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PAGE 1 IMPROVING PRODUCTIVITY IN THE FIELD AND ENSURING ROI Gregg Anderson Channel Product Manager Motorola Solutions, Inc. September, 18 - 20, 2014.

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Presentation on theme: "PAGE 1 IMPROVING PRODUCTIVITY IN THE FIELD AND ENSURING ROI Gregg Anderson Channel Product Manager Motorola Solutions, Inc. September, 18 - 20, 2014."— Presentation transcript:

1 PAGE 1 IMPROVING PRODUCTIVITY IN THE FIELD AND ENSURING ROI Gregg Anderson Channel Product Manager Motorola Solutions, Inc. September, , 2014

2 AGENDA PAGE 2 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

3 INDUSTRIAL MOBILITY FIELD MOBILITY FIELD MOBILITY PORTFOLIO CUSTOMER FACING SOFTWARE RhoMobile Mobile Device Management Mobile Workforce Management platformsutilities MobiControl application frameworks Voice Enabled TE ACCESSORIES IHV Document Capture WiFi PTT VoIP Telephony Client TASK SPECIFIC MC45 MC65 MC67 MC75 MC55 ES400 EP10 TC55 MC95 ET1 Also Customer Facing

4 FIELD SALES CRM applications Sales/order tracking applications Order taking applications Appointment scheduling Navigation Voice communications Corporate accounts USERS: Account executives, sales managers and merchandisers Service automation Inventory management Part inventory tracking Invoicing/signature capture Task management Order tracking Location-based services Appointment scheduling USERS: Service technicians and field service engineers POSTAL & COURIER Employee communications Workflow management Time and labor management Navigation Asset management Proof of delivery USERS: Delivery drivers and couriers FIELDSERVICE DIRECT STORE DELIVERY Sales/order taking/tracking CRM Workflow management Time and labor management Navigation Asset management Proof of delivery USERS: Route delivery drivers and route salespeople FIELD MOBILITY VERTICAL APPLICATIONS

5 BETTER VALUE FOR THE ENTERPRISE NEW CLASS OF DEVICES CREATES NEW OPPORTUNITIES TC55

6 THE IMPORTANCE OF TCO ANALYSIS PAGE 6 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 …

7 HIGHER TCO, LOWER ROI PAGE 7 Assuming same total benefit ($$$) or total return … ROI = (Return – Cost) Cost

8 LOWER TCO, HIGHER ROI PAGE 8 Assuming same total benefit ($$$) or total return … ROI = (Return – Cost) Cost

9 CAN YOU GET YOUR CUSTOMER'S ATTENTION PAGE 9 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?

10 BUILDING A CUSTOM TCO MODEL PAGE 10 https://partnercentral.motorolasolutions.com/resources/sales/c onsumerization.aspx

11 TCO TOOL PAGE 11

12 PAGE 12 TCO TOOL

13 PAGE 13 TCO TOOL

14 PAGE 14 TCO TOOL

15 PAGE 15

16 TCO SPREADSHEET PAGE 16 Download Report

17 MODELING NEW PROMOS PAGE 17 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) Compare the benefit of promotions in-market…..

18 TCO ENHANCEMENTS UNDERWAY (FOR Q3 LAUNCH) PAGE 18 Updates……. EnhancementStatus Audit and certification of TCO Calculator by VDCCompleted 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 devicesIn 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

19 RECENT HEAD TO HEAD BATTLES PAGE 19 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.

20 IDEAS FOR LEAD & REVENUE GENERATION PAGE 20  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. Using the TCO Tool to…

21 ENABLING CHANNEL AND SALES TO WIN PAGE 21  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)

22 TCO CALCULATOR PAGE 22

23 MOBILE MARKET INTELLIGENCE PAGE 23 EMC Competitive Analysis Tool

24 RECOMMENDED SERVICE PROGRAMS FOR: SCANNERS MOBILE COMPUTERS RFID, TEAM AND WIRELESS DEVICES SOFTWARE AND SYSTEMS SUPPORT SERVICES At A Glance Service from the Start Advance Exchange Support Enterprise Mobility Software Support Service Center Support Bronze Premium RFID On Site System Support On Site System Support Service from the Start Advance Exchange Support Service Center Support Bronze Gold Service from the Start with Comprehensive Coverage Bronze Gold Enterprise Mobility Software Support WLAN Software Support TEAM Software Support AirDefense Services Platform Software Support SOTI Mobile Control Software Support RF Management Suite Software Support Services Representative at the CodeZone Booth Friday 19-Sept: Services Renewals Renewals Portal Services Overview RhoMobile Suite Software Support

25 QUESTIONS PAGE 25

26 THANK YOU… For more information: Visit Motorola Solutions and Zebra Technologies at Code Zone


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