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Understanding the challenges our customers face

Voice, Video and Data

Collaboration Systems

Webinar Housekeeping

45 minute session
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polling questions
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Poll Question

Agenda and Objectives

Why spend the next 45 minutes with us
By the end of this session, you will gain a good understanding of:

The History of Collaboration and Unified Communications

Our customers needs
The world of the CIO
How to identify who the key stakeholders are and how to develop
conversations with them
How to position our Voice, Video and Data Collaboration Systems
proposition

The History of Collaboration

Culturally Driven

Technology Driven
Alex G. Bell

Earth
cools

ISDN

H323
IP video
Rvsn

HD
Lifesize

UC & SIP
(Microsoft)

TP
Cisco

SVC
Vidyo

New-normal
economics &
technology

High
Profile
(PLCM)

Mobile
Social
Visual
Virtual

The History of Collaboration

Culturally Driven

Technology Driven
Alex G. Bell

Earth
cools

H323
IP video
Rvsn

ISDN

COMMUNICATION

HD
Lifesize

UC & SIP
(Microsoft)

TP
Cisco

SVC
Vidyo

New-normal
economics &
technology

High
Profile
(PLCM)

Mobile
Social
Visual
Virtual

COLLABORATION
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Strong requirement for

dedicated meeting spaces

Requirement for multiple types

of tools

Remote working estimated

64% growth in next three years

10

Large Screens, Higher Quality

Audio & IWB Top List

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Chat Question

12

Customer Environment
Key Drivers
Many organisations that would
benefit from Collaboration services
face a difficult balancing act
between competing pressures.

For some this is balancing growth with

a drive for greater cost control. For
others it is the drive for greater
productivity while maintaining
regulatory compliance.

CONTROLLING

COSTS
MANAGING

RISK &

REGULATORY

COMPLIANCE

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DRIVING
GROWTH
BOOSTING
PRODUCTIVITY

The World of a CIO

CIOs need to move to a more transformational role, using IT as a basis for
innovation to give greater competitive advantage. Look at some of the pressures
facing CIOs in the private and public sectors.

Handle growing data volume and

complexity
Manage legacy infrastructure
Adopt a robust security posture
Accelerate application
deployment
Integrate legacy estate from
mergers and acquisitions
(private)
Support a mobile workforce

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Extract more value from existing

investments
Meet rising expectations
Enhance the user experience
Control capital and operating
costs
Retain sought-after skills
Drive a Digital First strategy
for Public Sector

The World of the CIO

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Poll Question

16

The world of the CIO

The need for agility

17

SMART Quote / Statistics

The world of the CIO

The need for austerity
Deliver Innovation

18

More for Less

Chat Question

19

The world of the CIO

The need for austerity
According to a Gartner report, in most cases at least 70% of the IT
budget is consumed by just keeping the lights on, with only 30%
being available for innovation. In some cases this is as low as 5%. This
is the opposite of what business leaders would like.
Sys. maintenance / ops

10%

90%
30%

70%
50%

50%
70%

30%
90%

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Innovation

10%

Buying Centre
Although identifying the right person may appear complex, lets take a look at how
to develop a conversation with CIOs , System Architects, and Heads of
Collaboration.

CIO / IT
team

21

System
Architect

Head of
Collaboration

Buying Centre
Although identifying the right person may appear complex, lets take a look at how
to develop a conversation with CIOs , System Architects, and Heads of
Collaboration.

Integrator?

CIO / IT
team

22

System
Architect

Head of
Collaboration

Questions and Qualification

CIO and IT team
I want to shift to a more innovative IT focus to create better user
experiences and services without increasing our costs. I understand that
this will mean transforming our meeting spaces to deliver new ways of
working, using new technology, but we have to maintain our legacy
systems that we are happy with, while were doing that.

23

Questions and Qualification

CIO and IT team
I want to shift to a more innovative IT focus to create better user
experiences and services without increasing our costs. I understand that
this will mean transforming our meeting spaces to deliver new ways of
working, using new technology, but we have to maintain our legacy
systems that we are happy with, while were doing that.

What would be a good

opening question for this
person?

24

Questions and Qualification

CIO and IT team
I want to shift to a more innovative IT focus to create better user
experiences and services without increasing our costs. I understand that
this will mean transforming our meeting spaces to deliver new ways of
working, using new technology, but we have to maintain our legacy
systems that we are happy with, while were doing that.

How will your financial and

people resources handle the
anticipated increased
demand for meeting
spaces?
25

Questions and Qualification

CIO and IT team
I want to shift to a more innovative IT focus to create better user
experiences and services without increasing our costs. I understand that
this will mean transforming our meeting spaces to deliver new ways of
working, using new technology, but we have to maintain our legacy
systems that we are happy with, while were doing that.

What balance of your time

is spent keeping the lights
on in IT, rather than
delivering innovation back
to the business?
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How would you respond?

A. How will your financial

and people resources
handle the anticipated
increased demand for
meeting spaces?

27

B. What balance of your time

is spent keeping the lights
on in IT, rather than
delivering innovation back
to the business?

Questions and Qualification

CIO and IT team
I want to shift to a more innovative IT focus to create better user
experiences and services without increasing our costs. I understand that
this will mean transforming our meeting spaces to deliver new ways of
working, using new technology, but we have to maintain our legacy
systems that we are happy with, while were doing that.

What balance of your time

is spent keeping the lights
on in IT, rather than
delivering innovation back
to the business?
28

Questions and Qualification

Systems Architect
Its funny, IT can be one of the best tools we have for boosting productivity,
but it can also be our worst enemy when it doesnt work well. Were on the
point of merging our business with another and Im concerned about how
we can align our processes while minimising the impact that will have on
productivity.

29

Questions and Qualification

Systems Architect
Its funny, IT can be one of the best tools we have for boosting productivity,
but it can also be our worst enemy when it doesnt work well. Were on the
point of merging our business with another and Im concerned about how
we can align our processes while minimising the impact that will have on
productivity.

What would be a good

opening question for this
person?

30

Questions and Qualification

Systems Architect
Its funny, IT can be one of the best tools we have for boosting productivity,
but it can also be our worst enemy when it doesnt work well. Were on the
point of merging our business with another and Im concerned about how
we can align our processes while minimising the impact that will have on
productivity.

A. How useful would it be to

reduce the risks of IT delivery
through the use of a service
provider?

31

Questions and Qualification

Systems Architect
Its funny, IT can be one of the best tools we have for boosting productivity,
but it can also be our worst enemy when it doesnt work well. Were on the
point of merging our business with another and Im concerned about how
we can align our processes while minimising the impact that will have on
productivity.

B. What are the challenges

you currently face for
integrating mergers and
acquisitions into your
current operations
approach?
32

How would you respond?

A. How useful would it be to

reduce the risks of IT
delivery through the use of a
service provider?

33

B. What are the challenges

you currently face for
integrating mergers and
acquisitions into your
current operations
approach?

Questions and Qualification

Systems Architect
Its funny, IT can be one of the best tools we have for boosting productivity,
but it can also be our worst enemy when it doesnt work well. Were on the
point of merging our business with another and Im concerned about how
we can align our processes while minimising the impact that will have on
productivity.

B. What are the challenges

you currently face for
integrating mergers and
acquisitions into your
current operations
approach?
34

Questions and Qualification

Head of Collaboration
I am really excited about the prospect of introducing new tools to drive
collaboration. I have seen this happen before, but I am nervous. The on
boarding process has to minimise any detrimental impact on the everyday
workload. This increases the challenge for different business functions and
use cases with the resource pressure we have currently.

35

Questions and Qualification

Head of Collaboration
I am really excited about the prospect of introducing new tools to drive
collaboration. I have seen this happen before, but I am nervous. The on
boarding process has to minimise any detrimental impact on the everyday
workload. This increases the challenge for different business functions and
use cases with the resource pressure we have currently.

What would be a good

opening question for this
person?

36

Questions and Qualification

Head of Collaboration
I am really excited about the prospect of introducing new tools to drive
collaboration. I have seen this happen before, but I am nervous. The on
boarding process has to minimise any detrimental impact on the everyday
workload. This increases the challenge for different business functions and
use cases with the resource pressure we have currently.

A. How are you thinking

about the on boarding
process within your
organisation aligned to your
collaboration platform?
37

Questions and Qualification

Head of Collaboration
I am really excited about the prospect of introducing new tools to drive
collaboration. I have seen this happen before, but I am nervous. The on
boarding process has to minimise any detrimental impact on the everyday
workload. This increases the challenge for different business functions and
use cases with the resource pressure we have currently.
.

B. What has been your

biggest challenge with
getting people on board with
new technology?

38

How would you respond?

A. How are you thinking

about the on boarding
process within your
organisation aligned to your
collaboration platform?

39

B. What has been your

biggest challenge with
getting people on board with
new technology?

Questions and Qualification

Head of Collaboration
I am really excited about the prospect of introducing new tools to drive
collaboration. I have seen this happen before, but I am nervous. The on
boarding process has to minimise any detrimental impact on the everyday
workload. This increases the challenge for different business functions and
use cases with the resource pressure we have currently.

A. How are you thinking

about the on boarding
process within your
organisation aligned to your
collaboration platform?
40

Personal Collaboration Platforms

Our Proposition

Rich Visual Collaboration Anywhere, Anytime

IMPROVE PRODUCTIVITY x2.2

MAKE FASTER DESCISIONS x2.3

INCREASE INNOVATION x3.1

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Voice, Video and Data

Collaboration Systems
Personal Collaboration
Platforms
Voice, Video and Data
Collaboration Systems
Interactive Digital
Workspaces

Meeting Pro Personal

software

SMART Room Systems

SMART interactive
displays

Digital Capture
SMART kapp

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Voice, Video and Data

Collaboration Systems

Inspired Collaboration

Disengagement

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From and To State

Disaggregated solutions from
multiple vendors

Turnkey solution from one vendor

Visual collaboration used for

specific application spaces only

Visual collaboration across a

multitude of spaces

Different experiences for

supporting different types of
meetings

Ability to standardise across multipurpose spaces, as enables 4

dimensions of collaboration

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How we position

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Easy to deploy & manage

How we position

Easy to deploy & manage

Provides standardisation

46

How we position

Easy to deploy & manage

Provides standardisation

Enhances & Increases ROI

in UC&C platform

47

Resources

NEW Steljes / IDG Connect Whitepaper

SMART Room System

Lync - How to Sell Guide & Sales Enablement
Interactive Share Cable Fact Sheet Coming Soon
SRS with Meeting Pro Coming Soon

SRS Product Overview Training NEXT BDM Meeting

48

Resources

NEW Steljes / IDG Connect Whitepaper

SMART Room System

Lync - How to Sell Guide & Sales Enablement
Interactive Share Cable Fact Sheet Coming Soon
SRS with Meeting Pro Coming Soon

SRS Product Overview Training NEXT BDM Meeting

49

Resources

NEW Steljes / IDG Connect Whitepaper

SMART Room System

Lync - How to Sell Guide & Sales Enablement
Interactive Share Cable Fact Sheet Coming Soon
SRS with Meeting Pro Coming Soon

SRS Product Overview Training NEXT BDM Meeting

50

Poll Question

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Action
What do you need to do next
Identify the stakeholders in your top two opportunities and what
their key drivers are

Try to open conversations in a more indirect way- role focused,

rather than solution focused

Ensure you attend the next Perfect Pitch Webinar

Challenger Sales 2nd December

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Questions

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Understanding the challenges our customers face

Voice, Video and Data

Collaboration Systems

54