four major technology trends impacting distributors · four major technology trends impacting...
TRANSCRIPT
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
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
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
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%
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:
• 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)
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
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
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
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
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
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
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
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
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
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
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
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
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
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
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
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