BlackBerry BES Training 2007-07

Paul Partin BlackBerry Field Trainer

BlackBerry Enterprise BlackBerry Enterprise TrainingTraining

Contact for BES pricing and assistanceJason Neal [email protected]

mailto:[email protected]

Agenda

Industry TrendsRIM GrowthBIS and BESBES SecurityBlackBerry Value Proposition/ROISales Process Training

Industry TrendsWhat do you think these represent? These number come from Ipsos-Reid.What is Ipsos-Reid?

Ipsos-Reid is a global survey-based market research group

Seventy percent of all professionals will be using push email devices by year end.

Industry Trends

40 percent of those surveyed were currently using mobile e-mail, half of them just started using the service in the last year.

Industry Trends

The desire to balance work and life was emphasized by the fact that a large number of people - 31 percent - were attracted by the ability to get work and personal e-mail on one device.

Industry Trends

0

1000000

2000000

3000000

4000000

5000000

6000000

7000000

8000000

2000 2001 2002 2003 2004 2005 2006 2007

Research In MotionBlackBerry device subscriber growth

8 million subscribers and growing.

Subscriber

50% up!

100%+

Introducing Introducing BlackBerry BlackBerry Internet Internet SolutionSolution

Introducing BlackBerry Internet SolutionWhat 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

Introducing BlackBerry Internet SolutionWhat 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

Introducing BlackBerry Internet Service v2.3New 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

Introducing Introducing the the BlackBerry BlackBerry Enterprise Enterprise SolutionSolution

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.

Introducing the BlackBerry Enterprise SolutionThe 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 othercorporate application servers.

Introducing the BlackBerry Enterprise SolutionThe 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

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.

•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.


•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.


•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 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.


•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.


• 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.


•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.

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.

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.

Introducing the BlackBerry Enterprise Solution

Exercise 1: 1. Identify the advantages and benefits of IT

Policies

Introducing the BlackBerry Enterprise SolutionExercise 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.

Review

Jeopardy Review

BlackBerry BlackBerry Enterprise Enterprise Solution Solution SecuritySecurity

BlackBerry Enterprise Solution Security

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.


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

BlackBerry Enterprise Solution SecurityWireless 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.

BlackBerry Enterprise Solution Security1.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.


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.


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.


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.


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.


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


Port 25

Port 3101

BlackBerry Enterprise Solution message flow

Exploring Exploring BlackBerry BlackBerry Return on Return on InvestmentInvestment

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.

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


Positioning BlackBerry ROI

• Total Cost of Ownership

• Incremental Total Cost of Ownership

• ROI

• Payback period

• Immediacy


Ipsos Reid BlackBerry ROI Study

What are the results of the study?

Savings attributed to BlackBerry = more than per user per year

$230


Ipsos-Reid BlackBerry ROI 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


Ipsos Reid BlackBerry ROI 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

Qualifying Qualifying BlackBerry BlackBerry Enterprise Enterprise CustomersCustomers

Objectives


• 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.

• 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 spendless 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?


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


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


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


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


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


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


3. Potential customersQualifying 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


The Qualifying Survey

• Company profile

• Mobile user profile

• Handheld environment survey

• Technical environment survey

• Mail system and WAN diagram

Review

Jeopardy Review

Exploring Exploring the the BlackBerry BlackBerry Dual Selling Dual Selling CycleCycle

Objectives


• 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.

Exploring the BlackBerry Dual Selling Cycle

Identify prospect

Investigate and

Research

Demonstrate

Capability

Pilot ProgramObtaining

Commitment

Close


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


Investigate and Research

Two buying teams involved in every BlackBerry sale1. The Mobile user team2. 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?


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.


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.


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


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.


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


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.


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.

Review

Jeopardy Review

Contact for BES pricing and assistanceJason Neal [email protected]

Paul Partin Authorized field Trainer

mailto:[email protected]

BlackBerry BES Training 2007-07

Documents

Transcript of BlackBerry BES Training 2007-07