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Premium member Presentation Transcript 2003 VentureTech Network Winter Local Chapter Meeting: ® ® 2003 VentureTech Network Winter Local Chapter Meeting Market Entry AnalysisAgenda : Agenda Introduction – NetConnX Technologies Competitive Landscape Sizing the Opportunity – Strategic Market Focus State of Technology Three Step Guide Marketing Events Summary Q & AWalk Away Goals : Walk Away Goals Look a new ways to drive or lead business offerings Commitment to change the sales process Maximize profits Drive longer term engagement revenue Understand how to maintain account control Leading product sales with one or more service offerings Value of partnering, working with other VTN Members Specialize vs Generalize Market Entry Analysis About NetConnX Technologies: Market Entry Analysis About NetConnX Technologies Based in Southern California. Six strategic channel centric business practices. Business Continuity Planning & Disaster Recovery IT Security and Data Protection Identity Management – Directory Services - AAA Revenue Assurance – IP Billing Systems Expertise Software Management – Large Scale Automated Deployment Large Scale Migrations – Systems Consolidations 34 highly specialized engineers with 10 to 25 Years Experience. Real-world experience managing a network of all over 15000 servers, 33000 users, 8 global data centers, 26 world-wide offices. Client list that includes Sony, US Warburg, E-Trade, Wells Fargo, American Express and Microsoft.Competitive Landscape: Competitive Landscape More direct competition from manufacturers. Decreasing IT budgets. Decreasing margins. Increasing expenses. Uncertain economic conditions. Projects today are business process based. Corporate accountability. Increased specialization by Resellers. Source: NetConnX Technologies, 2003Competitive Landscape Significant Shift Towards Product Sales: Competitive Landscape Significant Shift Towards Product Sales Source: VAR Business State of Technology StudyNetworking Fastest Growing Technologies: Networking Fastest Growing Technologies Source: VAR Business State of Market StudySizing the Opportunity Strategic Markets: Sizing the Opportunity Strategic Markets Healthcare (HIPAA) Medical Hospitals Clinics Laboratories Dental Optometric Estimated @ 20 Billion in 2003 Financial (GLBA) Banks Credit Unions Mortgage Companies Title Companies Est. 49 Billion in 2003 Government (GISRA) State & Federal Government Legislation Opportunities Strategic Technical & Business Consulting Strategic Business Consulting Maximize IT Resources Redeployment of Resources Market Conditions SMB vs. Fortune 2000 Accounts State of Technology: State of Technology Data Security Wireless Convergence (IP Telephony) Storage IT Security and Data Protection : IT Security and Data Protection We Shall Defend Our Island, Whatever the Cost May Be, We Shall Fight on the Beaches, We Shall Fight on the Landing Grounds, We Shall Fight in the Fields and in the Streets, We Shall Fight in the Hills; We Shall Never Surrender. -Sir Winston Churchill IT Security Trends For 2003: IT Security Trends For 2003 Identity Theft Doubled in 2002. New State & Federal Legislation Regarding Privacy. Security Departments Continue To Be Understaffed. Major Holes in Most “secure” Networks. Integrated Security Solution Push Into SMB. Sources: CNN, FBI/CSI, NetConnX Technologies,IT Security Growth Factors: IT Security Growth Factors A “Fire Wall Is No Longer Enough.” Several New Consumer Protection Organizations Federally Mandated Programs of HIPAA & GLBA. Your own resources are being used against you. Business continuity has increased focus – detection and awareness are only step one. Multi-faceted security solutions are critical. Source: NetConnX Technologies, 2003IT Security What’s the Impact of Not Properly Securing Your Network?: IT Security What’s the Impact of Not Properly Securing Your Network? Cost—directly affects bottom line The average annual security related damage doubled in 2001 Credibility—end-user perception Can your end user trust your network? Productivity—ability to use your system Downtime is lost time and revenue Viability—can ultimately affect your business Where will your company be in 1 year… 5 years? Civil & Criminal Liability—are you responsible? If you don’t take actions to prevent attacks, you are liable for damages inflicted on others? * FBI and Computer Security Institute(CSI)―2001 Each Dollar Spent, saves 100 dollars in future liability – (Gartner)IT Security What Does It Look Like?: IT Security What Does It Look Like? Source: NetConnX Technologies, 2003IT Security Technology Barriers To Entry: IT Security Technology Barriers To Entry Source: NetConnX TechnologiesIT Security PDIOO Barriers To Entry: IT Security PDIOO Barriers To Entry Source: NetConnX TechnologiesIT Security Vendors: IT Security VendorsMarket Entry In-House IT Security Practice –Option #1: Market Entry In-House IT Security Practice –Option #1 Source: NetConnX Technologies, 2003Market Entry Out-Sourced IT Security Practice –Option #2: Market Entry Out-Sourced IT Security Practice –Option #2 Source: NetConnX Technologies, 2003Market Entry Hybrid IT Security Practice –Option #3: Market Entry Hybrid IT Security Practice –Option #3 Source: NetConnX Technologies, 2003ROI & Margin IT Security Business Case Study: ROI & Margin IT Security Business Case Study Client – Hospital with 600 Users. Step One – IT Security Assessment $30,000 @ 30% Margins. Decision Maker – CIO. Sales Cycle – 3 Weeks. Step Two – Delivery of Assessment Results and Remediation Proposal. Step Three – Security Remediation $100,000 @ 30% Margins. Step Four – Security Network Upgrades and Software $88,000 @ 30% Margins. Step Five – Training $25,000 @ 30% Margins. Additional IT Projects – Data Center Move, Identity Management, Server Consolidation. Overall Partner Impact. $243,000 in Gross Revenue. $72,000 In Gross Margins. 18 Months of Continuing Consulting Projects. Additional $1.5 Million In Total Gross Revenues. Enhanced Account Control. Establishment of Reoccurring Revenue. Source: NetConnX Technologies, 2003IT Security Emerging Technologies: IT Security Emerging Technologies Security Information Management Biometrics Single Point Authentication, Secure-ID, ID-Fobs IP Video Surveillance Wireless Networking : Wireless Networking “Faith is taking the first step even when you don't see the whole staircase.” -Martin Luther King, Jr. Wireless Networking Trends For 2003: Wireless Networking Trends For 2003 Wireless LANs are an “addictive” technology Strong commitment to Wireless LANs by technology heavy-weights Cisco, IBM, Intel, Microsoft and Toshiba Embedded market is growing Laptop PC’s with “wireless inside” PDA’s are next The Wireless market is expanding from Industry-Specific Applications, to Universities, Homes, & OfficesWireless Networking Growth Factors: Wireless Networking Growth Factors Ease Of Deployment Cost Effective Standards Based Reduces Cost of Adds/Move’s & Changes Very Strong ROIWireless Networking Growth Factors: Wireless Networking Growth Factors ($ Billions) Source: Synergy, Feb. 2002 802.11 Standard Performance Robustness Low cost Competition Security Ease of Deployment Worldwide WLAN Market *includes clients & infrastructure equipment, business and consumer segmentsWireless Networking Technologies: Wireless Networking Technologies PAN (Personal Area Network) LAN (Local Area Network) WAN (Wide Area Network) MAN (Metropolitan Area Network)Wireless Networking Technology Barriers To Entry: Wireless Networking Technology Barriers To Entry Source: NetConnX TechnologiesWireless Vendors: Wireless Vendors Source: NetConnX TechnologiesWireless Networking PDIOO Barriers To Entry: Wireless Networking PDIOO Barriers To Entry Source: NetConnX TechnologiesMarket Entry Wireless Networking: Market Entry Wireless Networking Source: NetConnX Technologies, 2003ROI & Margin Wireless Networking Business Case Study: ROI & Margin Wireless Networking Business Case Study Client – Trucking Company. Moved into New Offices. Decision Maker – Owner/President. Project Wireless Network Design. 110 Users - We can use Wireless to network. Requirements. 2 Access Points. 110 Wireless Network Cards. Router/Firewall. Cost Savings To End User. Using Wireless Vs. Traditional Cabling Costs, We Able to Save the Customer Over $4,000 in Installation. Overall Partner Impact. $10,000 in Gross Revenue. $3,000 In Gross Margins. On Going Consulting Projects. Security Assessment and other Professional Services Source: NetConnX Technologies, 2003Wireless Emerging Technologies: Wireless Emerging Technologies Converged Wireless – Multiple Wireless Support Improved Security IP Voice over WirelessConvergence: Convergence “What one has not experienced, one will never understand in print.” -Isadora Duncan Convergence Trends For 2003: Convergence Trends For 2003 Convergence pushing Into SMB Everything rides the pipe, video, data, voice Enterprise Application Integration Harnessing Wireless as part of the pipe Continued reduction in cost of gear Source: NetConnX TechnologiesConvergence Growth Factors: Convergence Growth Factors Reduced administration and hard communications costs No moves, adds, changes Management of common infrastructure Single Point of User Management Dramatic reduction in overhead costs Reduce cabling required under converged network Common support team Reduced long team upgrades Telco line access, usage, and management savings Reduced System expansion costs Reduced costs for extending applications to additional/remote sites Improved Security by reducing com to one interface Source: NetConnX Technologies, 2003Convergence Traditional Approach to Business Challenges: Convergence Traditional Approach to Business Challenges Video Voice Data Source: NetConnX Technologies, 2003Convergence Strategic Applications: Convergence Strategic Applications IP Telephony Unified Messaging Personal Assistant CRM Interfacing & Integration Centralized Call Processing Identity Management, LDAP, E-DIR Software Management integration Source: NetConnX Technologies, 2003Convergence Means Increased Productivity to End User: Convergence Means Increased Productivity to End User Increased Employee productivity. Message access anywhere, any way, anytime. One-stop message management. Fax, Email, Voicemail, Contact, schedule and Task Information in one User Interface. Customer satisfaction. Increases speed and quality of responses to all types of communication. Allows for flexible communication flow. Cost reductions. Moves/adds/changes are simpler and faster. Single infrastructure to manage and maintain. Single transport infrastructure for all media: Data/voice/video. Source: Cisco Systems, NetConnX Technologies 2003Convergence A Real-World Business Case Study: Financial Impact Video Conferencing Outsource Audio $15,000 Monthly Phone Bill Savings Long Distance Collapsed Trunks $245,000 $50,000 Payback Period 14 months Convergence A Real-World Business Case Study $ 50,000 Area of Savings Cellular Usage Source: NetConnX Technologies, 2003Convergence Technology Barriers To Entry: Convergence Technology Barriers To Entry Source: NetConnX Technologies, 2003Convergence PDIOO Barriers To Entry: Convergence PDIOO Barriers To Entry Source: NetConnX Technologies, 2003Convergence Vendors: Convergence VendorsMarket Entry In-House Convergence Practice –Option #1: Market Entry In-House Convergence Practice –Option #1 Source: NetConnX Technologies, 2003Market Entry Out-Sourced Convergence Practice –Option #2: Market Entry Out-Sourced Convergence Practice –Option #2 Source: NetConnX Technologies, 2003Convergence Emerging Technologies: Convergence Emerging Technologies Identity Management – Single Sign-ON Software Management, Usage Reporting Wireless PDA’s, Smart Phones, Wireless Workforce Automation which integrates directlyStorage: Storage The past actually happened but history is only what someone wrote down. -A. Whitney Brown Storage Trends For 2003: Storage Trends For 2003 IT Security Drives Storage Business In 2003! Linux & NAS Strong In 2003! Software & Services To Drive Additional Revenue! SRM Growth Up 22% In 2003! Volume of data grows faster then Moore’s LawStorage Growth Factors: Storage Growth Factors IT Security – Logging data very large Business Continuity and Disaster Recovery Server Consolidations require larger simplified storage Convergence, voice & video require storage Cost of Storage decreasing, cheaper then cleaning up older/mismanaged data. Storage Technology Deployed and Supported: Storage Technology Deployed and Supported RAID Disk Drives Storage Mgmt Software Network Attached Storage (NAS) Enterprise Storage Disk Array, Tape Library, Appliance Based Storage Storage Area Network (SAN) Jukeboxes Internet Based Storage Automated policy based Storage Source: VARBusiness State of Market Study Storage Applications: Storage Applications Information Security Management Document Imaging Databases, rollback, snapshot Centralize Storage of User Information Server Consolidation Disaster Recovery – Replication of Data Log Management (Financial) Storage Technology Barriers To Entry: Storage Technology Barriers To EntryStorage PDIOO Barriers To Entry: Storage PDIOO Barriers To EntryStorage Vendors: Storage VendorsROI & Margin Storage Business Case Study: ROI & Margin Storage Business Case Study Client – Hospital with 600 Users. Decision Maker – CIO. Server Consolidation and IT Security. During Security Assessment Discovered 15 un-need Servers and an additional 10 servers that could be removed from the budget. Deployed SAN Solution with SRM. Key for Security Management Project. Essential For patient record Storage with HIPAA Requirements. Additional IT Projects – Data Center Move, Identity Management. Overall Partner Impact. $250,000 in Gross Revenue. $68,000 In Gross Margins. Source: NetConnX Technologies, 2003Market Entry Planning: Market Entry Planning I Cannot Teach Anybody Anything, I Can Only Make Them Think. -Socrates (470-399 B.C.) Market Entry A Three Step Guide: Market Entry A Three Step Guide Step 1 - Develop A Business Plan Assess Your Core Business Technical Sales Additional Training Vendor Specific Training Target Market Segment Existing Customer Base Market Potential Business Drivers HIPAA, GLBA, GIRSA, Cost Reduction Expectations Competition Source: NetConnX Technologies Market Entry A Three Step Guide: Market Entry A Three Step Guide Step 2 - Make Strategic Decisions Specialist Vs. Generalist Can you be all things to all people? Value-add to your Business Making the Right Decision for your Organization & Client Base Personnel & Staffing Organizational Commitment Investment (Initial & On-Going) Identify Key Vendors Talk with Vendor Partner About Geographic Market Potential Talk with Vendor About Specialization Opportunities Determine Certification Speed To Market In-House or Outsource Determine Market Entry Point (50 – 100 or 500 – 1,000 Users) Set Measurable Goals or Milestones Return On Investment What is Breakeven? Source: NetConnX Technologies Market Entry A Three Step Guide: Market Entry A Three Step Guide Step 3 – Implementation Selected Key Vendors Determined Technical Capabilities In-house or Outsource Technical Resources Acquired Additional Sales & Technical Training Assess Your Own Network Acquired Additional Technical Certifications Determined Target Market Established Marketing Plan Focus on Healthcare and Financial Demographic (50-100 or 500 to 1,000 Users) Establish Marketing Events Conduct Local Speaking Engagements for Local Business Donate Your Time Be The Expert Enter the Sales Cycle Focus On CXO Level Contacts Leverage Your Existing Customer Base Source: NetConnX TechnologiesMarketing Events: Marketing Events Seminars & Major Client Events Use MDF Funds Take advantage of all marketing programs Focus CXO Audience Conduct Business Process Based Seminars Keynote Speaker (Recognized Expert) Share the Load Focus On Relationships Source: NetConnX Technologies, 2003Summary Keys To Success: Summary Keys To Success Assess Your Core Business Make Strategic Decisions Acquire Additional Resources Obtain The Right Training & Expertise Sales/Marketing and Technical Test / Deploy on yourself Create Profitable Partnerships & Strong Agreements Leverage Existing Customer Base “Trusted Advisor” Establish Marketing Events to Build Relationships Stay The Course Give Yourself TimeMarket Entry Analysis: Market Entry Analysis Q & ASlide63: ® ® You do not have the permission to view this presentation. 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MaketAnalysis v2 2 Tibald Download Post to : URL : Related Presentations : Share Add to Flag Embed Email Send to Blogs and Networks Add to Channel Uploaded from authorPOINTLite Insert YouTube videos in PowerPont slides with aS Desktop Copy embed code: (To copy code, click on the text box) Embed: URL: Thumbnail: WordPress Embed Customize Embed The presentation is successfully added In Your Favorites. Views: 52 Category: Education License: All Rights Reserved Like it (0) Dislike it (0) Added: January 22, 2008 This Presentation is Public Favorites: 0 Presentation Description No description available. Comments Posting comment... Premium member Presentation Transcript 2003 VentureTech Network Winter Local Chapter Meeting: ® ® 2003 VentureTech Network Winter Local Chapter Meeting Market Entry AnalysisAgenda : Agenda Introduction – NetConnX Technologies Competitive Landscape Sizing the Opportunity – Strategic Market Focus State of Technology Three Step Guide Marketing Events Summary Q & AWalk Away Goals : Walk Away Goals Look a new ways to drive or lead business offerings Commitment to change the sales process Maximize profits Drive longer term engagement revenue Understand how to maintain account control Leading product sales with one or more service offerings Value of partnering, working with other VTN Members Specialize vs Generalize Market Entry Analysis About NetConnX Technologies: Market Entry Analysis About NetConnX Technologies Based in Southern California. Six strategic channel centric business practices. Business Continuity Planning & Disaster Recovery IT Security and Data Protection Identity Management – Directory Services - AAA Revenue Assurance – IP Billing Systems Expertise Software Management – Large Scale Automated Deployment Large Scale Migrations – Systems Consolidations 34 highly specialized engineers with 10 to 25 Years Experience. Real-world experience managing a network of all over 15000 servers, 33000 users, 8 global data centers, 26 world-wide offices. Client list that includes Sony, US Warburg, E-Trade, Wells Fargo, American Express and Microsoft.Competitive Landscape: Competitive Landscape More direct competition from manufacturers. Decreasing IT budgets. Decreasing margins. Increasing expenses. Uncertain economic conditions. Projects today are business process based. Corporate accountability. Increased specialization by Resellers. Source: NetConnX Technologies, 2003Competitive Landscape Significant Shift Towards Product Sales: Competitive Landscape Significant Shift Towards Product Sales Source: VAR Business State of Technology StudyNetworking Fastest Growing Technologies: Networking Fastest Growing Technologies Source: VAR Business State of Market StudySizing the Opportunity Strategic Markets: Sizing the Opportunity Strategic Markets Healthcare (HIPAA) Medical Hospitals Clinics Laboratories Dental Optometric Estimated @ 20 Billion in 2003 Financial (GLBA) Banks Credit Unions Mortgage Companies Title Companies Est. 49 Billion in 2003 Government (GISRA) State & Federal Government Legislation Opportunities Strategic Technical & Business Consulting Strategic Business Consulting Maximize IT Resources Redeployment of Resources Market Conditions SMB vs. Fortune 2000 Accounts State of Technology: State of Technology Data Security Wireless Convergence (IP Telephony) Storage IT Security and Data Protection : IT Security and Data Protection We Shall Defend Our Island, Whatever the Cost May Be, We Shall Fight on the Beaches, We Shall Fight on the Landing Grounds, We Shall Fight in the Fields and in the Streets, We Shall Fight in the Hills; We Shall Never Surrender. -Sir Winston Churchill IT Security Trends For 2003: IT Security Trends For 2003 Identity Theft Doubled in 2002. New State & Federal Legislation Regarding Privacy. Security Departments Continue To Be Understaffed. Major Holes in Most “secure” Networks. Integrated Security Solution Push Into SMB. Sources: CNN, FBI/CSI, NetConnX Technologies,IT Security Growth Factors: IT Security Growth Factors A “Fire Wall Is No Longer Enough.” Several New Consumer Protection Organizations Federally Mandated Programs of HIPAA & GLBA. Your own resources are being used against you. Business continuity has increased focus – detection and awareness are only step one. Multi-faceted security solutions are critical. Source: NetConnX Technologies, 2003IT Security What’s the Impact of Not Properly Securing Your Network?: IT Security What’s the Impact of Not Properly Securing Your Network? Cost—directly affects bottom line The average annual security related damage doubled in 2001 Credibility—end-user perception Can your end user trust your network? Productivity—ability to use your system Downtime is lost time and revenue Viability—can ultimately affect your business Where will your company be in 1 year… 5 years? Civil & Criminal Liability—are you responsible? If you don’t take actions to prevent attacks, you are liable for damages inflicted on others? * FBI and Computer Security Institute(CSI)―2001 Each Dollar Spent, saves 100 dollars in future liability – (Gartner)IT Security What Does It Look Like?: IT Security What Does It Look Like? Source: NetConnX Technologies, 2003IT Security Technology Barriers To Entry: IT Security Technology Barriers To Entry Source: NetConnX TechnologiesIT Security PDIOO Barriers To Entry: IT Security PDIOO Barriers To Entry Source: NetConnX TechnologiesIT Security Vendors: IT Security VendorsMarket Entry In-House IT Security Practice –Option #1: Market Entry In-House IT Security Practice –Option #1 Source: NetConnX Technologies, 2003Market Entry Out-Sourced IT Security Practice –Option #2: Market Entry Out-Sourced IT Security Practice –Option #2 Source: NetConnX Technologies, 2003Market Entry Hybrid IT Security Practice –Option #3: Market Entry Hybrid IT Security Practice –Option #3 Source: NetConnX Technologies, 2003ROI & Margin IT Security Business Case Study: ROI & Margin IT Security Business Case Study Client – Hospital with 600 Users. Step One – IT Security Assessment $30,000 @ 30% Margins. Decision Maker – CIO. Sales Cycle – 3 Weeks. Step Two – Delivery of Assessment Results and Remediation Proposal. Step Three – Security Remediation $100,000 @ 30% Margins. Step Four – Security Network Upgrades and Software $88,000 @ 30% Margins. Step Five – Training $25,000 @ 30% Margins. Additional IT Projects – Data Center Move, Identity Management, Server Consolidation. Overall Partner Impact. $243,000 in Gross Revenue. $72,000 In Gross Margins. 18 Months of Continuing Consulting Projects. Additional $1.5 Million In Total Gross Revenues. Enhanced Account Control. Establishment of Reoccurring Revenue. Source: NetConnX Technologies, 2003IT Security Emerging Technologies: IT Security Emerging Technologies Security Information Management Biometrics Single Point Authentication, Secure-ID, ID-Fobs IP Video Surveillance Wireless Networking : Wireless Networking “Faith is taking the first step even when you don't see the whole staircase.” -Martin Luther King, Jr. Wireless Networking Trends For 2003: Wireless Networking Trends For 2003 Wireless LANs are an “addictive” technology Strong commitment to Wireless LANs by technology heavy-weights Cisco, IBM, Intel, Microsoft and Toshiba Embedded market is growing Laptop PC’s with “wireless inside” PDA’s are next The Wireless market is expanding from Industry-Specific Applications, to Universities, Homes, & OfficesWireless Networking Growth Factors: Wireless Networking Growth Factors Ease Of Deployment Cost Effective Standards Based Reduces Cost of Adds/Move’s & Changes Very Strong ROIWireless Networking Growth Factors: Wireless Networking Growth Factors ($ Billions) Source: Synergy, Feb. 2002 802.11 Standard Performance Robustness Low cost Competition Security Ease of Deployment Worldwide WLAN Market *includes clients & infrastructure equipment, business and consumer segmentsWireless Networking Technologies: Wireless Networking Technologies PAN (Personal Area Network) LAN (Local Area Network) WAN (Wide Area Network) MAN (Metropolitan Area Network)Wireless Networking Technology Barriers To Entry: Wireless Networking Technology Barriers To Entry Source: NetConnX TechnologiesWireless Vendors: Wireless Vendors Source: NetConnX TechnologiesWireless Networking PDIOO Barriers To Entry: Wireless Networking PDIOO Barriers To Entry Source: NetConnX TechnologiesMarket Entry Wireless Networking: Market Entry Wireless Networking Source: NetConnX Technologies, 2003ROI & Margin Wireless Networking Business Case Study: ROI & Margin Wireless Networking Business Case Study Client – Trucking Company. Moved into New Offices. Decision Maker – Owner/President. Project Wireless Network Design. 110 Users - We can use Wireless to network. Requirements. 2 Access Points. 110 Wireless Network Cards. Router/Firewall. Cost Savings To End User. Using Wireless Vs. Traditional Cabling Costs, We Able to Save the Customer Over $4,000 in Installation. Overall Partner Impact. $10,000 in Gross Revenue. $3,000 In Gross Margins. On Going Consulting Projects. Security Assessment and other Professional Services Source: NetConnX Technologies, 2003Wireless Emerging Technologies: Wireless Emerging Technologies Converged Wireless – Multiple Wireless Support Improved Security IP Voice over WirelessConvergence: Convergence “What one has not experienced, one will never understand in print.” -Isadora Duncan Convergence Trends For 2003: Convergence Trends For 2003 Convergence pushing Into SMB Everything rides the pipe, video, data, voice Enterprise Application Integration Harnessing Wireless as part of the pipe Continued reduction in cost of gear Source: NetConnX TechnologiesConvergence Growth Factors: Convergence Growth Factors Reduced administration and hard communications costs No moves, adds, changes Management of common infrastructure Single Point of User Management Dramatic reduction in overhead costs Reduce cabling required under converged network Common support team Reduced long team upgrades Telco line access, usage, and management savings Reduced System expansion costs Reduced costs for extending applications to additional/remote sites Improved Security by reducing com to one interface Source: NetConnX Technologies, 2003Convergence Traditional Approach to Business Challenges: Convergence Traditional Approach to Business Challenges Video Voice Data Source: NetConnX Technologies, 2003Convergence Strategic Applications: Convergence Strategic Applications IP Telephony Unified Messaging Personal Assistant CRM Interfacing & Integration Centralized Call Processing Identity Management, LDAP, E-DIR Software Management integration Source: NetConnX Technologies, 2003Convergence Means Increased Productivity to End User: Convergence Means Increased Productivity to End User Increased Employee productivity. Message access anywhere, any way, anytime. One-stop message management. Fax, Email, Voicemail, Contact, schedule and Task Information in one User Interface. Customer satisfaction. Increases speed and quality of responses to all types of communication. Allows for flexible communication flow. Cost reductions. Moves/adds/changes are simpler and faster. Single infrastructure to manage and maintain. Single transport infrastructure for all media: Data/voice/video. Source: Cisco Systems, NetConnX Technologies 2003Convergence A Real-World Business Case Study: Financial Impact Video Conferencing Outsource Audio $15,000 Monthly Phone Bill Savings Long Distance Collapsed Trunks $245,000 $50,000 Payback Period 14 months Convergence A Real-World Business Case Study $ 50,000 Area of Savings Cellular Usage Source: NetConnX Technologies, 2003Convergence Technology Barriers To Entry: Convergence Technology Barriers To Entry Source: NetConnX Technologies, 2003Convergence PDIOO Barriers To Entry: Convergence PDIOO Barriers To Entry Source: NetConnX Technologies, 2003Convergence Vendors: Convergence VendorsMarket Entry In-House Convergence Practice –Option #1: Market Entry In-House Convergence Practice –Option #1 Source: NetConnX Technologies, 2003Market Entry Out-Sourced Convergence Practice –Option #2: Market Entry Out-Sourced Convergence Practice –Option #2 Source: NetConnX Technologies, 2003Convergence Emerging Technologies: Convergence Emerging Technologies Identity Management – Single Sign-ON Software Management, Usage Reporting Wireless PDA’s, Smart Phones, Wireless Workforce Automation which integrates directlyStorage: Storage The past actually happened but history is only what someone wrote down. -A. Whitney Brown Storage Trends For 2003: Storage Trends For 2003 IT Security Drives Storage Business In 2003! Linux & NAS Strong In 2003! Software & Services To Drive Additional Revenue! SRM Growth Up 22% In 2003! Volume of data grows faster then Moore’s LawStorage Growth Factors: Storage Growth Factors IT Security – Logging data very large Business Continuity and Disaster Recovery Server Consolidations require larger simplified storage Convergence, voice & video require storage Cost of Storage decreasing, cheaper then cleaning up older/mismanaged data. Storage Technology Deployed and Supported: Storage Technology Deployed and Supported RAID Disk Drives Storage Mgmt Software Network Attached Storage (NAS) Enterprise Storage Disk Array, Tape Library, Appliance Based Storage Storage Area Network (SAN) Jukeboxes Internet Based Storage Automated policy based Storage Source: VARBusiness State of Market Study Storage Applications: Storage Applications Information Security Management Document Imaging Databases, rollback, snapshot Centralize Storage of User Information Server Consolidation Disaster Recovery – Replication of Data Log Management (Financial) Storage Technology Barriers To Entry: Storage Technology Barriers To EntryStorage PDIOO Barriers To Entry: Storage PDIOO Barriers To EntryStorage Vendors: Storage VendorsROI & Margin Storage Business Case Study: ROI & Margin Storage Business Case Study Client – Hospital with 600 Users. Decision Maker – CIO. Server Consolidation and IT Security. During Security Assessment Discovered 15 un-need Servers and an additional 10 servers that could be removed from the budget. Deployed SAN Solution with SRM. Key for Security Management Project. Essential For patient record Storage with HIPAA Requirements. Additional IT Projects – Data Center Move, Identity Management. Overall Partner Impact. $250,000 in Gross Revenue. $68,000 In Gross Margins. Source: NetConnX Technologies, 2003Market Entry Planning: Market Entry Planning I Cannot Teach Anybody Anything, I Can Only Make Them Think. -Socrates (470-399 B.C.) Market Entry A Three Step Guide: Market Entry A Three Step Guide Step 1 - Develop A Business Plan Assess Your Core Business Technical Sales Additional Training Vendor Specific Training Target Market Segment Existing Customer Base Market Potential Business Drivers HIPAA, GLBA, GIRSA, Cost Reduction Expectations Competition Source: NetConnX Technologies Market Entry A Three Step Guide: Market Entry A Three Step Guide Step 2 - Make Strategic Decisions Specialist Vs. Generalist Can you be all things to all people? Value-add to your Business Making the Right Decision for your Organization & Client Base Personnel & Staffing Organizational Commitment Investment (Initial & On-Going) Identify Key Vendors Talk with Vendor Partner About Geographic Market Potential Talk with Vendor About Specialization Opportunities Determine Certification Speed To Market In-House or Outsource Determine Market Entry Point (50 – 100 or 500 – 1,000 Users) Set Measurable Goals or Milestones Return On Investment What is Breakeven? Source: NetConnX Technologies Market Entry A Three Step Guide: Market Entry A Three Step Guide Step 3 – Implementation Selected Key Vendors Determined Technical Capabilities In-house or Outsource Technical Resources Acquired Additional Sales & Technical Training Assess Your Own Network Acquired Additional Technical Certifications Determined Target Market Established Marketing Plan Focus on Healthcare and Financial Demographic (50-100 or 500 to 1,000 Users) Establish Marketing Events Conduct Local Speaking Engagements for Local Business Donate Your Time Be The Expert Enter the Sales Cycle Focus On CXO Level Contacts Leverage Your Existing Customer Base Source: NetConnX TechnologiesMarketing Events: Marketing Events Seminars & Major Client Events Use MDF Funds Take advantage of all marketing programs Focus CXO Audience Conduct Business Process Based Seminars Keynote Speaker (Recognized Expert) Share the Load Focus On Relationships Source: NetConnX Technologies, 2003Summary Keys To Success: Summary Keys To Success Assess Your Core Business Make Strategic Decisions Acquire Additional Resources Obtain The Right Training & Expertise Sales/Marketing and Technical Test / Deploy on yourself Create Profitable Partnerships & Strong Agreements Leverage Existing Customer Base “Trusted Advisor” Establish Marketing Events to Build Relationships Stay The Course Give Yourself TimeMarket Entry Analysis: Market Entry Analysis Q & ASlide63: ® ®