The Collaboration Story Perfect Pitch
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Transcript of The Collaboration Story Perfect Pitch
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1Welcome to the Perfect Pitch
This session will start shortly
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2What is the Perfect Pitch?
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The ability, by any sales rep, to systematically
deliver a personalised,
one-to-one customer experience
Executing sales enablement
leads to increased revenue per sales rep,
it leads to competitive differentiation,
it leads to higher customer satisfaction
and lower churn rates
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3Elevating the conversation
The Collaboration Story
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4Webinar Housekeeping
45 minute session
If your using a telephone ensure you enter the audio pin
Lines on mute, but ask questions usingthe chat field
Youll be asked to respond to pop-up polling questions
There will be a knowledge check so please pay attention
Technical difficulties call: 0800 404 9279
Minimise the grab bar and click on the full screen button
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5Agenda and ObjectivesWhy spend the next 45 minutes with us
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By the end of this session, you will gain a good understanding of:
The marketplace
Who is embracing collaboration and why
How engineering a new perspective on collaboration can help us position against the competition
An introduction to our corporate propositions
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6Poll Question
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7Whats in it for me?
You get a greater wallet share of your customers budget you can sell a set of solutions including; professional services, warranty and
recurring software revenue
You build longer and deeper relationships with your customers
You can access new areas of the customer buying team with the new
collaboration conversations you will be having
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8Poll Question
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9Poll Question
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What is TRUE collaboration?
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Visual Collaboration SolutionInspired Collaboration Assessment
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Visual Collaboration SolutionInspired Collaboration Assessment
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Why should you use it?
Elevates the conversation beyond product
Accelerates the demo process, as you assess needs before
Enables a personalised demo experience
Allows you to penetrate furtherinto the organisation
Helps to raise role to trusted advisor
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Visual Collaboration SolutionInspired Collaboration Assessment
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Why do customers benefit?
Allows them to get an objective viewpoint, tailor-made
Challenges their current perspective, plan , goal
Encourages them to think holistically and strategically
They can compare to other organisations in the same industry
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5 Levels of the Maturity StateInspired Collaboration Assessment
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What next?
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Chat Question
What are customers doing today
which may indicate that they may benefit from
visual collaboration solutions?
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17
The Market Opportunity
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Whats happening in the marketplace?
UC&C market up 27% from 1 year ago
What are the global trends?
Mobility, Cloud, Collaboration, Conferencing, BYOD, Virtualization
What are leading market analysts, predicting or saying?
Forecast revenue to 3% Compound Annual Growth from 2013-18
27%
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18
The Value of Collaboration
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70% of workers today say they
waste up to 15
minutes just looking
for a meeting space
~ Turnstone
39% of workers feel that people in
their organization
do not collaborate
enough ~
Microsoft
Failing to implement
collaboration
technology makes
employees 15
20% less productive ~ Halo
Business Intelligence
Enhanced collaboration
means up to 3Xaccelerated rates of
innovation, reduced
decision-making time
by 50% and doubled productivity~ SMART
Technologies
Organizations
combining technology,
services and best
practices are up to 5X more likely to gain
positive impact on
business outcomes ~
Fillgree/SMART
What are the greatest benefits of deploying social and
collaborative tools? Percentage of respondents said:
Reduce travel cost & meeting time (56%)
Faster decision-making (53%)
More creative & innovative ways to work (47%)
~ ESG Social Enterprise Adoption Trends, June 2012
82% of knowledge workers feel they need to partner up with others
throughout the workday to get work
done ~ Turnstone
In Europe, 37% of respondents said the use
of social tools has
increased productivity and
29% credited these tools to greater collaboration in
the workplace ~ Microsoft
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Is this relevant for all organisations?Enterprise and the Public Sector
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AEC FINANCE TRAINING
MID SIZED ORGANISATIONS
PUBLIC SECTOR
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20
Is this relevant for all organisations?Key Drivers
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59%
37% 38%
70%
45%
52%
0%
10%
20%
30%
40%
50%
60%
70%
80%
Reduction of travel &hotel costs
Increasingproductivity toimprove sales
Increasingproductivity for
project management
Increasingcommunication andcollaboration across
your organisation
Reducing carbonemissions
Supporting remoteworking and new
flexible work styles
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Why should you care?Or speak to your customers about this?
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IMPROVE PRODUCTIVITY
MAKE FASTER DECISIONS
INCREASE INNOVATION
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Why are customers hesitating?
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Change management Cultural fit Lack of understanding of where it embeds in
the workspace
Adoption
No assigned budget Project based procurement Disaggregated purchasing budget-holders /
depts
Procurement
Legacy
Legacy technology Past experience Making do
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8 Principles of Successful
Collaboration
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Building and Workspace Information & Communication Technology
Organisations and People
Infra-structure
Behaviour Process
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24
Visual Collaboration Solution Our Proposition
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Collaboration can happen anywhere
BREAKOUT ZONE
EXECUTIVE
OFFICE
BOARDROOM
DESKTOP SPACE
MEETING ROOM
TELEPRESENCE ROOM
RECEPTION
CORRIDOR
STAIRS
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25
Visual Collaboration Solution Our Proposition
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Collaboration can happen anywhere
INFORMAL SPACE
EXECUTIVE
OFFICE
BOARDROOM
DESKTOP SPACE
MEETING ROOM
TELEPRESENCE ROOM
AD-HOC
Occurs in a moment of
opportunity
One person seeks advice,
information or confirmation
with another
BREAKOUT ZONE
EXECUTIVE
OFFICE
BOARDROOM
DESKTOP SPACE
MEETING ROOM
TELEPRESENCE ROOM
RECEPTION
CORRIDOR
STAIRS
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26
Visual Collaboration Solution Our Proposition
26
Collaboration can happen anywhere
INFORMAL SPACE
EXECUTIVE
OFFICE
BOARDROOM
DESKTOP SPACE
MEETING ROOM
TELEPRESENCE ROOM
ACTIVITY
CENTRIC
Focus on the steps that
occur in a business activity
Episodic basis
Consulting, preparing
BREAKOUT ZONE
EXECUTIVE
OFFICE
BOARDROOM
DESKTOP SPACE
MEETING ROOM
TELEPRESENCE ROOM
RECEPTION
CORRIDOR
STAIRS
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27
Visual Collaboration Solution Our Proposition
27
Collaboration can happen anywhere
INFORMAL SPACE
EXECUTIVE
OFFICE
BOARDROOM
DESKTOP SPACE
MEETING ROOM
TELEPRESENCE ROOM
FORMAL
Implementation of a
specific approach for
directions, activities or
choices
Delivering both optimised
and standardised
workflows
Recording and
documenting
BREAKOUT ZONE
EXECUTIVE
OFFICE
BOARDROOM
DESKTOP SPACE
MEETING ROOM
TELEPRESENCE ROOM
RECEPTION
CORRIDOR
STAIRS
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28
Visual Collaboration Solution Our Proposition
28
CollaborativeSpaces
Personal Devices
UC&CCloud
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29
Collaboration enabled anywhere
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Personal
Who
Use Case
-Dispersed teams-Remote workers-Knowledge workers
-Data Collaboration when working remotely-Meeting Preparation-Post-meeting work
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Collaboration enabled anywhere
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Personal
Who
Use Case
-Dispersed teams-Remote workers-Knowledge workers
-Content Collaboration when working remotely-Meeting Preparation-Post-meeting work
-Dispersed teams / multiple stakeholders-Senior management / execs-Multi-faceted collaboration
-Information sharing/ broadcast / reporting-Relationship meetings-Formal, pre-planned
Structured
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Collaboration enabled anywhere
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Personal Working spaces
Who
Use Case
-Dispersed teams-Remote workers-Knowledge workers
-Content Collaboration when working remotely-Meeting Preparation-Post-meeting work
-Dispersed teams / multiple stakeholders-Senior management / execs-Multi-faceted collaboration
-Information sharing/ broadcast / reporting-Relationship meetings-Formal, pre-planned
-Project teams-Knowledge workers-Agile workers
Structured
-Project management-Process management-Creative meetings-Working with specific apps
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Collaboration enabled anywhere
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Personal Working spaces Unstructured
Who
Use Case
-Dispersed teams-Remote workers-Knowledge workers
-Content Collaboration when working remotely-Meeting Preparation-Post-meeting work
-Dispersed teams / multiple stakeholders-Senior management / execs-Multi-faceted collaboration
-Information sharing/ broadcast / reporting-Relationship meetings-Formal, pre-planned
-Project teams-Knowledge workers
-Ad-hoc / spontaneous users-Smartphone users-Audio conference users
Structured
-Brainstorming-Capturing basic whiteboard notes
-Project management-Process management-Creative meetings-Working with specific apps
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Visual Collaboration Proposition
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Visual Collaboration Proposition
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35
Visual Collaboration Proposition
Personal Collaboration
Platforms Meeting Pro Personal software
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Visual Collaboration Proposition
Voice, Video and Data
Collaboration Systems
Personal Collaboration
Platforms Meeting Pro Personal software
SMART Room Systems
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Visual Collaboration Proposition
Voice, Video and Data
Collaboration Systems
Interactive Digital
Workspaces
Personal Collaboration
Platforms Meeting Pro Personal software
SMART Room Systems
SMART interactive displays
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Visual Collaboration Proposition
Voice, Video and Data
Collaboration Systems
Interactive Digital
Workspaces
Digital Capture
Personal Collaboration
Platforms Meeting Pro Personal software
SMART Room Systems
SMART interactive displays
SMART kapp
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39
How we deliver the Proposition
CollaborativeSpaces
Personal Devices
UC&C andCloud
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40
How we deliver the Proposition
Professional Services
Consulting, building the business case for change, user groups,
solution specification, measures for success, plan , POC
CollaborativeSpaces
Personal Devices
UC&C andCloud
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41
How we deliver the Proposition
Professional Services
Consulting, building the business case for change, user groups,
solution specification, measures for success, plan , POC
Deployment Services
Work with resellers, installation services, global services,
technical support, integration
CollaborativeSpaces
Personal Devices
UC&C andCloud
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42
How we deliver the Proposition
Professional Services
Consulting, building the business case for change, user groups,
solution specification, measures for success, plan , POC
Deployment Services
Work with resellers, installation services, global services,
technical support, integration
Support Services
Adoption services, training, consultancy, technical support,
warranty, software maintenance
CollaborativeSpaces
Personal Devices
UC&C andCloud
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43
Competitive Landscape
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Broadcast Collaborative
Few people
Many People
Webinars
Traditional videoconferencing
Email
Instant Messaging
Immersive Video
(telepresence)
Traditional Smartboards
Traditional whiteboards
Smartboardsand Lync Meeting
Video Conferencing and Content
Sharing
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How Does SMART Fit?Visual collaboration is important
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CONSISTENT software platform that can
launch and support all collaboration scenarios
EASY TO USE interactive solutions
PURPOSE BUILT for rich data and content
collaboration
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45
Agenda and ObjectivesReview
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By the end of this session, you will gain a good understanding of:
The marketplace
Who is embracing collaboration and why
How engineering a new perspective on collaboration can help us position against the competition
An introduction to our corporate propositions
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46
Knowledge Check
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47
Resources
47
Inspired Collaboration
Assessment
Next Level Blog
Solution Configurator
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48
Resources
48
Inspired Collaboration
Assessment
Next Level Blog
Solution Configurator
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49
Resources
49
Inspired Collaboration
Assessment
Next Level Blog
Solution Configurator
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50
Poll Question
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51
ActionWhat do you need to do next
51
Start talking collaboration to your customers; use the Inspired Collaboration Assessment
to assess where they are in their collaboration journey
Access the resources provided to you to help you sell
Ensure you attend the next Perfect Pitch WebinarPersonal Collaboration Platform 30th September
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Questions
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53
Elevating the conversation
The Collaboration Story