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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?

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

Where we are

where we are.

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 1March 1997 - September 1998

  • phase 2October 1998 - June 2001

  • phase 3July 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

Delivery model

delivery model

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

E business


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

Demonstration centre

demonstration centre

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

Tas process

TAS process



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

  • combats information overload

  • includes exclusively evaluated information

Vantagepoints home page

vantagepoints home page

The essentials

the essentials



Search results

search results

Update service

update service

Specifying a channel

specifying a channel

How does it work

how does it work?

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

Any questions

any questions?

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