From Servers to Soccer Moms: The Consumerization of Technology
Bob WilliamsSenior Manager,Midmarket Segment Marketing
July 23, 2014
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Agenda Background Consumerization of Technology Major Trends How Avaya is Responding
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Bob Williams
Education: Stanford & UC Boalt Hall Law School Lawyer, Venture & Public Fin. – Riordan & McKenzie Investment Banker – Fitger & Co. Startup CEO – Conversive, Inc. Midmarket Segment Strategy – Avaya, Inc.
Multiple Roles in the Technology Field
Forrester, Info Workers Will Erase The Boundary Between Enterprise And Consumer Technologies
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Consumerization of TechnologyThe Mega-Trend
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Single-Purpose Location-dependent Infrastructure dictates experience IT provisions for all
Consumerization of Technology
Multi-threaded Mobile, virtual End user customizes experience End user buys
From: To:
Changing Business Technology Acquisition, Deployment & Use
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Consumerization of Technology – IT Managers
Here’s our midmarket tech buyer, courtesy of a thread in the Spiceworks community…
“Myself in particular, I am the sole IT Admin for a medium sized construction contracting business. However, I handle everything from Networking, Security, Help Desk, Application Support , Server Administration dealing with Virtual and non-virtual boxes , Managing exchange servers, Website and FTP development, Print services, pretty much anything you can think of, as-well as Contract work for certain CCTV projects dealing with Juniper switches. I myself, am having trouble putting a label on myself…”
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The Four Major TrendsHow Consumerization is Taking Place
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Four Important Forces areChanging the Marketplace
Mobility Social
Cloud Big Data
ResourceSharing
SharedExperiences
Accessfrom
Everywhere
Massive & Predictive
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Trend 1: MobilityWork, play and communicate
in the palm of your hand
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Smart Phones Go Mainstream in 4 YearsOver 50% of US Adults as of 2013
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Mobility is Changing the World Mobile phones will
exceed world population in 20141
40% of US Information workers regularly work remotely2
Info workers typically use at least 3 different mobile devices3
40% identify mobile phone as their primary business device4
60% of Info worker devices are both business & personal5
In 2014, sales of smartphones and tablets will exceed PCs by 8:16
1. http://www.cable.co.uk/news/gsma-says-mobile-connections-will-match-world-population-by-year-end-801723483/2. (Forrsights Workforce Employee Survey, Q2 2012) 3. Avaya Survey of Consumers in US and UK.
4. Frost and Sullivan, Boost the Bottom Line with Mobile UC;5. Forrester, “Info Workers Using Mobile And Personal Devices For Work Will Transform Personal Tech Markets” February 22, 2012:6. http://techcrunch.com/2014/01/07/gartner-2-5b-pcs-tablets-and-mobiles-will-be-shipped-in-2014-1-1b-of-them-on-android/
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BYOD Empowers End Users
Using a growing variety and number of devices to get work done.
Bringing their own technology to work or using it for work
Blending work and personal tasks and devices
Embracing vendors new to enterprise IT, such as Apple and Dropbox
Empowering themselves to invent new business tactics and strategies
Information workers move into the driver’s seat
Forrester, Info Workers Will Erase The Boundary Between Enterprise And Consumer Technologies
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Trend 2: Social NetworksSharing opinions & experiences
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Social Media not just for Kids
http://www.smartinsights.com/wp-content/uploads/2013/12/2014-social-media-stats.png
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Social Media Changing Sales & Service Buyers are now 50% of the
way through the decision process before they ever speak to a salesperson
80% of B2B customers follow social media content
32% of B2B customers create social media content, including ratings, reviews, blogs & tweets
Social Media drives new service expectations
By 2017, 80% of Fortune 500 companies will have an active customer community, up from 30% today.
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Trend 3: Big DataTracking & Predicting
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Data & Analytics Big Data spending is
exploding, growing by 30% in 2014, to $14+ billion.
Big Data is focused on further enabling and monetizing social and commercial interactions
Google ads are an example Big Data at work on your click-stream
Data is now cloud-enabled
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Big Data =Transactions + Interactions + Observations
http://hortonworks.com/blog/7-key-drivers-for-the-big-data-market/
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Big Data Powers the Net, Watches You OnlineData Powered:
Dropbox: 300 million users
Ebay: 650 million items, predictive
eHarmony: 26 million users, predictive
Firefox Lightbeam Reveals:
30 3d party sitesconnected to browser when viewing CNN
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Trend 4: Cloud Computing& Deployment Strategies
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Where is the Cloud? Personal Data & Applications
Publicly-Hosted Data & Applications
Privately Hosted Company Data & Applications
Corporate cloud spending will exceed $100 billion, growing by 25% in 2014
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Cloud Adoption is Slow for Small Business (< 100) Email is most popular Data backup, personal
productivity are next 10% is maximum rate
of adoption Most apps 5% or less
adoption rate
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Midsize Businesses Adopt More Cloud MSFT Office 365 top
application – 27.1% Median adoption 16% Top 10 apps all over
10%
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Enterprise Businesses Adopt Most Cloud MSFT Office 365 top
application – 28% Median adoption 22% Top 10 apps all over
20%
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Who Else Likes Cloud?
Growing Vendors
Single codebase saves money
Lower up-front expense Sell online Minimal sales team Many pricing models Easy to adopt
Venture Investors
Lower initial investment Lower risk Validate traction Invest in brand &
marketing, not sales
Analysts
Cutting edge Vision statements Bold stands possible
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How Avaya is Responding
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Design Goals: Simplicity, CompletenessA Complete Solution for Midsize Companies
Avaya Comprehensive Midmarket SolutionBuilt on IP Office - Power with Simplicity and Value
Contact Center Collaboration
Security Networking
UC, Mobility and Voice
Services