.
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access to the latest research and technical
expertise

• Telematics (in its widest sense)
• wireless and cable based transmission media
• on-line payment, tariffing and security
  technology
• architectures for information brokerage and
  content management (including metadata)
• mobility (including SMS, Mobile IP)
• high performance networks (fast ethernet, gigabit
  ethernet and ATM)
• off the shelf products and solutions

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phased development

• Phase 1 March 1997 - September 1998
• phase 2 October 1998 - June 2001
• phase 3 July 2001 - ??

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who do we help?

• SMEs in the medical technology, environmental
  technology and print design sectors
• UKs Yorkshire Humber region
• we work with Business Support agencies and
  Professional Associations (e.g. Medilink, British
  Print Industry Federation/ EBN)

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why? what is our raison dêtre?

• to help companies do business on-line
• to facilitate technology transfer
• to encourage the adoption by SMEs of appropriate
  ICTs
• to deliver value added information to SMEs in key
  business sectors (eg medical technology,
  environmental technology, print design)
• to aid business competitiveness

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what is our value proposition?

• independent, impartial and expert advice
• business sector knowledge and business sector
  focus
• expert technical knowledge on new and leading
  edge business ICT applications

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what is our service definition?

• A structured 4 stage process
• stage 1. targeted awareness raising
• stage 2. impartial and expert advice
• stage 3. practical demonstration
• stage 4. provision of WWW services

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delivery model
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stage 1 - awareness raising

• Case studies that are directly relevant to
  companies and their market
• useful hints and tips on how to get the most from
  technology
• eg how to choose an ISP, how to use e-mail to
  stimulate business, how to make your website more
  visible
• practical hands on seminars that are business
  sector focused

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e-business
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stage 2 - impartial and expert advice

• Business Liaison Officers (BLOs) bridge the gap
  between business and technology
• BLOs visit a client and seek to understand the
• current ICT status of the company
• needs of the business
• competitive environment
• key drivers for implementing technology

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stage 2 - impartial and expert advice

• an action plan is drawn up with the client
  outlining a recommended course of action they
  should consider
• review business
• feasibility study
• competitive analysis
• budget
• technical advice
• training plan

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stage 2 - impartial and expert advice

• jargon is avoided and potential business benefits
  are clearly identified
• if advanced ICTs or application development is
  required we link directly into the research base

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stage 3 - practical demonstrations

• telerise has set up a state-of-the-art
  demonstration centre that is part of the DTIs
  national ISI network
• companies want to see and feel the technology in
  an environment that is not driven by the hard
  sell
• the demonstration centre must be flexible and
  provide a realistic experience

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stage 3 - practical demonstrations

• we can demonstrate most ICT applications
• video conferencing at various levels
• various levels of Internet access (dial up, ISDN,
  leased line)
• LAN technologies
• network modelling
• SMS applications
• cable terminal devices

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demonstration centre
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stage 4 - provision of WWW services

• content management
• information gateways for business sectors
• help combat information overload
• quality assured information
• give companies what they want

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stage 4 - provision of WWW services

• access to information that is
• cheaper
• easier
• faster
• better

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what next?

• Telerise 2000 phase 2 development
• twin track approach to supporting businesses
• our objective remains the same
• our value proposition remains the same
• our business sector focus changes to include
  multimedia and hi-tech precision engineering
• our service definition changes

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telerise advisory services (TAS)

• An integrated package of advisory services are
  provided to business
• the ICT review (TAS1)
• guiding the client through structured a review of
  their current use of ICT/EDI
• the ICT business application review (TAS2)
• identification of specific business processes
  that could benefit from the application of ICT

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telerise advisory services (TAS)

• the ICT technology review (TAS3)
• a review of the potential benefits that could be
  realised by implementing one or more enabling
  technologies across you business
• advanced research and technology transfer(TAS4)
• access to knowledge on advanced ICT applications
  and the research base

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TAS process
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vantagepoints

• one stop service for individual business sectors
  who want information from the web
• combats information overload
• includes exclusively evaluated information

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vantagepoints home page
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the essentials
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search
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search results
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update service
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specifying a channel
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how does it work?
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initial results

• Initial results from the phase 1 project include
• over 200 SMEs introducing new technology
• new jobs created, new business and orders won
• improved customer service and better
  relationships through the supply chain
• innovative ways of working
• companies ready for ecommerce
• improved technology skills in PBAs
• 160,000 visits to the information service

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conclusions

• the majority of SMEs recognise the importance of
  information and communication technologies (ICTs)
  to their business
• SMEs who do not have in house technical skills or
  know-how require independent and impartial advice
  to help them purchase and integrate the right
  technology
• SMEs are suspicious of computer/technology sales
  people

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conclusions

• they need an honest broker - an organisation that
  does not sell hardware or software, but that can
  provide independent expertise
• technology implementation must be driven from the
  top (i.e. managing director/ board level)
• technology implementation must be combined with
  relevant training

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key drivers to SMEs adopting the Internet (or
ICTs)

• competitive peer pressure
• relevant and accurately targeted case studies
• independent advice on the cost benefit of
  technology
• relevant content on the WWW (that is timely, has
  quality and currency)
• practical hands on demonstrations

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issues that deter SMEs from the Internet and ICTs

• lack of understanding - particularly the jargon
• the pace at which technology changes
• recurrent costs (telephony and total cost of
  ownership
• skills
• over hype (by global hardware and software
  manufacturers)
• not understanding the whats in it for me

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issues that deter SMEs from the Internet and ICTs

• concern for the staff time spent using the WWW
  for gathering information
• changes to work organisation and social behaviour
• bandwidth - or lack of it

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any questions?