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From Servers to Soccer Moms: The
Consumerization of Technology
Bob Williams
Senior Manager,
Midmarket Segment Marketing
July 23, 2014
Agenda
Background
Consumerization of Technology
Major Trends
How Avaya is Responding
© 2011 Avaya Inc. All rights reserved.
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Bob Williams
Multiple Roles in the Technology Field
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.
Forrester, Info Workers Will Erase The Boundary Between Enterprise And Consumer Technologies
© 2011 Avaya Inc. All rights reserved.
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Consumerization of Technology
The Mega-Trend
© 2011 Avaya Inc. All rights reserved.
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Consumerization of Technology
Changing Business Technology Acquisition, Deployment & Use
From:
To:
Single-Purpose
Multi-threaded
Location-dependent
Mobile, virtual
Infrastructure dictates experience
End user customizes experience
IT provisions for all
End user buys
© 2011 Avaya Inc. All rights reserved.
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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…”
Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
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The Four Major Trends
How Consumerization is Taking Place
© 2011 Avaya Inc. All rights reserved.
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Four Important Forces are
Changing the Marketplace
Access
from
Everywhere
Resource
Sharing
© 2011 Avaya Inc. All rights reserved.
Shared
Experiences
Mobility
Social
Cloud
Big Data
Massive
& Predictive
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Trend 1: Mobility
Work, play and communicate
in the palm of your hand
© 2011 Avaya Inc. All rights reserved.
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Smart Phones Go Mainstream in 4 Years
Over 50% of US Adults as of 2013
© 2011 Avaya Inc. All rights reserved.
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Mobility is Changing the World
Mobile phones will
exceed world population
in 2014
1
40% identify mobile
phone as their primary
business device
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40% of US Information
workers regularly work
remotely
2
60% of Info worker
devices are both
business & personal
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Info workers typically use
at least 3 different mobile
devices
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In 2014, sales of
smartphones and tablets
will exceed PCs by 8:1
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1. http://www.cable.co.uk/news/gsma-says-mobile-connections-will-match-worldpopulation-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;
© 2011 Avaya Inc. All rights reserved.
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-beshipped-in-2014-1-1b-of-them-on-android/
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BYOD Empowers End Users
Information workers move into the driver’s seat
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
Forrester, Info Workers Will Erase The Boundary Between Enterprise And Consumer Technologies
© 2011 Avaya Inc. All rights reserved.
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Trend 2: Social Networks
Sharing opinions & experiences
© 2011 Avaya Inc. All rights reserved.
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Social Media not just for Kids
© 2011 Avaya Inc. All rights reserved.
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
By 2017, 80% of Fortune 500 companies
will have an active customer
community, up from 30% today.
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
© 2011 Avaya Inc. All rights reserved.
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Trend 3: Big Data
Tracking & Predicting
© 2011 Avaya Inc. All rights reserved.
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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 cloudenabled
© 2011 Avaya Inc. All rights reserved.
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Big Data =
Transactions + Interactions + Observations
http://hortonworks.com/blog/7-key-drivers-for-the-big-data-market/
© 2011 Avaya Inc. All rights reserved.
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Big Data Powers the Net, Watches You Online
Data Powered:
Ebay:
650 million items,
predictive
Firefox Lightbeam Reveals:
30
3d party sites
connected to browser
when viewing CNN
Dropbox:
300 million users
eHarmony:
26 million users,
predictive
© 2011 Avaya Inc. All rights reserved.
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Trend 4: Cloud Computing
& Deployment Strategies
© 2011 Avaya Inc. All rights reserved.
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Where is the Cloud?
Personal Data & Applications
Privately Hosted
Company Data &
Applications
Publicly-Hosted Data & Applications
Corporate cloud spending will exceed $100 billion,
growing by 25% in 2014
© 2011 Avaya Inc. All rights reserved.
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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
© 2011 Avaya Inc. All rights reserved.
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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%
© 2011 Avaya Inc. All rights reserved.
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Enterprise Businesses Adopt Most Cloud
MSFT Office 365 top
application – 28%
Median adoption 22%
Top 10 apps all over
20%
© 2011 Avaya Inc. All rights reserved.
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Who Else Likes Cloud?
Growing Vendors
Venture Investors
Single codebase saves
money
Lower initial investment
Lower up-front expense
Validate traction
Sell online
Invest in brand &
marketing, not sales
Minimal sales team
Many pricing models
Easy to adopt
Lower risk
Analysts
Cutting edge
Vision statements
Bold stands possible
© 2011 Avaya Inc. All rights reserved.
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How Avaya is Responding
© 2011 Avaya Inc. All rights reserved.
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Design Goals: Simplicity, Completeness
A Complete Solution for Midsize Companies
Contact
Center
Collaboration
UC, Mobility
and Voice
Security
Networking
Services
Avaya Comprehensive Midmarket Solution
Built on IP Office - Power with Simplicity and Value
Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy.
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THANK YOU
Bob Williams
[email protected]
© 2011 Avaya Inc. All rights reserved.
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