Doing business on line comment susciter la demande internet par les pme
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doing business on-line comment susciter la demande Internet par les PME?. Chris Sullivan Project Manager. introduction. Established in Q1 1997 based in the Department of Computer Science at the University of Sheffield, UK

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Doing business on line comment susciter la demande internet par les pme

doing business on-line

comment susciter la demande Internet par les PME?

Chris Sullivan

Project Manager


  • Established in Q1 1997

  • based in the Department of Computer Science at the University of Sheffield, UK

  • part of the Department’s 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

Access to the latest research and technical expertise
access to the latest research and technical expertise

  • Telematics (in it’s 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

Phased development
phased development

  • Phase 1 March 1997 - September 1998

  • phase 2 October 1998 - June 2001

  • phase 3 July 2001 - ??

Who do we help
who do we help?

  • SMEs in the medical technology, environmental technology and print & design sectors

  • UK’s Yorkshire & Humber region

  • we work with Business Support agencies and Professional Associations (e.g. Medilink, British Print Industry Federation/ EBN)

Why what is our raison d tre
why? what is our raison d’être?

  • 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

What is our value proposition
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

What is our service definition
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

Stage 1 awareness raising
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

Stage 2 impartial and expert advice
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

Stage 2 impartial and expert advice1
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

Stage 2 impartial and expert advice2
stage 2 - impartial and expert advice

  • jargon is avoided and potential business benefits are clearly identified

  • if advanced ICT’s or application development is required we link directly into the research base

Stage 3 practical demonstrations
stage 3 - practical demonstrations

  • telerise has set up a state-of-the-art demonstration centre that is part of the DTI’s 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

Stage 3 practical demonstrations1
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

Stage 4 provision of www services
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

Stage 4 provision of www services1
stage 4 - provision of WWW services

  • access to information that is:

    • cheaper

    • easier

    • faster

    • better

What next
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

Telerise advisory services tas
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

Telerise advisory services tas1
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


  • one stop service for individual business sectors who want information from the web

  • combats information overload

  • includes exclusively evaluated information

Initial results
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


  • 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


  • 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

Key drivers to smes adopting the internet or icts
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

Issues that deter smes from the internet and icts
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 ‘what’s in it for me’

Issues that deter smes from the internet and icts1
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