Jabra Business Solutions

Transcription

1 Jabra Business Solutions Stef Verbraeken, Jabra / GN Netcom Your Lync Hardware Distribution Partner Making Lync Simpler and More Profitable

2 Your Lync Hardware Distribution Partner Making Lync Simpler and More Profitable

3 JABRA, OUR ROOTS?

4 140 YEARS EXPERIENCE BASED ON INNOVATION Established in 1869 as a telegraph company Headquartered in Denmark Subsidiaries in more than 70 countries. 4,800 employees globally / 900 in Business Solutions R&D in Denmark, Production in China. JABRA CONSUMER SOLUTIONS Headsets, speakerphones and other devices for consumer markets. Communication. Conversation. Music. Entertainment. JABRA BUSINESS SOLUTIONS Professional headsets and speakerphones for contact centers and offices. Communication. Collaboration. Multitasking. Mobility. GN RESOUND Hearing instruments for consumers & professionals. Communication. Quality of life.

5 JABRA S BENELUX TEAM FOR SUPPORT! Monique Godthelp, Marketing Manager Benelux Michiel Struycken, Regional Manager Benelux Jasper van den Heuvel, TAM Glenn Tjebbes, BDM Benelux Stef Verbraeken, Sales Manager BeLux Highly motivated, dynamic and flexible team Dedicated BDM / High-Touch Account Manager to corporate end-users & for on-site support: Presentations Live demo s Support on matching the right headset to the user profile(s) Full support with regard to RFP s and RFQ s After sales support and trouble shooting General support on connectivity, solutions and product updates Training of sales (support) and engineers We re all here to fulfill your needs in terms of headset support!!!

6 MARKET TRENDS THAT GROW OUR B2B OPPORTUNITY

7 ENTERPRISE MOBILITY: Anywhere, anytime access to core data & services through multiple communication devices. The freedom of movement that wireless headsets offer, coupled with the growing demand for mobility solutions, is significantly boosting productivity and headset adoption in the enterprise..

8 CONSUMERIZATION OF INFORMATION TECHNOLOGY: Young and tech-savvy professionals demand adoption of latest technologies and devices (BYOD). Social media blends with Corporate communication solutions. A whole generation of young people growing up with these new technologies and media is going to be tomorrow s workforce.

9 SHIFT TOWARD SOFTWARE- BASED COMMUNICATIONS: UC vendors such as Microsoft drive the adoption of advanced UC clients in the enterprise space. Jabra is committed to this culture change and only uses softphones internally. Jabra s successful no hard phone implementation serves as an ROI case study.

10 HEADSET PROCUREMENT GOES ICT: Traditionally, the telecom department was responsible for purchasing headsets. The IT department has taken over the responsibility. IT owns the corporate communication infrastructure, devices and services roadmap.

11 WHAT IS A HEADSET?

12 A HEADSET IS MORE THAN A: SET WHICH YOU PUT ON YOUR HEAD General definition: Hands-free audio device that bridges the gap between the user and her/his communication platform 1 METER VENDOR INTEGRATION DESIGN QUALITY/USABILITY MULTI-USE SOLUTION FOR EVERY USER/BUDGET!!! THE POWER OF CONVERSATION!!!

13 FOUR REASONS TO COMMUNICATE USING A HEADSET EFFICIENCY ACOUSTICS ERGONOMICS FLEXIBILITY

14 THE DIFFERENCE BETWEEN A PIECE OF PLASTIC AND A PROFESSIONAL HEADSET!

15 What are car manufacturers doing today? 15

16 What is Jabra doing today: Stress tests

17 What is Jabra doing today: Anechoic Chamber tests 17

18 What is Jabra doing today: Reverb/Diffuse Field Chamber tests 18

19 What is Jabra doing today: IEC Listening Room tests 19

20 What is Jabra doing today: Automotive environment tests 20

21 Better sound with newest Noise Blackout Tech. Digital Signal Processors and Dual Noise Blackout Two microphones detect direction of distortion and background noise. The adequate signal from the mouth will be amplified and transmitted only! -Mic. 1: voice Mic. 2: transmission + distortion - distortion = voice 1 2 Listen to the difference: PRO GO PRO GO w/o Noise Blackout with Noise Blackout 21

22 FULL AUDIO EXPERIENCE.. IT S LIKE BEING THERE Digital sound in true wideband quality Traditional phone (narrowband frequency 300-3,400Hz) Wideband sound (wideband frequency 150-6,800Hz) Traditional phone Wideband IP phone 0 Hz 300 Hz 3400 Hz 6800 Hz 150 Hz

23 IN OTHER WORDS QUALITY... 23

24 BUT PEOPLE AND OFFICES ARE DIFFERENT

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33 INCREASED EFFICIENCY More efficiency Better ergonomics More flexibility other 15 4 Source: A productivity study involving employees from 100 companies in a wide variety of industries True hands-free communication Increased benefits of CTI, UC and VOIP Demonstrated Return On Investment - ROI

34 LET S TRY TO SELL HEADSETS AS A TAILOR-MADE SOLUTIO 34

35 CALL FOR ACTION Involve the user at an early stage, she/he will make or break the adoption of the project

36 MODERN PROFESSIONALS WANT CHOICE Mobile centric Office centric Desk centric Telephone types

37 JABRA S PRODUCT PORTFOLIO DESK CENTRIC OFFICE CENTRIC MOBILE CENTRIC BEST Jabra BIZ 2400 USB Jabra PRO 9700 Series Jabra Motion+ UC BETTER Jabra GN2000 USB Jabra PRO TM 9450 Jabra GO Motion 6430 UC GOOD Jabra BIZ 620 USB Jabra UC VOICE TM 750 UC VOICE TM 250 Pro 930 USB Jabra Supreme GO 660 Jabra DIAL 520 USB Jabra SPEAK 410/510

38 WHAT S IN IT FOR YOU? WHAT SUPPORT CAN JABRA GIVE YOU AND YOUR CUSTOMER TO SELL AND TO MANAGE IT.

39 WHAT S IN STORE FOR YOU? Simple value proposition Very fair margin share UC-growth drives demand for Jabra devices Danish design increases user adoption High quality headsets A solution for every one s budget A solution for every user profile Additional revenue (cross selling) Win new customers with HS as door opener Strategic alliances with all the key vendors And last but not least You will enable your customer to increase efficiency and become more productive!

40 SPECIFIC TOOL: JABRA BUSINESS APP.

41 SPECIFIC TOOL: JABRA XPRESS WHAT CAN JABRA XPRESS DO? Jabra Xpress is an on-line tool that can create software packages for remote update, configurations and asset management of Jabra USB devices. A package can include: Device firmware Single Jabra PC Suite components Headset asset management component Remote device configuration

42 DEPLOYMENT AND ASSET MANAGEMENT XPRESS MICROSITE 1 Customize MSI file with Value Pack 3 for Jabra PRO 9470 and Jabra GO Download MSI package to corporate deployment server Extracting MSI package and updating headset Company DEPLOYM. SERVER Schedule deployment of MSI package MS SCCM, Tivoli, Active Directories, Group Policies, etc. PC s return the following information: - Jabra product Name & ID - Serial number (if available in device) - Firmware version (of base) - Configuration timestamp

43 PRODUCT IMPRESSIONS

44 PRODUCT IMPRESSIONS Yellow line = On hold Pro 9470 Pro 930 Lync / Pro 920 Green line = active. Lync and mobile merged DECT

45 PRODUCT IMPRESSIONS BIZ 2400 Speak 510 Motion UC(+) and Supreme UC

46 SUMMARY

47 TIPS AND TRICKS 1: ACQUISITION Identify and profile potential customers Approach your customers actively & be prepared, don t wait until they come to you Approach with the right strategy (Key Account Management vs broad acquisition) Choose the right bait, talk in benefits Match the headset to the user profile 47 47

48 TIPS AND TRICKS 1.2: ACQUISITION The bait is supposed to attract the fish, not the fisherman. Try to talk in benefits! How does this feature help you to find new customers and upsell? Forget features and product references

49 TIPS AND TRICKS 2: THERE IS NO ONE-SIZE FITS ALL! size design physical operation acoustics Flexible wearing styles perfect fit flexible parts weight durability compatibility features intuitive operation & launch Range power consumption density weight radiation Match headset to user profile

50 LET S HAVE SUCCESS AND FUN WITH THIS BUSINESS And now...it s up to you!