The Collaboration Story Perfect Pitch

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Transcript of The Collaboration Story Perfect Pitch

  • 1Welcome to the Perfect Pitch

    This session will start shortly

  • 2What is the Perfect Pitch?

    2

    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

  • 3Elevating the conversation

    The Collaboration Story

  • 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

  • 5Agenda and ObjectivesWhy spend the next 45 minutes with us

    5

    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

  • 6Poll Question

  • 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

  • 8Poll Question

  • 9Poll Question

  • 10

    What is TRUE collaboration?

    10

  • 11

    Visual Collaboration SolutionInspired Collaboration Assessment

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  • 12

    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

  • 13

    Visual Collaboration SolutionInspired Collaboration Assessment

    13

    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

  • 14

    5 Levels of the Maturity StateInspired Collaboration Assessment

    14

  • 15

    What next?

    15

  • 16

    Chat Question

    What are customers doing today

    which may indicate that they may benefit from

    visual collaboration solutions?

  • 17

    The Market Opportunity

    17

    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%

  • 18

    The Value of Collaboration

    18

    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

  • 19

    Is this relevant for all organisations?Enterprise and the Public Sector

    19

    AEC FINANCE TRAINING

    MID SIZED ORGANISATIONS

    PUBLIC SECTOR

  • 20

    Is this relevant for all organisations?Key Drivers

    20

    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

  • 21

    Why should you care?Or speak to your customers about this?

    21

    IMPROVE PRODUCTIVITY

    MAKE FASTER DECISIONS

    INCREASE INNOVATION

  • 22

    Why are customers hesitating?

    22

    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

  • 23

    8 Principles of Successful

    Collaboration

    23

    Building and Workspace Information & Communication Technology

    Organisations and People

    Infra-structure

    Behaviour Process

  • 24

    Visual Collaboration Solution Our Proposition

    24

    Collaboration can happen anywhere

    BREAKOUT ZONE

    EXECUTIVE

    OFFICE

    BOARDROOM

    DESKTOP SPACE

    MEETING ROOM

    TELEPRESENCE ROOM

    RECEPTION

    CORRIDOR

    STAIRS

  • 25

    Visual Collaboration Solution Our Proposition

    25

    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

  • 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

  • 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

  • 28

    Visual Collaboration Solution Our Proposition

    28

    CollaborativeSpaces

    Personal Devices

    UC&CCloud

  • 29

    Collaboration enabled anywhere

    29

    Personal

    Who

    Use Case

    -Dispersed teams-Remote workers-Knowledge workers

    -Data Collaboration when working remotely-Meeting Preparation-Post-meeting work

  • 30

    Collaboration enabled anywhere

    30

    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

  • 31

    Collaboration enabled anywhere

    31

    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

  • 32

    Collaboration enabled anywhere

    32

    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

  • 33

    Visual Collaboration Proposition

  • 34

    Visual Collaboration Proposition

  • 35

    Visual Collaboration Proposition

    Personal Collaboration

    Platforms Meeting Pro Personal software

  • 36

    Visual Collaboration Proposition

    Voice, Video and Data

    Collaboration Systems

    Personal Collaboration

    Platforms Meeting Pro Personal software

    SMART Room Systems

  • 37

    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

  • 38

    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

  • 39

    How we deliver the Proposition

    CollaborativeSpaces

    Personal Devices

    UC&C andCloud

  • 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

  • 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

  • 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

  • 43

    Competitive Landscape

    43

    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

  • 44

    How Does SMART Fit?Visual collaboration is important

    44

    CONSISTENT software platform that can

    launch and support all collaboration scenarios

    EASY TO USE interactive solutions

    PURPOSE BUILT for rich data and content

    collaboration

  • 45

    Agenda and ObjectivesReview

    45

    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

  • 46

    Knowledge Check

  • 47

    Resources

    47

    Inspired Collaboration

    Assessment

    Next Level Blog

    Solution Configurator

  • 48

    Resources

    48

    Inspired Collaboration

    Assessment

    Next Level Blog

    Solution Configurator

  • 49

    Resources

    49

    Inspired Collaboration

    Assessment

    Next Level Blog

    Solution Configurator

  • 50

    Poll Question

  • 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

  • 52

    Questions

  • 53

    Elevating the conversation

    The Collaboration Story