1. BlackBerry Internet Solution

2. Examples of PDA Devices PDAMicroprocessorSpeed Palm, HandspringMotorola Dragonball16.6 – 20 MHz RIM Interactive Pager Intel 38610 MHz Compaq Aero 1530NEC/VR4111 MIPS RISC70 MHz HP Jornada 820Intel/StrongARM RISC SA- 1100 190 MHz Casio Cassiopeia E- 100 NEC/VR4121 MIPS131 MHz Psion RevoARM 71036 MHz Psion Series 5Digital/Arm 710018 MHz

3. Example: WAP WAP: Wireless Application Protocol Created by WAP Forum Founded June 1997 by Ericsson, Motorola, Nokia, Phone.com 500+ member companies Goal: Bring Internet content to wireless devices WTLS: Wireless Transport Layer Security

4. Introducing BlackBerry Internet Solution What is BlackBerry Internet Service? BlackBerry Internet Service is designed to provide Email message access to individual customers or small businesses who do not need BlackBerry Enterprise Server Push technology 10 email accounts BlackBerry email address (optional) Corporate email account access

5. Introducing BlackBerry Internet Solution What is BlackBerry Internet Service? BlackBerry Internet Service is designed to provide Individual email account icons Unlimited email message quota Wireless email synchronization* Attachment viewing Web browsing Instant messaging *Synchronization depends on the type of email account added

6. Introducing BlackBerry Internet Service v2.3 New features BlackBerry Internet Service v2.3 allows you to Open vCard and iCal attachments Send and receive wireless meeting requests Auto-forward messages Get voicemail attachment playback Receive delivery and read receipts BlackBerry Internet Service also supports two-way Yahoo! Mail synchronization

7. Introducing the BlackBerry Enterprise Solution

8. Objectives At the completion of this module, you should be able to do the following: Identify five end-user features of the BlackBerry® Enterprise Server. Identify five IT features of the BlackBerry Enterprise Server. List and explain the features, advantages and benefits of IT Policies. Draw and label a BlackBerry message flow diagram. Label a BlackBerry Enterprise Server message flow diagram.

9. Introducing the BlackBerry Enterprise Solution The BlackBerry Enterprise Server is a back-end system that is installed behind a corporate firewall. is the ideal solution for organizations with their own email and data infrastructure. integrates with the organization’s messaging platform and other corporate application servers.

10. Introducing the BlackBerry Enterprise Solution The BlackBerry Enterprise Server allows for the following: Push delivery of email messages and data from behind the firewall to a BlackBerry device. A centralized link between BlackBerry devices, wireless networks and enterprise applications. integrated security simplified management

11. BlackBerry Enterprise Server features for end-users Push technology BlackBerry devices are designed to remain continuously connected to the wireless network. Corporate data access Access to push-based enterprise applications. Wireless activations and provisioning Active a BlackBerry device over the air in minutes! Wireless email synchronization Seamless integration with existing enterprise email accounts.

12. Wireless organizer synchronization Update organizer data over the air between the BlackBerry device and the BlackBerry Enterprise Server. Wireless email settings Control settings from the BlackBerry device, such as Out of Office, email message filters and auto- signature. Wireless application access Download third-party applications over the air. BlackBerry Enterprise Server features for end-users

13. Wireless backup BlackBerry device settings and preferences can be automatically backed up over the air. Attachment viewing View popular document types on the BlackBerry device. Remote address lookup Search the company directory over the air, send an email message, place a phone call or add a contact to your address book with just one click. BlackBerry Enterprise Server features for end-users

14. Security All email messages and application data are encrypted with Triple DES and AES Security. On-device help Application specific support information available right on the BlackBerry device! Support for Instant Messaging Allows BlackBerry devices users to have group chats, synchronize the buddy list and integrate the BlackBerry notification profiles. BlackBerry Enterprise Server features for end-users

15. BlackBerry Enterprise Server features for IT Leverages existing infrastructure Provides an out-of-the-box over the air extension of your existing messaging platform. Provides advanced security Encrypts all data stored locally on the BlackBerry device, including email messages, address book entries, calendar entries, memos and tasks. Multi-network Application and Device Support Supports all BlackBerry devices, regardless of the network technology or wireless service provider.

16. BlackBerry Enterprise Server features for IT Designed to manage end-to-end connectivity Communicates with BlackBerry devices over the air through a secure Internet connection from behind a corporate firewall. Quick and Cost-effective Deployments Streamline deployments and reduce administrative overhead by allowing BlackBerry device users to securely self-provision, from the BlackBerry device. Easy to Manage Track and manage key BlackBerry device statistics.

17. BlackBerry Enterprise Server features for IT Common BlackBerry Enterprise Server Manager The BlackBerry Manager functions the same for IBM Lotus Domino, Novell GroupWise and Microsoft Exchange. Text and PIN-to-PIN archiving Messages will be archived so BlackBerry administrators will be able to audit text messages, PIN messages and call traffic. Enhanced Wireless Email Reconciliation Supports wireless email reconciliation for permanent deletes. Note: this feature is only available with Microsoft Exchange users.

18. BlackBerry Enterprise Server features for IT Highly Extensible BlackBerry Mobile Data Service (MDS) allows organizations to easily extend corporate information and applications over the air. Role-based Administration Standard set of administrative roles, limiting the access to sensitive or enterprise-wide BlackBerry administrative settings.

19. BlackBerry Enterprise Server features for IT Group Administration Faster for administrators to set up and update properties for multiple users. Improved Enterprise Device Authorization Allows administrators control over what BlackBerry devices can be activated on a BlackBerry Enterprise Server.

20. Introducing the BlackBerry Enterprise Solution IT Policies… a collection of rules that the BlackBerry administrator may use to set up various functions for the BlackBerry device and BlackBerry Desktop Manager software. may define how email messages are handled and what functions are available to a BlackBerry device user.

21. Introducing the BlackBerry Enterprise Solution Exercise 1: 1.Identify the advantages and benefits of IT Policies

22. Introducing the BlackBerry Enterprise Solution Exercise 2: Top five features that make people want to buy a BlackBerry device 1.You have been approached by the Director of a large corporation, such as a bank or real estate company. The Director is interested in implementing the BlackBerry (BES) solution company-wide, but is unsure if it is the best solution for both the end user and IT department. 2.Provide the Director with at least five features that would entice both the IT department and end users to want to implement the BlackBerry solution.

23. Review Jeopardy Review

24. BlackBerry Enterprise Solution Security

25. At the completion of this module you, should be able to do the following: Discuss and summarize the three points in the BlackBerry® Security Pyramid. Describe BlackBerry Enterprise Server Security to a customer.

26. BlackBerry Enterprise Solution Security BlackBerry Security The BlackBerry Enterprise Solution was created with security in mind. The BlackBerry Security Pyramid was created to help you understand the benefits of the BlackBerry Enterprise Server Security model. 1.Wireless transmission security 2.Storage security 3.Validation

27. BlackBerry Enterprise Solution Security Wireless transmission security Triple DES (data encryption standard) and AES (advanced encryption standard) IT departments can choose the encryption method Encryption keys Only data that can be decrypted using a valid encryption key is accepted. Optional Secure/Multi-purpose Internet Mail Extension (S/MIME) Offers an additional layer of security using digital signatures.

28. BlackBerry Enterprise Solution Security 1.Wireless transmission security Pretty Good Privacy (PGP) Allows BlackBerry device users to easily integrate the use of encryption into their daily routine. Computer program that provides cryptographic privacy and authentication. BlackBerry SmartCard Reader Wearable reader that allows controlled access to BlackBerry devices using bluetooth.

29. BlackBerry Enterprise Solution Security 2.Storage security BlackBerry Enterprise Server Security Wireless Network connection Outbound-initiated and authenticated bi-directional connection through port 3101 on the firewall Email messages and data remain encrypted until delivered to the BlackBerry device.

30. BlackBerry Enterprise Solution Security Storage security BlackBerry device security Wireless IT commands Allows the BlackBerry Administrator to set and reset passwords, lock device and perform a device wipe. Optional device password security Allows IT to determine the idle time before a BlackBerry device locks.

31. BlackBerry Enterprise Solution Security 2.Storage security BlackBerry device security Content protection Allows the IT staff to set up local encryption of all user data on the BlackBerry device. Password Keeper This is an optional application that securely stores password entries on the BlackBerry device.

32. BlackBerry Enterprise Solution Security 3.Validated Certified (industry validation) Federal Information Processing Standards (FIPS) certification Required standard in order to sell a product into the Canadian or American governments and other security conscious organizations.

33. BlackBerry Enterprise Solution Security 3.Validated Audited (third-party validation) @stake, Inc. performed a detailed security audit on the BlackBerry solution and validated all aspects of the BlackBerry Enterprise Solution security Trusted (customer validation) British Airport Authority British Nuclear Fuels Department of Defense New York City Fire Department

34. BlackBerry Enterprise Solution Security Port 25 Port 3101 BlackBerry Enterprise Solution message flow

35. Exploring BlackBerry Return on Investment

36. Objectives At the completion of this module you should be able to do the following: Summarize the findings of the 2004 Ipsos Reid study on the BlackBerry solution ROI. Position key BlackBerry solution ROI statistics. Calculate the ROI for a BlackBerry customer.

37. Exploring BlackBerry Return on Investment What is Ipsos-Reid? Ipsos-Reid is a leading global survey- based market research group Who participated in the study? The 2007 BlackBerry ROI study was conducted with −1,387 IT managers −1,335 BlackBerry end users (99% had both data and voice) −BlackBerry device users and IT managers in North America, Europe and Asia Pacific

38. Exploring BlackBerry Return on Investment Positioning BlackBerry ROI Total Cost of Ownership Incremental Total Cost of Ownership ROI Payback period Immediacy

39. Exploring BlackBerry Return on Investment Ipsos Reid BlackBerry ROI Study What are the results of the study? Savings attributed to BlackBerry = more than per user per year $230

40. Exploring BlackBerry Return on Investment Ipsos-Reid BlackBerry ROI Study What are the results of the study? BlackBerry pays for itself in days BlackBerry pays for itself in approximately months based on personal productivity benefits alone The payback period for BlackBerry is less than month with workflow benefits included Total IT time investment for BlackBerry = minutes per user per month 5 154 1 23

41. Exploring BlackBerry Return on Investment Ipsos Reid BlackBerry ROI Study What are the results of the study? The average BlackBerry user: Converts minutes of downtime into productive time every day. That’s over hours a year! Reports that BlackBerry increases team efficiency by Processes over email messages and over phone calls per year while mobile. 63 250 2500 38% 1200

42. Qualifying BlackBerry Enterprise Customers

43. Objectives At the completion of this module you should be able to do the following: Identify characteristics of BlackBerry® customers. Explore the BlackBerry sales funnel to determine if a customer is a BlackBerry customer. Describe the three different kinds of people encountered in the BlackBerry sales funnel. Discuss BlackBerry qualifying questions. Review the Qualifying Survey.

44. Make phone calls while away from the office Would benefit from access to other data like intranet, CRM, etc. Value email but would like to spend less time dealing with it Need to be in constant contact (often via email) Employed full-time in a professional occupation Spend 25% or more of their total working time away from their desks Qualifying BlackBerry Enterprise Customers What do BlackBerry Customers look like?

45. Qualifying BlackBerry Enterprise Customers The BlackBerry Sales Funnel In the process of qualifying a BlackBerry customer you will encounter three different kinds of people: 1. Suspects 2. Prospects 3. Potential customers 3 2 1

46. Qualifying BlackBerry Enterprise Customers 1.Suspects This is the largest section of the sales funnel includes people who have no knowledge of the product those who have heard of the product but have had no direct contact with a sales representative At this stage you want to determine if some kind of data communication is necessary to the potential customer's business 3 2 1

47. Qualifying BlackBerry Enterprise Customers 1.Suspects Qualifying questions What method do you use to conduct your business? Who are the people you communicate with using the following methods: Text messaging Instant messaging Internet Intranet 3 2 1

48. Qualifying BlackBerry Enterprise Customers 2.Prospects Includes: those with whom you've had some dialogue (through brochures, sales calls or a web site) existing wireless and data customers At this stage you want to determine if the customer would benefit from over the air access data communications To do this you must find out what level of mobility exists 2 1

49. Qualifying BlackBerry Enterprise Customers 2.Prospects Qualifying questions How often are you away from your desk each day? How do you access email when you're away from your desk? Do you ever miss important emails while you're away from your desk? Would you benefit from being able to manage your email from wherever you are? 3 2 1

50. Qualifying BlackBerry Enterprise Customers 3.Potential customers Includes those who are interested in purchasing the product those who must be further qualified before you can close At this stage you want to determine which BlackBerry Solution option is the best fit for this customer 3 2 1

51. Qualifying BlackBerry Enterprise Customers 3.Potential customers Qualifying questions What kind of email accounts are you using for business email? What kind of email server do you use? Is your IT department internal or external? Would you also benefit from wireless access to other applications like CRM or network and systems management? 3 2 1

52. Qualifying BlackBerry Enterprise Customers The Qualifying Survey Company profile Mobile user profile Handheld environment survey Technical environment survey Mail system and WAN diagram

53. Review Jeopardy Review

54. Exploring the BlackBerry Dual Selling Cycle

55. Objectives At the completion of this module you should be able to do the following: Review your current sales cycle. Explore the BlackBerry® Dual Selling Cycle. Identify the BlackBerry Dual Selling Cycle stages. Identify three BlackBerry buying teams. Discuss strategies to use when dealing with BlackBerry buying teams.

56. Exploring the BlackBerry Dual Selling Cycle Identify prospect Investigate and Research Demonstrate Capability Pilot Program Obtaining Commitment Close

57. Exploring the BlackBerry Dual Selling Cycle Identify prospect First step in the Dual Selling Cycle Identify potential customers Use qualifying questions Gather information about your prospects Determine if BlackBerry is a good fit for their organization

58. Exploring the BlackBerry Dual Selling Cycle Investigate and Research Two buying teams involved in every BlackBerry sale 1.The Mobile user team 2.The IT team Identify the decision makers on each team Have you made a major purchasing decision like this before? What are your buying criteria? Where are the pain points in your organization?

59. Exploring the BlackBerry Dual Selling Cycle Contact the Line of Business team Line of business team Includes individuals who will use the BlackBerry solution on a day-to-day basis. Includes all of the people discussed in the Qualifying Customers module. Approaching the line of business team first? Have an advocate from the Mobile user team. If IT tries to impede moving forward, mobile users may be able to help resolve the issue.

60. Exploring the BlackBerry Dual Selling Cycle Contact the IT team IT team Includes individuals responsible for administering and supporting the BlackBerry solution. May also include, IT administrators, the CIO, the CTO. Approaching IT first? Keep communications open with the mobile users. Exercise caution - especially at lower levels where the people you talk to may not have decision-making power.

61. Exploring the BlackBerry Dual Selling Cycle Demonstrate Capability Determine the mobile users’ needs. Demonstrate that BlackBerry is the best wireless solution to meet their needs. Give a BlackBerry demo. Show that BlackBerry is a solid investment. Discuss case studies Use statistics from the ROI study

62. Exploring the BlackBerry Dual Selling Cycle Demonstrate Capability Explain that BlackBerry will meet the needs of the mobile users without creating large volumes of extra work. Educate IT on the BlackBerry solution. Focus on the Security Pyramid. Highlight the control and choice provided by the solution. Use statistics from the ROI study to show how easy BlackBerry is to manage.

63. Exploring the BlackBerry Dual Selling Cycle BlackBerry Pilot Program The BlackBerry Pilot Program is designed to help plan all the necessary elements prior to launching BES solution. The following are discussed during the pilot program: Technical overview Project ownership Participants Coverage and Installation

64. Exploring the BlackBerry Dual Selling Cycle Obtaining Commitment Combine the demand created by the line of business team with the buy-in on the IT side. Organize a meeting to get both teams to agree to proceed with a pilot program. Determine requirements with the stakeholders on each team.

65. Exploring the BlackBerry Dual Selling Cycle Close the sale Manage any additional objections that arise at this stage. Sign-off from both buying teams is needed to close any BlackBerry sale.