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3G/UMTS Router Go-to-Market Training & Development.

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Presentation on theme: "3G/UMTS Router Go-to-Market Training & Development."— Presentation transcript:

1 3G/UMTS Router Go-to-Market Training & Development

2 Scenarios Channel and Support Commercial Approach Proposition Overview Introduction Competitors INTRODUCTION 3G/UMTS Router

3 Scenarios Channel and Support Commercial Approach Proposition Overview Introduction Competitors Vodafone’s Vision: Our Vision is to be the world’s mobile communication leader – enriching customers’ lives, helping individuals, businesses and communities be more connected in a mobile world. Today, we'll study a new addition to Vodafone's data proposition portfolio that extends the use of Vodafone Mobile data card (VMCC) from individual to group connectivity: 3G/UMTS Router, a mobile data proposition INTRODUCTION

4 Scenarios Channel and Support Commercial Approach Proposition Overview Introduction Competitors Primary Objective: The 3G/UMTS Router proposition aims to satisfy connectivity needs for efficient and effective mobile and remote team working. It enables the creation of a working environment where everyone contributes actively in real time, wherever they are, without wires! Vodafone is collaborating with Cisco/Linksys on the 3G/UMTS Router solution for remote/mobile teams to share connectivity. INTRODUCTION

5 Scenarios Channel and Support Commercial Approach Proposition Overview Introduction Competitors PROPOSITION OVERVIEW 3G/UMTS Router

6 Scenarios Channel and Support Commercial Approach Proposition Overview Introduction Competitors PROPOSITION OVERVIEW Market Trends Today, in the global marketplace, there is a growing demand for mobile communications. The results-driven business environment requires an increasing number of enterprises to send teams to work directly with their customers.

7 Scenarios Channel and Support Commercial Approach Proposition Overview Introduction Competitors Market Trends The 3G/UMTS Router solution makes multi-user wireless connectivity possible, enabling a team to work as effectively and efficiently away from their desks - as they can in their own office! PROPOSITION OVERVIEW

8 Scenarios Channel and Support Commercial Approach Proposition Overview Introduction Competitors PROPOSITION OVERVIEW Market Trends The 3G/UMTS Router is a joint solution that is consisted of two individual hardware devices: 1. Vodafone Mobile Connect 3G/UMTS data card (VMCC) – provided by Vodafone. Benefits: Access to corporate network, , etc. that an employee would rely on in his/her office Connect at high speed Choose how and when to work* *Dependent on network coverage 2. Linksys Wireless – G Router for 3G/UMTS Broadband – developed by Linksys, a division of Cisco Systems Benefits: The router allows mobile work teams to share a single 3G/UMTS connection using the VMCC.

9 Scenarios Channel and Support Commercial Approach Proposition Overview Introduction Competitors Cisco/Linksys Introduction Linksys is a division of Cisco Systems, Inc., the world’s leading home networking company. Cisco/Linksys is working with Vodafone on a long-term collaborative roadmap. The 3G/UMTS Router solution is the first deliverable. Cisco’s successful experience and market recognition together with Vodafone’s reliable worldwide infrastructure, network coverage and leading brand name, guarantee a successful collaborative product launch into the global marketplace. PROPOSITION OVERVIEW

10 Scenarios Channel and Support Commercial Approach Proposition Overview Introduction Competitors 3G/UMTS Router Features and Specifications 3G/UMTS Router key features: Supports the latest WLAN standards. Wirelessly connects multiple devices (optimal performance over 3G/UMTS is 4-5 devices). Provide wired connection for up to 4 devices. WLAN coverage is up to 30 meters. Protected by the latest security technology. PROPOSITION OVERVIEW

11 Scenarios Channel and Support Commercial Approach Proposition Overview Introduction Competitors The 3G/UMTS Router solution offers the following services: Shared access to the 3G/UMTS network. Secure access to personal office applications: corporate intranet, , internet, corporate applications, etc. Private local network for multiple users: allows local file sharing, team member communication and connection to peripheral devices (e.g. printer). Emergency Back Up: If fixed network connection is lost, 3G/UMTS Router can connect and restore Internet connection over the 3G/UMTS network PROPOSITION OVERVIEW 3G/UMTS Router Features and Specifications

12 Scenarios Channel and Support Commercial Approach Proposition Overview Introduction Competitors How does the 3G/UMTS Router access Vodafone’s network and how do mobile workgroups connect to the 3G/UMTS Router? PROPOSITION OVERVIEW 3G/UMTS Router Features and Specifications

13 Scenarios Channel and Support Commercial Approach Proposition Overview Introduction Competitors COMMERCIAL APPROACH 3G/UMTS Router

14 Scenarios Channel and Support Commercial Approach Proposition Overview Introduction Competitors COMMERCIAL APPROACH Target Customer Segments The 3G/UMTS Router proposition is designed for business teams on the go, from the largest multinational to the smallest SME. The 3G/UMTS Router’s primary target segment is made up of all business segments with remote or mobile business teams: Global Accounts Corporate Accounts Small and Medium Enterprises (SME)* Small Office & Home Office (SOHO)* Self Choosers for Work *Special focus dedicated to these segments. Additionally, Vodafone intends to serve: The Consumer Market (e.g. vacation homes, beach, among family & friends, etc.)

15 Scenarios Channel and Support Commercial Approach Proposition Overview Introduction Competitors The most important usage scenarios that will benefit from the 3G/UMTS Router solution are the following: Portable Office: for business service industries (e.g. accountancy, consulting, legal, construction, engineering, etc.). WLAN fallback for all businesses likely to use WLAN as primary connectivity. IT back-up: Pool/rack of 3G/UMTS Routers kept as backup for the fixed LAN network. COMMERCIAL APPROACH Target Customer Segments

16 Scenarios Channel and Support Commercial Approach Proposition Overview Introduction Competitors Identification of potential customers. Here are some questions that we should ask our customers to assess their needs: In your business, do employees work together out of the office? Do employees need shared remote access in order to accomplish their tasks and be able to access the internet, corporate intranet, share data, send/receive s, access corporate applications etc.? If your employees travel frequently, do they always work in the same destination or does the work destination vary according to project / business needs? 1/2 Customer Needs COMMERCIAL APPROACH

17 Scenarios Channel and Support Commercial Approach Proposition Overview Introduction Competitors Identification of potential customers. Here are some questions that we should ask our customers to assess their needs: When employees work together out of their offices; generally, is it difficult for them to access traditional connectivity solutions (such as ADSL) as a group? Would you benefit if you and your team could work as efficiently out of the office as you can in the office? 2/2 COMMERCIAL APPROACH Customer Needs

18 Scenarios Channel and Support Commercial Approach Proposition Overview Introduction Competitors The 3G/UMTS Router solution offers significant benefits, specifically to mobile and remote work teams. Benefits to Customers Key benefits to the customers: Freedom: it’s portable, easy to set up, and provides access to multiple users. Flexibility: shared group access, multiple means of connection, and supporting multiple devices. Security: proven technology, low IT support, and compliant with current standards. COMMERCIAL APPROACH

19 Scenarios Channel and Support Commercial Approach Proposition Overview Introduction Competitors An opportunity, to broaden the usage of 3G/UMTS technology through mobile and remote business teams. Greater market penetration. Vodafone can explore profits in various market segments by:  Exploiting the large installed base of WLAN- enabled devices.  Extending the effective coverage of 3G/UMTS. Key benefits to Vodafone: COMMERCIAL APPROACH Benefits to Vodafone

20 Scenarios Channel and Support Commercial Approach Proposition Overview Introduction Competitors CHANNEL AND SUPPORT 3G/UMTS Router

21 Scenarios Channel and Support Commercial Approach Proposition Overview Introduction Competitors CHANNEL AND SUPPORT Routes to Market The joint go-to-market strategy is to sell this solution via Cisco/Linksys and Vodafone’s indirect sales channels as well as by Vodafone Direct Sales.

22 Scenarios Channel and Support Commercial Approach Proposition Overview Introduction Competitors In each country, a distributor bundles the two devices (Wireless – G Router for 3G/UMTS Broadband and VMCC) and provides the solution to the following channels who then sell to their customers: Value Added Resellers Independent retailers e - tailers Once the 3G/UMTS Router solution reaches the customers, the total hardware price will be made up of: The Wireless – G Router for 3G/UMTS Broadband The VMCC CHANNEL AND SUPPORT Routes to Market Vodafone’s Direct Sales Force would buy the Linksys Wireless – G Router for 3G/UMTS Broadband from a distributor, bundle it with VMCC, and sell to their customers.

23 Scenarios Channel and Support Commercial Approach Proposition Overview Introduction Competitors The structured support model enables customers to receive the product and technical support they require. CHANNEL AND SUPPORT Service and Support Model

24 Scenarios Channel and Support Commercial Approach Proposition Overview Introduction Competitors First line assistance provided by: Resellers/VAR partners Vodafone’s Business Call Centre Agents The responsibility split between Cisco/Linksys and Vodafone is in line with their respective areas of expertise. When expert technical support is necessary, Vodafone’s 3G/UMTS Router support team will intervene for service support and Linksys´ EMEA call centre for product support. CHANNEL AND SUPPORT Service and Support Model

25 Scenarios Channel and Support Commercial Approach Proposition Overview Introduction Competitors COMPETITORS 3G/UMTS Router

26 Scenarios Channel and Support Commercial Approach Proposition Overview Introduction Competitors The 3G/UMTS Router solution competes with three different types of competitors: “Mobile Competitors” “Product Competitors” “Fixed Connectivity Competitors” COMPETITORS

27 Scenarios Channel and Support Commercial Approach Proposition Overview Introduction Competitors Mobile competitors: 3G/UMTS data cards The 3G/UMTS Router solution allows shared access to the 3G/UMTS network and facilitates the creation of a private local network. A data card in a laptop offers a 3G/UMTS wireless connection to a single user. COMPETITORS Mobile competitors

28 Scenarios Channel and Support Commercial Approach Proposition Overview Introduction Competitors COMPETITORS Global Product Competitors Key differentiation points between the 3G/UMTS Router solution and other competitive offerings: Joint Brand Recognition Pricing Functional Benefits

29 Scenarios Channel and Support Commercial Approach Proposition Overview Introduction Competitors Fixed Connectivity Competitors Fixed Connectivity Competitors: ADSL routers The 3G/UMTS Router is a cost-effective and portable solution that supports multiple access bearers. It’s quick and easy to set up, just plug in and go. Minimal IT support is required. 3G/UMTS technology offers connection speeds of up to 384 Kbps. COMPETITORS

30 Scenarios Channel and Support Commercial Approach Proposition Overview Introduction Competitors SCENARIOS 3G/UMTS Router

31 Scenarios Channel and Support Commercial Approach Proposition Overview Introduction Competitors Consulting and Auditing Companies with mobile and remote workgroups: In consulting and auditing companies, many employees are involved in teamwork and usually work away from their offices, presenting a business proposal, working at a client, etc. These employees need to be able to access their corporate intranet for documents, send s and access databases for specific information. In many cases, it is difficult to access a fixed network. 1/6 SCENARIOS

32 Scenarios Channel and Support Commercial Approach Proposition Overview Introduction Competitors Events and Fairs: Companies that attend an event typically access fixed connectivity resources (for example, an ADSL line provided by the organization). Many events take place in out-door environments where it is not possible to access a landline. The 3G/UMTS Router in this case can provide a simple-to-install and portable alternative for connection. 2/6 SCENARIOS

33 Scenarios Channel and Support Commercial Approach Proposition Overview Introduction Competitors Construction Companies: Over the course of a project, surveyors, architects and engineers visit the site equipped with laptops. Connection is used to allow site management to access and download information from the company network. The 3G/UMTS Router is easy to setup in this environment providing instant access. Additionally its portability allows site management to remove it, if required, for security reasons. 3/6 SCENARIOS

34 Scenarios Channel and Support Commercial Approach Proposition Overview Introduction Competitors SCENARIOS Hospital industry: Emergency staff typically work in places where they cannot access traditional connectivity solutions. They could benefit from the 3G/UMTS Router solution due to its portability and instant access. 4/6

35 Scenarios Channel and Support Commercial Approach Proposition Overview Introduction Competitors Events Planning, Media and Location Companies: The 3G/UMTS Router solution provides connectivity to professionals involved (journalists, etc.) This includes Sport events, concerts, parties, for journalists and events staff. Also includes film location companies who manage location sets of a film that need to provide access to the filming staff. 5/6 SCENARIOS

36 Scenarios Channel and Support Commercial Approach Proposition Overview Introduction Competitors Hotspot: The 3G/UMTS Router could be a “low cost hotspot”, i.e. when DSL is not available, hotspot operator can use 3G/UMTS network to provide access to its customers. 6/6 SCENARIOS


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