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

2. 3G/UMTS Router
INTRODUCTION

3. 3G/UMTS Router, a mobile data proposition
INTRODUCTION
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

4. INTRODUCTION 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.

5. 3G/UMTS Router
PROPOSITION OVERVIEW

6. 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. PROPOSITION OVERVIEW 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!

8. 2. Linksys Wireless – G Router for 3G/UMTS Broadband –
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. PROPOSITION OVERVIEW 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.

10. 3G/UMTS Router Features and Specifications
PROPOSITION OVERVIEW
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.

11. 3G/UMTS Router Features and Specifications
PROPOSITION OVERVIEW
3G/UMTS Router Features and Specifications
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

12. 3G/UMTS Router Features and Specifications
PROPOSITION OVERVIEW
3G/UMTS Router Features and Specifications
How does the 3G/UMTS Router access Vodafone’s network and how do mobile workgroups connect to the 3G/UMTS Router?

13. 3G/UMTS Router
COMMERCIAL APPROACH

14. Target Customer Segments
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. COMMERCIAL APPROACH Target Customer Segments
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.

16. Identification of potential customers.
COMMERCIAL APPROACH
Customer Needs
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?
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17. Identification of potential customers.
COMMERCIAL APPROACH
Customer Needs
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?
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18. Key benefits to the customers:
COMMERCIAL APPROACH
Benefits to Customers
The 3G/UMTS Router solution offers significant benefits, specifically to mobile and remote work teams.
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.

19. COMMERCIAL APPROACH Benefits to Vodafone Key benefits to Vodafone:
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.

20. 3G/UMTS Router
CHANNEL AND SUPPORT

21. 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. CHANNEL AND SUPPORT Routes to Market
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
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.
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

23. Service and Support Model
CHANNEL AND SUPPORT
Service and Support Model
The structured support model enables customers to receive the product and technical support they require.

24. Service and Support Model First line assistance provided by:
CHANNEL AND SUPPORT
Service and Support Model
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.

25. 3G/UMTS Router
COMPETITORS

26. COMPETITORS
The 3G/UMTS Router solution competes with three different types of competitors:
“Mobile Competitors”
“Product Competitors”
“Fixed Connectivity Competitors”

27. COMPETITORS Mobile 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.

28. Global Product Competitors Global Product Competitors
Key differentiation points between the 3G/UMTS Router solution and other competitive offerings:
Joint Brand Recognition
Pricing
Functional Benefits

29. 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.

30. 3G/UMTS Router
SCENARIOS

31. SCENARIOS
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.
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32. SCENARIOS 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.
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33. SCENARIOS 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.
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34. 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.
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35. SCENARIOS 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.
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36. SCENARIOS
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.
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