Transcript AGENDA

IMPROVING PRODUCTIVITY
IN THE FIELD AND
ENSURING ROI
Gregg Anderson
Channel Product Manager
Motorola Solutions, Inc.
September, 18 - 20, 2014
PAGE 1
AGENDA
 MOTOROLA MOBILE PORTFOLIO: ARTICULATING THE VALUE
 REAL ROI AND TCO FOR YOUR CUSTOMERS: TCO CALCULATOR
 NEW MARKETING COLLATERAL AVAILABLE: BEATING I-DEVICES
 APPLYING TCO MODELS TO WIN NEW BUSINESS
 MOBILE COMPETITIVE ANALYSIS TOOL
 QUESTIONS
PAGE 2
FIELD MOBILITY PORTFOLIO
CUSTOMER
FACING
ET1
TASK
SPECIFIC
FIELD
MOBILITY
ES400
MC45
MC55
MC65
TC55
EP10
INDUSTRIAL
MOBILITY
MC67
MC75
MC95
Also Customer Facing
SOFTWARE
RhoMobile
Mobile
Device
Management
ACCESSORIES
Voice
Enabled
TE
Mobile
Workforce
Management
Document
Capture
MobiControl
platforms
applicationutilities
frameworks
VoIP Telephony
Client
WiFi
PTT
IHV
FIELD MOBILITY VERTICAL APPLICATIONS
FIELD SALES
USERS: Account executives,
sales managers and
merchandisers
FIELDSERVICE
POSTAL &
COURIER
USERS: Service technicians
and field service engineers
USERS: Delivery drivers
and couriers
• CRM applications
• Service automation
• Sales/order tracking
applications
• Inventory management
• Order taking
applications
• Appointment
scheduling
• Navigation
• Voice
communications
• Corporate email
accounts
• Part inventory tracking
• Invoicing/signature
capture
• Task management
• Order tracking
• Location-based
services
• Appointment
scheduling
DIRECT STORE
DELIVERY
USERS: Route delivery
drivers and route
salespeople
• Employee
communications
• Sales/order
taking/tracking
• Workflow management
• CRM
• Time and labor
management
• Workflow management
• Navigation
• Time and labor
management
• Asset management
• Navigation
• Proof of delivery
• Asset management
• Proof of delivery
BETTER VALUE FOR THE ENTERPRISE
TC55
NEW CLASS OF DEVICES CREATES NEW OPPORTUNITIES
THE IMPORTANCE OF TCO
ANALYSIS
 Only 32% of customers claim to have completed
TCO analyses prior to their last mobility deployment
due to:
- Lack of readily available tools
- Lack of justification or mandate to undertake analysis
- Sizeable expense and significant complexity to do so
 However, there is a direct mathematical correlation
between TCO and ROI …
PAGE 6
HIGHER TCO, LOWER ROI
• Assuming same total benefit ($$$) or total return …
ROI = (Return – Cost)
Cost
PAGE 7
LOWER TCO, HIGHER ROI
• Assuming same total benefit ($$$) or total return …
ROI = (Return – Cost)
Cost
PAGE 8
CAN YOU GET YOUR
CUSTOMER'S ATTENTION
 By telling them about an analyst’s TCO report?
 By helping them build a custom TCO analysis?
 By translating that TCO into a higher ROI?
PAGE 9
BUILDING A CUSTOM TCO MODEL
https://partnercentral.motorolasolutions.com/resources/sales/c
onsumerization.aspx
PAGE 10
TCO TOOL
PAGE 11
TCO TOOL
PAGE 12
TCO TOOL
PAGE 13
TCO TOOL
PAGE 14
TCO TOOL
PAGE 15
TCO SPREADSHEET
Download Report
PAGE 16
MODELING NEW PROMOS
Compare the benefit of promotions in-market…..
 MC67 DISCOUNTS & FREE CRADLE
• Additional 17.5% off list, 10% off
accessories, free cradle
 CARRIER CREDITS & REBATES
• AT&T 0% 12 month financing
• Verizon Customer Bill Credit ($50 or $150),
New Line Activation Rebate ($25-$95), or
Rugged Device Rebate ($100)
PAGE 17
TCO ENHANCEMENTS UNDERWAY
(FOR Q3 LAUNCH)
Updates…….
Enhancement
Status
Audit and certification of TCO Calculator by VDC
Completed
Provide new page in custom PDF report with detailed
breakdown of TCO analysis by individual line item (not just
category)
In Progress
Optimize TCO Calculator for use on mobile devices
In Progress
Add in support for multiple currencies (make it globally
relevant)
Q4, Include local language
support
Include more detail on suggested failure rates (by application)
and hourly revenue impact and wages (by industry) for easy
reference
Q4
PAGE 18
RECENT HEAD TO HEAD BATTLES
Professional Services (Field Service) – TC55 vs. S5
- B2B Pro Services Offering
State & Local (eCitation) – TC55 vs. iPad
- Mid-sized PD; Modeled 2 and 4 Year TCO
Manufacturing (Field Sales) – TC55 vs. iPhone
-Heavily subsidized carrier plan; 25-30% lower TCO
Retail (Merchandising) – TC55 vs. BLU Studio
- Low end smart Phone; TCO Neutral
Vs.
PAGE 19
IDEAS FOR LEAD & REVENUE
GENERATION
Using the TCO Tool to…
 Develop proactive telemarketing campaigns into your install
base with devices deployed for 3+ years, especially WAN and
customer-facing projects.
 Train your sales team to be able to offer this as a
complimentary service when in meetings with prospective
customers to accelerate buying cycles and influence decisions.
 Create a banner or form on your website offering
complimentary TCO analyses to help your customers make the
best mobility investment decision, then drive traffic to your page
and capture leads.
PAGE 20
ENABLING CHANNEL AND
SALES TO WIN
 New LMS course : SLS0004 Combating Consumer Grade Threats
 New LMS course: SLS0005 Calculating and Comparing the TCO of Consumer
and Enterprise Devices
COMPELLING NEW COLLATERAL
 Hidden Costs Video & Whitepaper (Manufacturing and T&L)
 “Consumer vs. Enterprise-Grade” Technical Marketing Bulletin
 VDC Whitepapers for tablets and Field Operations
 Collection of recent blogs, bylines, and customer testimonials
 New! Selecting the Right Device – Retail, Healthcare, Hospitality
 New! whitepaper with Mobile Enterprise on Custom TCO (end of Q2)
 New! microsite and landing page to host content & generate inquiries (Q3)
 Action Pack / Campaign Syndication Module (Q3)
PAGE 21
TCO CALCULATOR
PAGE 22
MOBILE MARKET INTELLIGENCE
EMC Competitive
Analysis Tool
PAGE 23
SUPPORT SERVICES
At A Glance
RECOMMENDED SERVICE PROGRAMS FOR:
SCANNERS
Service from the Start
Advance Exchange
Support
Service Center
Support
Bronze
Enterprise Mobility
Software Support
MOBILE COMPUTERS
Service from the Start with
Comprehensive Coverage
Bronze
Gold
Service Center Support
Bronze
Gold
Enterprise Mobility
Software Support
RFID, TEAM AND
WIRELESS DEVICES
SOFTWARE AND
SYSTEMS
Service from the Start Advance
Exchange Support
AirDefense Services
Platform Software
Support
On Site System Support
Premium RFID On Site
System Support
WLAN Software Support
TEAM Software Support
SOTI Mobile Control
Software Support
RhoMobile Suite
Software Support
RF Management Suite
Software Support
Services Representative at the CodeZone Booth Friday 19-Sept:
• Services Renewals
• Renewals Portal
•Services Overview
QUESTIONS
PAGE 25
THANK YOU…
For more information:
Visit Motorola Solutions and Zebra
Technologies at Code Zone