SRS Sales Team Workbook

8/12/2019 SRS Sales Team Workbook

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SMART Room System for Microsoft LyncSales Enablement for Sales Teams


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Your session briefing

Welcome to todays sales enablement brought to you by technologydistributor, Steljes. This session is about a unique and innovativeproduct: the SMART Room System for Microsoft Lync.

Whats so innovative about it?

Using state-of-the-art interactive whiteboard technology, this productintegrates Microsoft Lync into the meeting room for the first time.

Why is that a big deal?

For many businesses, Lync is what they use to deliver unifiedcommunications and collaboration. It gives them video, voice,messaging and presence all in one package. In short if youre anenterprise that uses Lync, its central to your business.

Its available on desktop, laptop, tablet and smartphone, but until thearrival of this product it hasnt been fully integrated into the meeting

room. Given the huge number of meeting rooms in the UK, thissolution presents you with a massive opportunity.

Is that it?

No, as youll be finding out through this enablement, theres a lotmore. But two key things for you to bear in mind right now are:

This product also delivers true collaboration. For the first time,whether youre actually in the meeting room or joining in fromthe other side of the world, you can work on each others content- marking and annotating it in real time.

Through Lyncs video application and SMARTs quality hardware,this solution offers customers a credible and arguably cheaper,

simpler to use alternative to expensive traditional videoconference systems.

How do I use this workbook?

This workbook is split into 2 sections:

Section 1:Todays Session

Section 2:Further Information

The first section is there to help you complete a series of activities thatyoure going to participate in today. The second provides you withuseful information for future reference.

We have allowed space for you to write notes throughout theworkbook whether you are using a printed or electronic version.

Finally, Steljes would like to thank you for taking part today andreminds you that this is an interactive session: the more you put intoit, the more youll get out of it.

Notes


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Objectives and Agenda

Objectives

By the end of todays enablement session you will:

Understand the products proposition

Have a good knowledge of its key features

Be aware of the current state of meeting room technologythats driving demand. Whats the problem and why is thissolution the answer?

Know who the key customer targets are

Understand why this solution outshines any competing technology

Have put everything youve learned today into practice through aseries of exercises

Have discussed with your Sales Manager how the solution fits inwith the priorities and targets of your organisation

Identify at least three clients who you think would benefit fromthis solution

State what practical steps youre going to take to begin aconversation with those clients regarding the SMART RoomSystem for Microsoft Lync.

Agenda

By the end of todays enablement session youwill have covered the following:

Part 1 Understanding the Background

Exercise 1:Your experience of meetings

Exercise 2:Identify opportunities

Part 2 Understanding the Proposition

Part 3- Understanding the Customer

Exercise 3:Elevator pitch

Exercise 4:Objection handling

Part 4- Understanding the Competition

Part 5 Whats in it for you?

Exercise 5: Your next steps

Exercise 6:How does it all fit in with your organisation

Notes


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The SMART Room System for Microsoft Lync - The opportunity

For this enablement we interviewed a series of senior executives from SMART Technologies, Microsoft and Steljes. We asked them about the factors which are driving demand for theSMART Room System for Microsoft Lync and the opportunities it creates. This is what they had to say:

There are a number of advantages for Microsoftin working with Steljes. Steljes has a tremendousunderstanding of the interactive technologymarketplace and that means weve been able tobring the SMART Room System for Microsoft Lync tomarket very, very quickly.

The opportunity for channel partners is to re-engineerthe customer conversation. Customers are talkingabout video technologies; theyre talking aboutcollaboration technologies and also interactivetechnologies: the SMART Room System for MicrosoftLync means that we can combine all of those differenttechnologies into one finished packaged solution.Ian WoolnerSolutions Sales Professional,Lync Unified CommunicationsMicrosoft

When I think about the concept of the SMARTRoom System for Microsoft Lync, I really have touse myself as an example. Ive been working for25 years. On average I work 40 hours a week, 50weeks a year. Typically I spend 25% of my time ina conference room setting. So, if you do the math,Ive spent around 8 years in a conference room! AndIm not convinced thats translated into 8 years ofproductivity.

What I get excited about is how we enable peoplearound the world to be equally productive and havetheir contributions equally recognised no matterwhere they are and not having to be shackled to ameeting room.Scott BrownPresident, EnterpriseSMART Technologies

Channel partners are vital to Steljes: theyre oursales force. We work very hard to develop long termrelationships that create profitable opportunities forboth us and our partners. One of those opportunitiesis the SMART Room System for Microsoft Lync itsa great product. It combines hardware and softwarethat meets 2 customer needs: it gets Lync intothe meeting room and improves the collaborationexperience. In terms of sales its a hugeopportunity.Martin LargeCEOSteljes


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What are the key messages?

There are a short series of key messages that are going to help yousell the SMART Room System for Microsoft Lync. Its important thatyou use this session to understand them and the impact they have foryour clients.

The key messages are:

There is a real need for this product. Meetings take up an evergreater proportion of the working day. Anything that canmake meetings more productive and efficient is a huge winfor enterprises.

This product brings Microsoft Lync into the meeting roomusing market leading whiteboard technology.

Its an integrated turnkey solution. All the components comefrom the one vendor. Hardware and software work seamlessly.

For the first time, this system allows colleagues, whetherattending in the room or remotely, to collaborate on content.

The video element provides a credible and arguably cheaperalternative to traditional expensive video conference systems.

Through a combination of factors the system makes meetingsmore efficient. Theyre easy to set up, easy to start (becauseno time is wasted checking different bits of equipment) andeasy to join.

This is a high quality product that looks the part in enterprisesettings. The interactive touch screen is highly responsive.

Key personnel you should be talking to Chief TechnologyOfficers, Chief Information Officers, IT Directors and FacilitiesManagers.

This product is only compatible with Lync 2013.

You should be targeting organisations already on 2013 orthose about to migrate from Lync 2010.

Notes


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We want you to think about the following:

What happens at the beginning of meetings how long do they take to get going?

What practical things prevent a meeting from starting on time?

And, in meetings with colleagues taking part via voice or video, how does technology help and how does it get in the way?

Exercise 1: Your experience of meetings Allocated time: 5 minutes

The following pages provide you with all you need to completethe session exercises.

Note:most of the information you need to complete theexercises is in the session film, so listen carefully.

Whats this exercise about?

There are a number of real business needs driving the demand forthis product. Meetings are often inefficient, taking a long time tostart and held back by technology rather than empowered by it.Remote colleagues taking part via audio or video conference canalso feel excluded and struggle to contribute effectively. We wantyou to discuss your own experience.

Note:This exercise isnt about how individuals behave inmeetings: the person who takes over, the person who keepsrepeating the same point, the person whos playing Angry Birdson their phone etc. Although this sort of thing is part of the

problem, for the purposes of this exercise we just want you tofocus on practical problems.

Please use the space on the right to make notes. You can typeinto the sections if you are using an electronic version of theworkbook.


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Exercise 2: Identify opportunities


By this stage youll have heard about the factors that are drivingbusiness demand for the SMART Room System for Microsoft Lync.Using that information, we want you to identify at least three

organisations from your client base who you think might benefitfrom this product.

We also want you to give your reasons for each. What is it aboutthis product and proposition that creates the opportunity? Forinstance:

Is it because your client is on Lync 2013 already?

Is it because you know that meetings involving remote workersare an essential part of what they do?

Is it because you know their meeting rooms are currently fittedout with many different components?

Is it something else?

Finally wed like you to quantify the scale of the opportunity.Estimate how many meeting rooms the organisation has.If youve no idea how would you find out?

The organisations What do you know about the organisationswhich lead you to believe this product wouldbe a benefit?

Number of meeting rooms

Allocated time: 15 minutes


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Exercise 3: Elevator pitch Allocated time: 20 minutes

NotesWhats this exercise about?

In this exercise you need to match everything youve learned sofar about the SMART Room System for Microsoft Lync to theneeds of a specific organisation. In this exercise its a fictional

enterprise: Forward Engineering.

This exercise is important because it gives you the opportunity topractice conversations with decision makers.

Your Sales Manager will ask you to create an elevator pitchfor either:

The Chief Technology Officer

The IT Director

The Facilities Manager

Once you have created your pitch youll have 5 minutes to present

it to the rest of the team and receive feedback.


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Exercise 4: Objection handling


No matter how good your pitch, clients will always haveobjections. In this exercise the objections are presented by actors.This is an opportunity to practice responses but also to match

different parts of the products functionality and proposition tothe customers individual need.

Your Sales Manager will ask you to be part of either Team Oneor Team Two. Once youve agreed your responses, youll presentthem to the other team and receive feedback.

After viewing the objections the following might be useful:

Objection Reminders:

Team One

Have you any idea the amount of money Ive invested in thekit weve already got? - CTO

Lync 2013? Its only three years down the line. It cant be thatmuch better can it? - IT Manager

We dont really have a problem with collaboration. We have ameeting, then we place any relevant documents on theinternal Y drive. - Facilities Manager

Team Two

Buddy, meetings are bad enough as it is How can anythingmake meetings better? - CTO

Im not convinced about the whole video thing, with a bogstandard conference call you can cover everything you need

- IT Manager

I really appreciate how SRS for Lync rationalises the meetingspace I really get that but a fixed camera?

- Facilities Manager


Objection 1

Objection 2

Objection 3


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Exercise 5: Your next steps


In the first part of the session we asked you to identify at least three clients who you think would benefit from this solution. Take the next five minutes to note down what practical steps youre going totake in order to start conversations with those clients regarding the SMART Room System for Microsoft Lync. You can either use this workbook or whatever opportunity capturing tool your organisation uses.


Customer name Action Deadline to complete action


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Exercise 6: Your organisation


In this part of the enablement youre going to discuss with your Sales Manager how the SMART Room System for Microsoft Lync fits in with the plans and targets of your organisation.If youve any question you want to raise, this is a good time to do it.

Further Support & Appendices

On the following pages are a series of support materials designed to support you sell the SMART Room System for Microsoft Lync.These materials and more can also be found at any time on the Steljes Edge accredited partner portal at portal: www.steljes.com/smartedgeYour sales manager will provide you with login details separately.

Once again, thank you for attending this session.

Notes



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SMART Room System for Microsoft Lync - Features and Benefits

Turnkey solution Pre-configured, all-in-one system

Feature

Each component has been specifically designed by SMART to meet Microsofts specifications for the Lync Room System. As it is a pre-configured system, it is a simpleinstallation, with a streamlined service and support process all from one manufacturer. All of the room system components are designed to work together. This createsa single integrated solution for audio, video and data collaboration that simplifies installation, support and ensures that the components function as a single system.

Benefit

Best audio

Best video

Best interaction

Best fit

Reduced TCO

Conference grade speakers

Table top microphones

Delivers clear audio, for capturing remote participants input, to everyone in the room saving time for repetition, preventing lack of clarity or negating the needfor interpretation.

Captures everyone in the room, sitting, standing or presenting so everyone can contribute and is heard clearly without bending over the microphone.Noise suppression algoritms are used to reduce any distractions from the target audio stream.

Ultra-wide angle camera

Room grade optics

Remote participants can view the whole room and each person, so the room dynamics, not just the individual, can be captured, making the experience inclusive.

Full HD resolution provides clear, crisp images so people can be viewed as clearly as if they were present in the room.

SMARTs expertise and legacy

Superior touch and ink controls

Control console

Proximity detection

SMART Technologies has been manufacturing and pioneering interactive collaboration technologies for over 20 years and has a wide portfolio of first-class solutionsspecifically designed for the Enterprise market. The SMART Room System has hundreds of patents that make it uniquely superior to anything else on the market, andensures that the user gains the ultimate return from their investment in a solution that delivers true collaboration on heightened levels. After all, it is the interactionbetween individuals and teams that is paramount in a meeting, and not the technology itself.

The quality of touch interaction is paramount and superior ink means clear notes can be made, without confusion when reviewing. The natural way of interacting withdigital content ensures users are encouraged to use the system and the automatic pen selection means it is effortless to use the display and non-intimidating for users.The SMART display automatically detects a finger or a pen wi thout special mode switches or buttons and allows users to erase ink on the display with their palm.

Control the system from the touch driven console to start the meeting, invite participants and manage the viewing and content on the screen. The console iseasily accessible from the table meaning efficient and simple running of meetings.

As the whole system turns on when you walk in the room, meetings start instantly meaning no complexity or time wasted. Users will automatically use the system,meaning adoption of the technology is quick. When there is nobody in the room, the system powers down for energy saving.

Small huddle to conference rooms

Standardised room configuration

From single 70, to the vast 84 and dual 70 configurations, the variety means customers can choose the best solution to fit each meeting space, or meetingscenario, from informal meeting spaces to the boardroom.

Each component has been specifically designed by SMART to meet Microsofts specifications for the Lync Room System. As it is a pre-configured system, it is a simpleinstallation, with a streamlined service and support process all from one manufacturer. All of the room system components are designed to work together. This createsa single integrated solution for audio, video and data collaboration that simplifies installation, support and ensures that the components function as a single system.

Works with all lighting conditions

Integrates directly with Microsoft System Centre

The anti-glare surface means that everyone can clearly see the screen and contents, regardless of light infiltration in the room. The camera features a 109 degree fieldof view (the largest available for a Lync Room System) allowing remote users to see the entire room without the need for pan/tilt/zoom functionality. It also reduceseye gaze, making remote and in-room participants feel as though they are looking each other in the eye.

Manage all of your assets with updates through Microsoft System Centre, for a simple and quick way of controlling your estate.


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How to sell the SMART Room System for Microsoft Lync

An integrated, turnkey solution that combines

touch-enabled displays, a High Definition video

camera, microphones and speakers with Microsoft

Lync software to enable rich audio, video and data

collaboration. The SMART Room System (SRS)is available in three sizes Small (70), Medium

(84) and Large (2 x 70). The SRS was designed

and manufactured by SMART in collaboration with

Microsoft. It consists of innovative features that

cannot be found in any other Lync Room System,

all developed with the goal of easily extending

Microsoft Lync into the meeting room.

Solution overview

Any organisation, in any industry vertical thatvalues real time, face-to-face collaboration

Organisations already using Lync who

want to extend Lync into the meeting room

Organisations considering collaboration as

a core strategy

Organisations that have a digital strategy

Organisations with a high percentage of

knowledge workers e.g. software engineers,

architects, engineers, scientists, accountants,

lawyers

Global or large organisations with many

meeting spaces

Buyers are strategic i.e. C Level (CIO, CTO,

CEO), and decision makers such as ITDirectors, IT Managers, Facilities Managers,

Operations Directors and Operations Managers

Audience target market / customer

Check the organisations strategy for a collaboration platform. If Lync proceed, if they are not considering Lync do not proceed.

Short-term wins will be those organisations considering wide deployment of Lync 2013 in the next 12 months or have already deployed

Lync 2013 and want to include it in meeting rooms.

Care should be taken with organisations using earlier versions of Lync or OSC as their timeframe for adoption will be slower.

Proactively engage if the Microsoft Account Manager is active as the organisation may be more likely to adopt the SRS if there is Microsoft

Account activity. If there is no Microsoft Account activity do not exclude but be aware of the adoption timeframe.

Do not engage if the end user is unaware or does not see the benefit of Lync, or does not understand what Lync actually is.

If the organisation is experiencing one or more pain points (see customer pains)

If the organisation is keen to deploy an easy to use collaboration solution throughout the organisation in a standardised way e.g. global

organisations or organisations with lots of knowledge workers.

Although the SRS can co-exist with most video conferencing systems, do not engage if a new, high cost, video conferencing solution

has been recently deployed. Always verify their collaboration platform and organisational needs first, SRS may integrate.

If the organisation has deployed Lync in depth i.e. Enterprise Voice or Video, this will be a good opportunity to engage regarding the SRS.

When to engage / When not to engage

Integrated solution: one supplier, simplified support Easy to use: consistent and familiar Lync experience

Low total cost of ownership

Works well under any room lighting

Fits to wall stand and cable raceway minimising costs on fabric changes

Right sizing for any room with different sizes available

Proximity detection: on entry the system automatically turns on and turns off when no movement is detected

Instant meeting start, with one touch

Wide angle camera allows users to see the whole room

Natural video conferencing reduces eye gaze and feels like a regular face-to-face meeting

Scalable for enterprise organisations

Object awareness: display detects a finger, palm or pen

Connects to SCOM for regular automatic updates

Central console: change screen layout, display presentation content and email notes at end of meeting

Best of breed experience to support all meeting room activities i.e. information sharing, problem solving and relationship meetings

Key features

Do I need Lync 2013?

Yes, if you want to enjoy the full Lync

room experience.

I have Lync 2010?The experience of the system on Lync 2010 is

not as feature-rich so we would recommend

that organisations are using or looking to deploy

Lync 2013.

Which server solution options are there?

There are on premises, Office 365 or hybrid

options. The SRS performance and functionality

will be different between these environments.

Customers will need to consider the wider

implications. Office 365 offers a suitable

solution for many environments but may not be

recommended for particular situations. In-house

server strategies may define the approach and

Hybrid will offer a balanced mix.

We have some old video conferencing

equipment, will it integrate?

Many items will integrate with SRS.

See www.smarttech.com for more information.

FAQ


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How to sell the SMART Room System for Microsoft Lync

Customer pains

Poor meeting room utilisation

Need to improve meeting room efficiency and

collaboration capabilities

Decision making processes are time consuming,

collaborative approach is required

Remote workforce (e.g. sales, technical) are not

engaged and access to expertise is difficult.

Face-to-face meetings are required.

Facilities costs and the costs of managing

meeting spaces are high. Need to reduce per

room costs.

Problems with effectively managing and booking

meeting spaces

Poor support of problem solving activities in

traditional video conferencing rooms

Unable to extend meeting room activities and

follow up beyond the meeting time to

improve productivity

Meetings spaces are not standardised.

Standardise on a single vendor throughout deployment

Low glare, etch glass screen, easy to write on

Pen tray offers invitation to interact

Superior audio with echo cancellation and conference speakers

Table microphones with touch mute, and a microphone within the camera

Camera gives complete room view, no need for pan, tilt, zoom

Best audio, best video, best fit, best value, best ROI

Comprehensive data interaction with two-way annotation

Participants can be seen and heard and interact with the content being discussedThey stay engaged and are able to fully contribute to the conversation

Full support from sole UK distributer

Differentiator SRP Pricing - Includes one year warranty, excludes delivery

Business benefits

Quality interactions with remote participants with

greater facial interpretation, expression and

body language

Increased meeting room usage

Save 1015 minutes per meeting

Quicker ROI

Achieve savings from a reduction in travel costs

All sectors benefit from improved credibility

by using a professional collaboration solution

Faster innovation, problem solving and

decision making

High adoption, interoperability and mobility

giving faster ROI

The only Lync Room System to support core

meeting activities information sharing, problem

solving and relationship meetings

Objection handling

I have a video conferencing solution in place, why should I change?

To improve room usage efficiency and collaboration.

How do I know it will work in my environment?

You can deploy a Proof of Concept solution, then purchase.

I dont have the budget, sounds expensive?

There are finance packages available, and lease and rental options.

I cant roll out the SRS across my organisation at the same time as I have a

recently purchased video conference estate.You can migrate the technology over time, maybe consider starting with themed

collaboration rooms for the SRS.

What about room structure?

We can do a site survey first to ensure your meeting room is suitable for the SRS.

SMART Room System Small 14, 749

SMART Room System Medium 18, 249

SMART Room System Large 21,749Wall stand for SRS-S and SRS-M 699

Wall stand for SRS-L 1,129

Also available:

Enhanced warranty to 3 years

Familiarisation and training modules

Leasing options

Proof of Concept service

Seed pricing for VIP customers

Additional resources

Comprehensive pre-sales support and rapid deployment

Rental and Proof of Concept services available

All content on www.steljes.com

SMART product detail on www.smarttech.com

Request channel partner accreditation onwww.steljes.com/smartedge/how-to-register

Gold and silver accreditation gives access to sales tools via the Steljes Partner Portal

Steljes Training Portal for channel and end users


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Competitive Comparison

Manufacturer Many are built by multiple vendors, requiringlonger setup times

Traditional Video Conferencing

Multiple vendors, with parts that werent originally designedto work together

Crestron

Single vendor, with parts that are designed and manufactured to work seamlessly together

SMART Room System

Displays

Camera

Console

Audio

Computer hardware

Not interactive. Many displays have no touch orpen capabilities.

Limited options, with single or dual 65 displays usinginferior interactive technology

Multiple options, with three sizes using 70 or 84 industry-leadinginteractive displays

Standard cameras, often provided by third-partiesand require manual pan, tilt and zoom controls

Consumer-grade webcam with extremely limited 90 field ofview that may miss people in the room

Conference grade HD camera with ultra-wide 109 field of view that captures everyone in theroom. No need for pan/tilt/zoom.

Many do not include consoles Sm al l 10 display that integrates wi th existi ng and extrem el ycostly Crestron environmental systems

Large 11.6 display that integrates with Microsoft Lync and allows users to easilycontrol meeting activity

Standard room speakers and third-partymicrophones. Many video conferencing systemssimply use external telephones.

Tabletop microphone not included (audio is throughcamera only). Inferior, non-conference grade sound bar.

Includes two tabletop microphones (with additional mics also available for purchase).Superior conference grade room speakers.

Not applicable for most video conference systems External PC must be mounted and painstakinglyinstalled separately

PC is embedded directly into the display and is ready to go right out of the box

Stand Not included with most video conferencingsystems. Displays must be wall-mounted.

Optional wall stand offers easy cable access and no wall reinforcement.Raceway keeps cables clutter-free.

Mobile-only optional stand. Displays must be mounted to thewall. Cabling is visible.

Unlike other meeting room options, all components in the SMART Room System for Microsoft Lync are manufactured and supported by one vendor, eliminating compatibility issues and reducingIT troubleshooting. See for yourself why the SMART Room System is the #1 selling Lync Room System, and a superior choice to competing room systems and traditional video conferencing solutions.


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Stage 1 - Questions Stage 3 - Stakeholders Stage 4 - GoalsStage 2 - Scenarios

How many meeting rooms are usedin your organisation?

What presentation equipment is used?

How effective are your meetings?

How is your organisation approachingcollaboration?

Where are you in that journey?

Are you using Microsoft Lync?If so, what version?

What features of Lync are being usedon a daily basis?

Do you have a remote workforce?

What plans do you have for officeredevelopment?

How many offices do you have?Where are they?

New to Lync, have no collaborationin place

Using a mixture of meeting room tools

Have plans to deploy Lync but notin action yet

Have got OCS and want to upgradeto Lync

Lync 2010 deployed with plans for Lync

2013

Lync 2010/2013 in place but only usingIM and calls

Fully deployed Lync 2013 but notin meeting rooms

Have other collaboration tools in place

Meeting room refresh being considered

Customer organisation

CLevel CIO, CTO, CEO etc

IT Director

IT Manager

Facilities Manager

Purchasing Manager

Lync Project Manager

Unified Communications specialists

Channel Partner organisation

Account Manager

Steljes

Account manager

Support contact

Vendor

SMART Account Manager

Microsoft Account Manager

Demonstration

Proof of Concept (POC)

Purchase

Volume

Rental

Lease

SMART Room System For Microsoft Lync Battlecard

Questions to ask; scenarios to consider; stakeholders to approach; goals


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Existing UCS or Lync 2010 Lync 2013 but no SMART Room SystemNew to Lync

Present benefits of collaboration

Highlight efficiencies and savingsof using Lync

Impact to email traffic

Assess meeting room usage

Office locations

Worker profiles

Migration plans to move to Lync 2013

Business drivers for upgrade

Define and assess dependencies

Key management goals

Lync Project Manager goals

SMART Room System integration in

corporate objectives

Refer to How to sell SMART Room Systemguide

Build SMART Room System business case

Present cost benefits

Review meeting room productivity

Existing deployment with Microsoftand/or Cisco

2. Accelerate timescales 3. Extend Lync with SMART Room System1. Develop new opportunity

Register opportunity with account teams

Make contact with all stakeholders

Prepare for demo / POC

Activate POC requirements

Confirm BANT

Send product information

Complete actions in 1

Review timescales with key stakeholders

Complete cost / benefit argumentsfor early adoption

Competitive assessment

Consider incentives to drivepurchasing behaviour

Complete actions in 2

Review degree of adoption

Brief decision makers on incentivesand benefits

Consider licence renewal as targetfor SMART Room System enhancement

Include mobile Lync client

Integrate with existing kit

Information gatheringand possible ways forward

Having established theposition of the prospect

What to do with the responses from the initial questions

SMART Room System For Microsoft Lync Battlecard


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Contact Us

Tel: 08450 758 758Email: [email protected]

www.steljes.com

SRS Sales Team Workbook

Documents

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