Wireless Networks B2B E-Commerce

1. Wireless NetworksB2B E-Commerce Rui Li Shamit Mehta Srinath Nagarajan Theo Nicholas Preethi Parameswaran

2. Wireless Tomorrow!!! One-click transactions navigational aids event-driven transactions online auction stock trading travel reservations 2002 Mobile eCommerce 2000 Email Instant Messaging Travel Updates Yellow Pages Mobile information Today Voice Mobile voice communication

3. Growth of Wireless Technology • Increase in revenues from $600 M in 1999 to $4 B in 2000 • $60 B will be spent on wireless services by 2005 (Forrester) • 20 million wireless patrons by 2003 – U.S Dept of Commerce Growth in wireless subscriber base - Source: Forrester

4. Major Industry Players Wireless Handset ProvidersCarriers Qualcomm AT & T Nokia MCI WorldCom Ericsson Sprint PCS Network InfrastructurePortals and Content Ericsson Lycos Motorola Yahoo Lucent B2B Online Wireless playersHardware Providers Aether systems Hewlett Packard Aloha networks Intel Infospace.com NEC

5. Dual Focus in Wireless/B2B • Wireless equipment/service providers selling to businesses online • OUR FOCUS! • Wireless Technology enablingE-commerce transactions Wireless is revolutionizing corporate communications – both internal and external!

6. Top Industry Players (Restricted to our focus) • Qualcomm • Nokia • Ericsson • Motorola

7. Exclusive Sample Pages QUALCOMM - We like ideas NOKIA - Connect with masses and reach individual lives MOTOROLA - Consumer catalog “the power in your hands”

8. B2B Wireless Customers Not-For-Profit For-Profit • Service • Manufacturing • Financial • Hospitals • Government • Military • Universities

9. Wireless Value Added Services • Automated network assembly procedure using e-commerce • Unified customer service • ability to use one billing system to deliver multiple communication services • Easy to track, manage and bill mobile services • Bundled technologies to get into IP world • E.g. Motorola - Cisco partnership • Instant messaging • Provide store & forward functionality • Interoperability between multiple platforms • Message anyone,anywhere,anytime,any device,on any network • Comprehensive technical support • Extended warranty services • Security features embedded in wireless equipment for secure transactions

10. Attracting & Retaining Customers • Incentives to existing customers • Reduced prices, Broaden coverage • Simplified buying process • Enhanced personalization features • Premier pages for online customers • Additional product features • Caller-id, optional minute plans • Ability to switch providers due to shorter service contracts • Personalized buying experience through new retailing strategies • e.g. suggestion of phone & service package to suit user’s needs • Ability to reset phone’s interface from professional to personal mode • Better customer service

11. Some Existing Strategies • Providing bundled services such as mobile data and voice integration • Differentiate product offerings and increase customer retention rates through personalization • e.g. Email notification on wireless equipment • Tailored product for specific user groups • e.g. Samsung phone with Palm Computing interface will attract business customers • Convergence of various technologies • Messaging/multimedia conferencing allow people to work faster over time • Provides corporate volume discounts

12. Competitive Advantage of Wireless Companies • Control over location based technologies/databases • “This will drive subscriber growth as new customers flock to wireless networks for personal and safety reasons” – Forrester • Superior Technology • Linking existing website to call center • Computer Telephony Integration enables call center to perform at peak efficiencies while delivering the best in class service • Integrate systems to simplify operations and create smooth transitions for consumers

13. Issues • Emerging technology – very uncertain where it is heading • WAP, 3G, cdma2000, W-CDMA • Challenges in moving towards wireless Internet • Pricing and billing high-speed data services e.g. per minute or per kilobyte • Basic business model – whether to develop wireless portal or establish partnership with Internet companies • Recognizing market niche within each business service with different communication needs

14. Proposed Strategies • Present – voice switching • Future • Bundle voice and data services • Provide high speed internet access and transactional web based services • Present customized content and interactive services to customers on user’s mobile equipment • Develop new partnerships and pricing models in order to deliver highly relevant content to users • Fixed wireless for homes, offices and other net connected control points • e.g. operating appliances through wireless

15. Proposed Strategies (Continued) • Future • Should target businesses such as American Express, biztravel.com to co-market and distribute WAP phones and develop travel focused content like flight updates, driving instructions etc. • Update customers continually about coverage • Provide customers with easy access to data. • Form partnerships with interface companies (e.g. Nokia with Geoworks) to provide simple and flexible interfaces • Integrate wireless phones with existing landlines • e.g. mobile phone while at home becomes a land phone