COMPANY CONFIDENTIAL AMERICAS SALES & PARTNER SUMMIT 2012 Field Service – Taking it to the Extreme January, 2012
COMPANY CONFIDENTIAL Agenda Trends Analyst Data Industry Trends & Intermec Strategies New Initiatives New DE Sales Tools Value Engagement Model Initial Presentation Deck Executive Meeting Deck Walkthrough Guide Benefits Model
COMPANY CONFIDENTIAL Industry Trends & Intermec Strategies Large Formfactor vs. Small Formfactor Consider Data Requirements Focus on Ergonomics Stress Integration Voice Scanner/Imager Camera Evaluate Future Migration
COMPANY CONFIDENTIAL Industry Trends & Intermec Strategies iPad Use in Field Service Field Sales not Field Service Driven by Executives Can’t Withstand Environment Stress TCO Focus on Ergonomics Consider Data Requirements
COMPANY CONFIDENTIAL Industry Trends & Intermec Strategies Android vs. Windows Mobile Microsoft has been Vague Driven by Developers Customers want Alternatives Android still Fragmented Will be there when Required Native apps Remain
COMPANY CONFIDENTIAL Industry Trends & Intermec Strategies Smartphones vs. Rugged Devices Good for some Industries Rugged has its Place Focus on TCO Battery Life is Key Stress Ergonomics Propose CS40 where Applicable
COMPANY CONFIDENTIAL Industry Trends & Intermec Strategies Bring Your Own Device (BYOD) Driven by Cost Savings Support Nightmare Propose Enterprise Mobile MDM Help Desk Multiple OS Support Loading & Staging Asset Management
COMPANY CONFIDENTIAL Industry Trends & Intermec Strategies Customers Choosing to Wait Tough Economic Conditions Running Basic Apps Pouring Money into Inefficient Operations Stress TCO of New Initiatives Propose Walkthrough
COMPANY CONFIDENTIAL New Initiatives Enterprise Mobile Engagement Teaming with ISVs Combining services to round out offering Driving whole product solutions May work where Intermec doesn’t Keeps us in the game Can evaluate TCO down the road
COMPANY CONFIDENTIAL New Initiatives Prontoforms Bundle Using CS40 Joining forces with TrueContext Basic data collection application Inspections Surveys Top AT&T AMA partner Bundled offering with AT&T using CS40 Monthly app pricing ($19.95/mo.)
COMPANY CONFIDENTIAL DE Specific Sales Tools New or updated tools now available Customer facing sales decks Initial meeting Executive meeting Sales deck instructions Benefits calculators Walkthrough guides Deployment Environment guides Aligned with TAS and Vocollect Value Engagement Process
COMPANY CONFIDENTIAL Value Engagement Process Initial Meeting Demonstrate domain expertise & credibility Discover unique business challenges & objectives Identify potential compelling events & Unique Business Value (UBV) Confirm schedule for Walkthrough Walkthrough Perform detailed walkthrough Discover unique operational challenges & objectives Identify potential compelling events & UBV Quantify potential benefits & savings Executive Meeting Share potential solution benefits in proposed impact area(s) Establish business case(s) Gain executive approval Proposal & Action Items Reference site visits Develop project plan / proposal Final approval
COMPANY CONFIDENTIAL Initial Meeting Presentation Deck
COMPANY CONFIDENTIAL Walkthrough Guide
COMPANY CONFIDENTIAL Benefits Calculator
COMPANY CONFIDENTIAL Executive Meeting Presentation Deck
COMPANY CONFIDENTIAL Sales Deck Instructions
COMPANY CONFIDENTIAL Deployment Environment Guide
COMPANY CONFIDENTIAL Sales Tool Location
COMPANY CONFIDENTIAL Keys to Success Leverage important industry trends Understand Intermec strategies and initiatives Use Walkthroughs and other new sales tools for credibility and to be a Trusted Advisor
COMPANY CONFIDENTIAL