Motorola Solutions

US Federal Government Markets WLAN Guest Access Overview Linda Ables September 17-20, 2014 PAGE 1

Enterprise Vertical Markets

RETAIL & HOSPITALITY TRANSPORTATION & LOGISTICS MANUFACTURING

$1.9B SAM $1.4B SAM $1.0B SAM • POS Solutions • Staff Comms & Mgmt • Warehousing & Inventory Mgmt • Guest Wireless Access FOCUSED INITIATIVES • Warehouse Mgmt • Fleet Mgmt & Compliance • Yard Mgmt • Plant Communications • Warehousing & Field Mobility • Mobile HMI

HEALTHCARE

$.6B SAM • Inventory & Asset Management • Patient Safety • Improve Staff Communications – integrated voice & data • Guest Wireless Access NEXCOM AAFES

FEDERAL PLAY

DLA DHS/ICE/CBP US Mint Other LSI’s VA DOD Medical PAGE 2

WLAN Guest Access What is the Opportunity?

•

Trending within VA now – several RFI’s for WLAN Guest Access

•

153 VA Major Medical Centers – total of 765 VA Medical Locations

http://www2.va.gov/directory /guide/division.asp?dnum=1 •

56 – DOD Hospitals; 5 new hospitals

•

141 – DOD CONUS Lodges

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Guest Wi-Fi Benefits

ACCESS TO DIGITAL CITIZEN SERVICES Source: Fed offices struggle to offer Wi-Fi, Federal Times INCREASED PRODUCTIVITY – ALLOWING CITIZENS TO COMPLETE FORMS AND SEND INFORMATION TO AN AGENCY ON-SITE Source: Fed offices struggle to offer Wi-Fi, Federal Times ABILITY FOR VISITING FEDERAL EMPLOYEES AND CLEARED CONTRACTORS TO MAINTAIN CONNECTIVITY Source: Fed offices struggle to offer Wi-Fi, Federal Times INCREASED COLLABORATION & EFFICIENCY FOR VENDORS Source: Fed offices struggle to offer Wi-Fi, Federal Times RECRUITMENT – A MORE ATTRACTIVE WORKPLACE FOR THE YOUNGER GENERATION Source: Fed offices struggle to offer Wi-Fi, Federal Times

“Many of the vets may go to a commercial hospital and they have Wi Fi.”

-Rick Lantz, Systems Implementation Engineer, Department of Veterans Affairs

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Our Competitive Advantages

DEDICATED HELP DESK HOSTED LANDING PAGE ADVANCE EXCHANGE – DRIVES NETWORK AVAILABILITY/RELIABILITY SLA COMMITMENT CONTENT, FILTERING AND IP ADDRESS MANAGEMENT LOWER DATA CIRCUIT COSTS – LEVERAGING OUR PURCHASING SCALE1 MANAGED SERVICES APPROACH DELIVERS A TURN-KEY SOLUTION AVOID TASKING CIO RESOURCES AIR DEFENSE – UC APL

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Reference Accounts & Use Cases

US AIR NATIONAL GUARD ALPENA, MI VA HOSPITAL TUSCALOOSA, AL VA HOSPITAL DES MOINES, IA VA HOSPITAL OMAHA, NE

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Call to Action

Partners identify targets and develop prioritized funnel with the Federal Team Define locations that have funding and interest.

Target all other facilities motivated to Leverage existing increase customer/patient/vendor satisfaction. have funding Target all other facilities motivated to increase customer/patient/vendor satisfaction Target sites with competitive solutions that are not deployed or have a gap in service.

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Call to Action-Considerations

Define locations that have funding and interest.

Partner Profile Current IT & Mgmt Collaborate with MSI’s Federal sales team

Target all other facilities motivated to

(FSM)

increase customer/patient/vendor

or access to a contract

satisfaction.

preferred set-aside status Channel Technical Manager (CTM) Channel Account Manager (CAM Leverage Go-To-Market scalability & tools Define your company’s capabilities Ensure product certifications are met

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THANK YOU…

For more information: Visit Motorola Solutions and Zebra Technologies at Code Zone

VHA Hospital CASE STUDY

BUSINESS PROBLEM MOTOROLA SOLUTION

Hospital sought to establish a mobility environment to support guest access for patients and visitors but lacked resources to cost effectively design, deploy, support and manage the associated mobile assets

Professional Services

• Network Assessment & Design • Proof of Concept Trial

Integration & Deployment Services

• Integration of Motorola and non-Motorola equipment including firewalls, switches, fibre backbone, power and location-based applications • Primary & redundant datacenter commissioning

Support Services

• Provide guest access network support including help desk and DSL service

Managed Services with Hosting

• Managed Wireless LAN Service • Managed Security Service

Motorola Wireless LAN Infrastructure BUSINESS OUTCOMES

• • • • Minimized CAPEX and headcount growth Minimized implementation and operational risk Enhanced patient, visitor and family experience Enabled messaging to guests, analytics and commerce PAGE 10

MWR Facility CASE STUDY

BUSINESS ISSUE MOTOROLA SOLUTION BUSINESS OUTCOMES

Morale, Welfare and Recreation (MWR) office sought to establish a mobile environment to support guest access in its facilities but lacked resources to cost-effectively design, deploy, support and manage the associated mobile assets

Professional Services

• Network Assessment & Design • Proof of Concept Trial

Integration & Deployment Services

• Integration of Motorola and non-Motorola equipment including firewalls, switches, fibre backbone, power and location-based applications • Primary & redundant datacenter commissioning

Support Services

• Provide guest access network support including help desk and DSL service

Managed Services with Hosting

• Managed Wireless LAN Service • Managed Security Service

Motorola Wireless LAN Infrastructure

• • • • • Minimized CAPEX and headcount growth Minimized implementation and operational risk Enhanced customer experience, access to facilities and efficiency Messaging to potential customers offering upgrades, enhanced services and activity promotions Promotions of Base Exchange sales/events PAGE 11

Military Base Guest Network CASE STUDY

BUSINESS ISSUE MOTOROLA SOLUTION BUSINESS OUTCOMES

Military Base sought to establish a mobile environment to support guest access in its facilities but lacked resources to cost effectively design, deploy, support and manage the associated mobile assets

Professional Services

• Network Assessment & Design • Proof of Concept Trial

Integration & Deployment Services

• Integration of Motorola and non-Motorola equipment including firewalls, switches, fibre backbone, power and location-based applications • Primary & redundant datacenter commissioning

Support Services

• Provide guest access network support including help desk and DSL service

Managed Services with Hosting

• Managed Wireless LAN Service • Managed Security Service

Motorola Wireless LAN Infrastructure

• • • • Minimized CAPEX and headcount growth Minimized implementation and operational risk Enhanced base community/visitor experience and access to facilities without sacrificing security Messaging to users to promote services and support; potential revenue opportunity at BOQ and guest housing PAGE 12