four major technology trends impacting distributors · four major technology trends impacting...

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1 JEFF GUSDORF, CPA Principal 314 983 1208 Four Major Technology Trends Impacting Distributors STAFDA 2011 S At i 10151 Corporate Square Drive Suite 100 St. Louis, MO 63132 PH 314.983.1200 FX 314.983.1329 www.software4distributors.com 314.983.1208 [email protected] STAFDA 2011 San Antonio Major Technology Trends • Email Marketing Social Media • Resources • Apps • Security Mobility E- Marketing © 2011 Brown Smith Wallace. All rights reserved. 2 • Utilization • Fundamentals • Users • Security Cloud Computing Consumer- ization of IT Survey Results – 140 respondents By Size By Type 50 60 70 50 60 70 80 © 2011 Brown Smith Wallace. All rights reserved. 3 1 to 10 11 to 50 51 to 100 101 to 250 Over 250 0 10 20 30 40 Distributor Manufacturer RepAgent 0 10 20 30 40

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Page 1: Four Major Technology Trends Impacting Distributors · Four Major Technology Trends Impacting Distributors STAFDA 2011 S At i 10151 Corporate Square Drive Suite 100 St. Louis, MO

1

JEFF GUSDORF, CPAPrincipal

314 983 1208

Four MajorTechnology Trends

Impacting Distributors

STAFDA 2011 S A t i

10151 Corporate Square DriveSuite 100

St. Louis, MO 63132PH 314.983.1200FX 314.983.1329

www.software4distributors.com

[email protected]

STAFDA 2011 – San Antonio

Major Technology Trends

• Email Marketing

• Social Media

• Resources• Apps• Security

MobilityE-

Marketing

© 2011 Brown Smith Wallace. All rights reserved.2

• Utilization• Fundamentals

• Users• Security

Cloud Computing

Consumer-ization of

IT

Survey Results – 140 respondents

By Size By Type

50

60

70

50

60

70

80

© 2011 Brown Smith Wallace. All rights reserved.3

1 to 10 11 to 50 51 to 100 101 to 250 Over 2500

10

20

30

40

Distributor Manufacturer RepAgent0

10

20

30

40

Page 2: Four Major Technology Trends Impacting Distributors · Four Major Technology Trends Impacting Distributors STAFDA 2011 S At i 10151 Corporate Square Drive Suite 100 St. Louis, MO

2

Generational attitudes towards technology

65

70

79

19

16

11

Boomers

Gen X

Millennials

Better None Worse

© 2011 Brown Smith Wallace. All rights reserved.

Boomers: Age 47-65

Silent: Age 66-83

Millenials: Age 18-30

Gen X: Age 31-46

4Pew Research Center, Nov, 2011

45

65

27

19

0 10 20 30 40 50 60 70 80 90 100

Silent

Boomers

“Has the internet been a change for the –”

This isn’t good enough anymore

© 2011 Brown Smith Wallace. All rights reserved.5

If your screens look like this see Software4distributors.com for help

Mobility

© 2011 Brown Smith Wallace. All rights reserved.6

Page 3: Four Major Technology Trends Impacting Distributors · Four Major Technology Trends Impacting Distributors STAFDA 2011 S At i 10151 Corporate Square Drive Suite 100 St. Louis, MO

3

Smartphone growth is projected to outpace all other devices

© 2011 Brown Smith Wallace. All rights reserved.7

How do employees stay connected?

12%

6%4%

© 2011 Brown Smith Wallace. All rights reserved.8

44%

34%

Smartphone

Laptop

Tablet

Other

None

Mobility Basics

© 2011 Brown Smith Wallace. All rights reserved.9

Source - Dell

Stafda 90% 33% 15%

Page 4: Four Major Technology Trends Impacting Distributors · Four Major Technology Trends Impacting Distributors STAFDA 2011 S At i 10151 Corporate Square Drive Suite 100 St. Louis, MO

4

Smart Phone vs Laptop Adoption

60%

70%

80%

90%

>75% >50% >25%

60%

70%

80%

90%

>75% >50% >25%

© 2011 Brown Smith Wallace. All rights reserved.10

0%

10%

20%

30%

40%

50%

WD Mfgs Reps0%

10%

20%

30%

40%

50%

WD Mfgs Reps

Applications used:

• Email

• Drop Box – file sharing in cloud

• Zumocast – media streaming to the cloud

• Square up – credit card reader

© 2011 Brown Smith Wallace. All rights reserved.

q p

• Docs to Go – all-in-one App for Word, Excel, etc

• ERP Access apps

11

Even more functionality is coming

Faster ProcessorsDual 2 GHz vs 1 Ghz

© 2011 Brown Smith Wallace. All rights reserved.12

Intel Compatability

Media Integration

(HTML5)

Voice(Siri)

New Functions

(NFC)

Page 5: Four Major Technology Trends Impacting Distributors · Four Major Technology Trends Impacting Distributors STAFDA 2011 S At i 10151 Corporate Square Drive Suite 100 St. Louis, MO

5

Mobile Computing

“Distributors are trying to increase revenue by extending ‘in-the-moment’ sales order creation, increase field sales productivity and increase responsiveness to customer

© 2011 Brown Smith Wallace. All rights reserved.

issues.”

Paul PretkoWD industry principal for SAP

13

Mobility and ERP

Mobile enterprise application platforms

the combination of ERP and Mobile Apps

Mobile Initiatives:

© 2011 Brown Smith Wallace. All rights reserved.

Standardized devices

Replicating back office processes

Mobile Transformation

BYOD

Tailored, role-based applications

14

Mobile Initiative – Proof of DeliveryEpicor/Activant

* Order Delivery

View notes/comments View the details of the orders for each stop.Capture signatures and receiver name.Clock-In / Clock-Out functions Ability to record issues

* Quantity Adjustment at Delivery

© 2011 Brown Smith Wallace. All rights reserved.

Quantity Adjustment at Delivery

Allows for updating the quantity, ensuring accuracy of the delivery for customers.Updated quantity synchronized in the ERP during import.

* Return Material Authorization (RMA) Pickup

RMAs created in the ERP can be added to the delivery list for pickup at the customer site.

15

Page 6: Four Major Technology Trends Impacting Distributors · Four Major Technology Trends Impacting Distributors STAFDA 2011 S At i 10151 Corporate Square Drive Suite 100 St. Louis, MO

6

Mobile Transformation-Sales Order/Catalog App

© 2011 Brown Smith Wallace. All rights reserved.16

© 2011 Brown Smith Wallace. All rights reserved.17

© 2011 Brown Smith Wallace. All rights reserved.18

Page 7: Four Major Technology Trends Impacting Distributors · Four Major Technology Trends Impacting Distributors STAFDA 2011 S At i 10151 Corporate Square Drive Suite 100 St. Louis, MO

7

© 2011 Brown Smith Wallace. All rights reserved.19

© 2011 Brown Smith Wallace. All rights reserved.20

© 2011 Brown Smith Wallace. All rights reserved.21

Page 8: Four Major Technology Trends Impacting Distributors · Four Major Technology Trends Impacting Distributors STAFDA 2011 S At i 10151 Corporate Square Drive Suite 100 St. Louis, MO

8

Mobile Security

© 2011 Brown Smith Wallace. All rights reserved.22

© 2011 Brown Smith Wallace. All rights reserved.23

© 2011 Brown Smith Wallace. All rights reserved.24

Page 9: Four Major Technology Trends Impacting Distributors · Four Major Technology Trends Impacting Distributors STAFDA 2011 S At i 10151 Corporate Square Drive Suite 100 St. Louis, MO

9

© 2011 Brown Smith Wallace. All rights reserved.25

E-Marketing

© 2011 Brown Smith Wallace. All rights reserved.26

Web Presence

60%

70%

80%

90%

100%

© 2011 Brown Smith Wallace. All rights reserved.27

0%

10%

20%

30%

40%

50%

60%

Website Online Catalog E-Commerce Analytics

No

Plans

Yes

Page 10: Four Major Technology Trends Impacting Distributors · Four Major Technology Trends Impacting Distributors STAFDA 2011 S At i 10151 Corporate Square Drive Suite 100 St. Louis, MO

10

Google Analytics

© 2011 Brown Smith Wallace. All rights reserved.28

Heatmaps

© 2011 Brown Smith Wallace. All rights reserved.29

We use reinvigorate.net

More Analytics – clicktale.com

© 2011 Brown Smith Wallace. All rights reserved.30

Page 11: Four Major Technology Trends Impacting Distributors · Four Major Technology Trends Impacting Distributors STAFDA 2011 S At i 10151 Corporate Square Drive Suite 100 St. Louis, MO

11

Plan to use new media compared to 2 years ago

50%

60%

70%

80%

90%

100%

© 2011 Brown Smith Wallace. All rights reserved.31

0%

10%

20%

30%

40%

50%

Email Online Event Blogging Webinars Online Ads

More Same Less No Plans

Email Marketing Basics

• Develop your audience lists and segment them

• Create Template with corporate design

© 2011 Brown Smith Wallace. All rights reserved.

• Create newsletters, announcements, surveys

• Measure Results

32

Service Providers used by Stafda members

Constant Contact

iContact

M Emma

Blast Hero

Benchmark

O tlook

© 2011 Brown Smith Wallace. All rights reserved.

MyEmma

Survey Monkey

Outlook

Gmail

33

Page 12: Four Major Technology Trends Impacting Distributors · Four Major Technology Trends Impacting Distributors STAFDA 2011 S At i 10151 Corporate Square Drive Suite 100 St. Louis, MO

12

Two cost models

Subscribers $ Cost/Month

500 14.00

1,000 19.00

Emails/Month $ Cost/Month

600 10.00

1,000 13.00

© 2011 Brown Smith Wallace. All rights reserved.

2,500 29.00

5,000 47.00

10,000 74.00

15,000 109.00

25,000 149.00

34

2,500 20.00

5,000 35.00

10,000 60.00

25,000 112.00

50,000 200.00

© 2011 Brown Smith Wallace. All rights reserved.35

Social Media Sites

© 2011 Brown Smith Wallace. All rights reserved.36

Page 13: Four Major Technology Trends Impacting Distributors · Four Major Technology Trends Impacting Distributors STAFDA 2011 S At i 10151 Corporate Square Drive Suite 100 St. Louis, MO

13

Social media serves different purposes

© 2011 Brown Smith Wallace. All rights reserved.37

Source-Bootcampdigital.com

2%12%

Using Social Media?

© 2011 Brown Smith Wallace. All rights reserved.38

26%

9%

51%

Extensive Use Engage Periodically We have a Presence Plan to No

Why using Social Media

WD Mfgs Reps

Build awareness 41% 65% 40%

Drive traffic 35% 50% 11%

SEO 24% 40% 0%

© 2011 Brown Smith Wallace. All rights reserved.

Create Community 23% 30% 05%

Generate Leads 30% 35% 22%

Interact online 17% 40% 0%

39

Page 14: Four Major Technology Trends Impacting Distributors · Four Major Technology Trends Impacting Distributors STAFDA 2011 S At i 10151 Corporate Square Drive Suite 100 St. Louis, MO

14

Most Important Sites

WD Mfgs Reps

Facebook 52% 45% 55%

LinkedIn 34% 60% 44%

Twitter 24% 30% 10%

© 2011 Brown Smith Wallace. All rights reserved.

YouTube 26% 60% 38%

Slideshare 02% 00% 05%

Bookmarking 02% 10% 05%

40

© 2011 Brown Smith Wallace. All rights reserved.41

Another Example – Darragh Co.

© 2011 Brown Smith Wallace. All rights reserved.42

Page 15: Four Major Technology Trends Impacting Distributors · Four Major Technology Trends Impacting Distributors STAFDA 2011 S At i 10151 Corporate Square Drive Suite 100 St. Louis, MO

15

Cloud Computing

© 2011 Brown Smith Wallace. All rights reserved.43

Cloud Computing Defined

• A way to increase capacity

• Add capabilities on the fly

• Payment is

• Subscription based

• Pay-per-use

I l i

© 2011 Brown Smith Wallace. All rights reserved.

• Without having to invest in

• Infrastructure

• Training

• Licensing

• In real time

• Over the internet

44

© 2011 Brown Smith Wallace. All rights reserved.45

Page 16: Four Major Technology Trends Impacting Distributors · Four Major Technology Trends Impacting Distributors STAFDA 2011 S At i 10151 Corporate Square Drive Suite 100 St. Louis, MO

16

Cloud Basics

© 2011 Brown Smith Wallace. All rights reserved.46

Source: soacloudcomputing

Primary Cloud Types

1. Software-as-a-Service (SAAS)

Salesforce.com, Workday, Google Apps

2. Utility Computing (IAAS)

Storage and virtual servers on demand

© 2011 Brown Smith Wallace. All rights reserved.

S o age a d v ua se ve s o de a d

3. Platform as a Service

Application Development

Force.com, Google Apps Engine

47

Primary Cloud Types (cont.)

4. Web services in the cloud (SAAS variant)

API based

Google Maps, USPS, Credit Cards, Sales Tax

© 2011 Brown Smith Wallace. All rights reserved.

5. Managed Service provides (IAAS variant)

IT Applications

Symantec virus scanning, Email

48

Page 17: Four Major Technology Trends Impacting Distributors · Four Major Technology Trends Impacting Distributors STAFDA 2011 S At i 10151 Corporate Square Drive Suite 100 St. Louis, MO

17

9%3%

21%

37%

Cloud Computing Adoption

© 2011 Brown Smith Wallace. All rights reserved.49

30%

Using Cloud Now Will adopt in 12 months It's not ready yet

Researching it No Plans

Uses for the Cloud

WD Mfgs Reps

Applications 06% 15% 05%

CRM 08% 40% 11%

Data 18% 35% 28%

© 2011 Brown Smith Wallace. All rights reserved.

Email 22% 25% 44%

ERP 10% 15% 00%

Office 14% 05% 33%

50

Security is a big concern

© 2011 Brown Smith Wallace. All rights reserved.51

Page 18: Four Major Technology Trends Impacting Distributors · Four Major Technology Trends Impacting Distributors STAFDA 2011 S At i 10151 Corporate Square Drive Suite 100 St. Louis, MO

18

Financial Health is another concern

• Revenue is based on subscriptions

• Customer acquisition and retention is the critical financial measurement

© 2011 Brown Smith Wallace. All rights reserved.

• “Net add” is more important than quarterly results

52

NetSuite – Morningstar Analyst

Bulls Say:

• NetSuite is well-positioned to gain market share as cash-strapped IT departments demand cheaper enterprise software applications.

• IT solution vendors will be forced to partner with SaaS vendors, as customers are increasingly

Bears Say:

• Large customers concerned about security and availability will not accept the SaaS model for their mission-critical ERP applications, rendering that market out of reach for NetSuite.

• The firm has failed to turn an operating profit in its more than 10 years of existence.

© 2011 Brown Smith Wallace. All rights reserved.

customers are increasingly demanding SaaS solutions

• Customer-retention rates should increase, as the company has been culling small, less-sticky customers.

• Multi-tenant-hosted software is limited in its ability to be customized, and NetSuite will find it hard to profitably address customers' diverse needs.

• The SaaS model for the midmarket segment has attracted the attention of SAP, which is targeting its Business ByDesign service squarely at NetSuite'starget market

53

Consumerization of IT

© 2011 Brown Smith Wallace. All rights reserved.54

Page 19: Four Major Technology Trends Impacting Distributors · Four Major Technology Trends Impacting Distributors STAFDA 2011 S At i 10151 Corporate Square Drive Suite 100 St. Louis, MO

19

Users doing what they want andIT can’t stop them

Gmail instead of Corporate email

Dropbox instead of file sharing

3G instead of the corporate network

© 2011 Brown Smith Wallace. All rights reserved.

Personal license to Salesforce instead of CRM

Google Apps instead of Office on the desktop

55

Why now

• SaaS/Cloud makes it easy access huge amount of computing power

• Smart phones are cheap

© 2011 Brown Smith Wallace. All rights reserved.

• Apple/Android Apps for $1+

• Younger employees are used to this model

• Even “old guys” can get it

56

Dropbox is a great example

© 2011 Brown Smith Wallace. All rights reserved.

“Employees really are demanding the ability to use their personal devices rather than company-issued BlackBerrys and laptops. By and large, employers seem content to let them do so because it takes productivity to a whole new level. “ Gigaom

57

Page 20: Four Major Technology Trends Impacting Distributors · Four Major Technology Trends Impacting Distributors STAFDA 2011 S At i 10151 Corporate Square Drive Suite 100 St. Louis, MO

20

IT security policies must cover

• Management of user devices

• Exposure of corporate data stored on those devices

• Leakage of corporate data through consumer

© 2011 Brown Smith Wallace. All rights reserved.

applications (gmail, dropbox)

• Introduction of malware

58

Q&A

© 2011 Brown Smith Wallace. All rights reserved.59