SMART Room System for Microsoft Lync

Sales Enablement for Sales Teams

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Your session brieng

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

How do I use this workbook?

This workbook is split into 2 sections: Section 1: Todays Session Section 2: Further Information The rst section is there to help you complete a series of activities that youre going to participate in today. The second provides you with useful information for future reference. We have allowed space for you to write notes throughout the workbook whether you are using a printed or electronic version. Finally, Steljes would like to thank you for taking part today and reminds you that this is an interactive session: the more you put into it, the more youll get out of it.

Whats so innovative about it?

Using state-of-the-art interactive whiteboard technology, this product integrates Microsoft Lync into the meeting room for the rst time.

Why is that a big deal?

For many businesses, Lync is what they use to deliver unied communications and collaboration. It gives them video, voice, messaging and presence all in one package. In short if youre an enterprise that uses Lync, its central to your business. Its available on desktop, laptop, tablet and smartphone, but until the arrival of this product it hasnt been fully integrated into the meeting room. Given the huge number of meeting rooms in the UK, this solution presents you with a massive opportunity.

Notes

Is that it?
No, as youll be nding out through this enablement, theres a lot more. But two key things for you to bear in mind right now are: This product also delivers true collaboration. For the rst time, whether youre actually in the meeting room or joining in from the 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 video conference systems.

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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 technology thats driving demand. Whats the problem and why is this solution 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 a series of exercises Have discussed with your Sales Manager how the solution ts in with the priorities and targets of your organisation Identify at least three clients who you think would benet from this solution State what practical steps youre going to take to begin a conversation with those clients regarding the SMART Room System for Microsoft Lync. Part 2 Understanding the Proposition Part 3 - Understanding the Customer Exercise 3: Elevator pitch Exercise 4: Objection handling

Agenda
By the end of todays enablement session you will have covered the following: Part 1 Understanding the Background Exercise 1: Your experience of meetings Exercise 2: Identify opportunities

Notes

Part 4 - Understanding the Competition Part 5 Whats in it for you? Exercise 5: Your next steps Exercise 6: How does it all t in with your organisation

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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 the SMART Room System for Microsoft Lync and the opportunities it creates. This is what they had to say:

There are a number of advantages for Microsoft in working with Steljes. Steljes has a tremendous understanding of the interactive technology marketplace and that means weve been able to bring the SMART Room System for Microsoft Lync to market very, very quickly. The opportunity for channel partners is to re-engineer the customer conversation. Customers are talking about video technologies; theyre talking about collaboration technologies and also interactive technologies: the SMART Room System for Microsoft Lync means that we can combine all of those different technologies into one nished packaged solution.

When I think about the concept of the SMART Room System for Microsoft Lync, I really have to use myself as an example. Ive been working for 25 years. On average I work 40 hours a week, 50 weeks a year. Typically I spend 25% of my time in a conference room setting. So, if you do the math, Ive spent around 8 years in a conference room! And Im not convinced thats translated into 8 years of productivity. What I get excited about is how we enable people around the world to be equally productive and have their contributions equally recognised no matter where they are and not having to be shackled to a meeting room.

Channel partners are vital to Steljes: theyre our sales force. We work very hard to develop long term relationships that create protable opportunities for both us and our partners. One of those opportunities is the SMART Room System for Microsoft Lync its a great product. It combines hardware and software that meets 2 customer needs: it gets Lync into the meeting room and improves the collaboration experience. In terms of sales its a huge opportunity.

Martin Large
CEO Steljes

Ian Woolner

Solutions Sales Professional, Lync Unied Communications Microsoft

Scott Brown

President, Enterprise SMART Technologies

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What are the key messages?

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

Notes

The key messages are: There is a real need for this product. Meetings take up an ever greater proportion of the working day. Anything that can make meetings more productive and efcient is a huge win for enterprises.

This product brings Microsoft Lync into the meeting room using market leading whiteboard technology. Its an integrated turnkey solution. All the components come from the one vendor. Hardware and software work seamlessly. For the rst time, this system allows colleagues, whether attending in the room or remotely, to collaborate on content. The video element provides a credible and arguably cheaper alternative to traditional expensive video conference systems. Through a combination of factors the system makes meetings more efcient. Theyre easy to set up, easy to start (because no time is wasted checking different bits of equipment) and easy to join.

This is a high quality product that looks the part in enterprise settings. The interactive touch screen is highly responsive. Key personnel you should be talking to Chief Technology Ofcers, Chief Information Ofcers, IT Directors and Facilities Managers. This product is only compatible with Lync 2013. You should be targeting organisations already on 2013 or those about to migrate from Lync 2010.

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Exercise 1: Your experience of meetings

The following pages provide you with all you need to complete the session exercises. Note: most of the information you need to complete the exercises is in the session lm, so listen carefully.

Allocated time: 5 minutes

We want you to think about the following:

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

Whats this exercise about?

There are a number of real business needs driving the demand for this product. Meetings are often inefcient, taking a long time to start and held back by technology rather than empowered by it. Remote colleagues taking part via audio or video conference can also feel excluded and struggle to contribute effectively. We want you to discuss your own experience. meetings: the person who takes over, the person who keeps repeating the same point, the person whos playing Angry Birds on their phone etc. Although this sort of thing is part of the problem, for the purposes of this exercise we just want you to focus on practical problems. Please use the space on the right to make notes. You can type into the sections if you are using an electronic version of the workbook.
And, in meetings with colleagues taking part via voice or video, how does technology help and how does it get in the way? Note: This exercise isnt about how individuals behave in

What practical things prevent a meeting from starting on time?

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Exercise 2: Identify opportunities

Whats this exercise about?
By this stage youll have heard about the factors that are driving business 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 benet from this product. We also want you to give your reasons for each. What is it about this product and proposition that creates the opportunity? For instance: Is it because your client is on Lync 2013 already? Is it because you know that meetings involving remote workers are an essential part of what they do? Is it because you know their meeting rooms are currently tted out 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 nd out? The organisations What do you know about the organisations which lead you to believe this product would be a benet?

Allocated time: 15 minutes

Number of meeting rooms

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Exercise 3: Elevator pitch

Whats this exercise about?
In this exercise you need to match everything youve learned so far about the SMART Room System for Microsoft Lync to the needs of a specic organisation. In this exercise its a ctional enterprise: Forward Engineering. This exercise is important because it gives you the opportunity to practice conversations with decision makers. Your Sales Manager will ask you to create an elevator pitch for either: The Chief Technology Ofcer 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. Notes

Allocated time: 20 minutes

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Exercise 4: Objection handling

Whats this exercise about?
No matter how good your pitch, clients will always have objections. 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 to the customers individual need. Your Sales Manager will ask you to be part of either Team One or Team Two. Once youve agreed your responses, youll present them 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 the kit weve already got? - CTO Lync 2013? Its only three years down the line. It cant be that much better can it? - IT Manager We dont really have a problem with collaboration. We have a meeting, then we place any relevant documents on the internal Y drive. - Facilities Manager Team Two Buddy, meetings are bad enough as it is How can anything make meetings better? - CTO Im not convinced about the whole video thing, with a bog standard conference call you can cover everything you need - IT Manager I really appreciate how SRS for Lync rationalises the meeting space I really get that but a xed camera? - Facilities Manager Objection 2 Objection 1

Allocated time: 20 minutes

Objection 3

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Exercise 5: Your next steps

Whats this exercise about?

Allocated time: 5 minutes

In the rst part of the session we asked you to identify at least three clients who you think would benet from this solution. Take the next ve minutes to note down what practical steps youre going to take 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

Whats this exercise about?

Allocated time: 20 minutes

In this part of the enablement youre going to discuss with your Sales Manager how the SMART Room System for Microsoft Lync ts 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.

Notes

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/smartedge Your sales manager will provide you with login details separately. Once again, thank you for attending this session.

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SMART Room System for Microsoft Lync - Features and Benets

Feature Turnkey solution
Pre-congured, all-in-one system

Benet
Each component has been specically designed by SMART to meet Microsofts specications for the Lync Room System. As it is a pre-congured system, it is a simple installation, with a streamlined service and support process all from one manufacturer. All of the room system components are designed to work together. This creates a single integrated solution for audio, video and data collaboration that simplies installation, support and ensures that the components function as a single system. Delivers clear audio, for capturing remote participants input, to everyone in the room saving time for repetition, preventing lack of clarity or negating the need for 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. 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.

Best audio

Conference grade speakers Table top microphones

Best video

Ultra-wide angle camera Room grade optics

Best interaction

SMARTs expertise and legacy

SMART Technologies has been manufacturing and pioneering interactive collaboration technologies for over 20 years and has a wide portfolio of rst-class solutions specically designed for the Enterprise market. The SMART Room System has hundreds of patents that make it uniquely superior to anything else on the market, and ensures 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 interaction between 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 with digital 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 nger or a pen without 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 is easily accessible from the table meaning efcient 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.

Superior touch and ink controls

Control console Proximity detection

Best t

Small huddle to conference rooms Standardised room conguration

From single 70, to the vast 84 and dual 70 congurations, the variety means customers can choose the best solution to t each meeting space, or meeting scenario, from informal meeting spaces to the boardroom. Each component has been specically designed by SMART to meet Microsofts specications for the Lync Room System. As it is a pre-congured system, it is a simple installation, with a streamlined service and support process all from one manufacturer. All of the room system components are designed to work together. This creates a single integrated solution for audio, video and data collaboration that simplies installation, support and ensures that the components function as a single system.

Reduced TCO

Works with all lighting conditions

The anti-glare surface means that everyone can clearly see the screen and contents, regardless of light inltration in the room. The camera features a 109 degree eld of 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 reduces eye 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.

Integrates directly with Microsoft System Centre

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How to sell the SMART Room System for Microsoft Lync

Solution overview
An integrated, turnkey solution that combines touch-enabled displays, a High Denition 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.

When to engage / When not to engage

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 benet 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 rst, 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.

FAQ
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.

Audience target market / customer

Any organisation, in any industry vertical that values 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 IT Directors, IT Managers, Facilities Managers, Operations Directors and Operations Managers

Key features
Integrated solution: one supplier, simplied 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 nger, 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

Which server solution options are there? There are on premises, Ofce 365 or hybrid options. The SRS performance and functionality will be different between these environments. Customers will need to consider the wider implications. Ofce 365 offers a suitable solution for many environments but may not be recommended for particular situations. In-house server strategies may dene 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.

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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 efciency 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 difcult. 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.

Differentiator
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 t, best value, best ROI Comprehensive data interaction with two-way annotation Participants can be seen and heard and interact with the content being discussed They stay engaged and are able to fully contribute to the conversation Full support from sole UK distributer

SRP Pricing - Includes one year warranty, excludes delivery

SMART Room System Small SMART Room System Medium SMART Room System Large Wall stand for SRS-S and SRS-M Wall stand for SRS-L
Also available: Enhanced warranty to 3 years Familiarisation and training modules Leasing options Proof of Concept service Seed pricing for VIP customers

14, 749 18, 249 21,749 699 1,129

Business benets
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 benet 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 efciency 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 nance 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 rst to ensure your meeting room is suitable for the SRS.

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 on www.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
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 reducing IT 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.

Traditional Video Conferencing

Crestron

SMART Room System

Manufacturer Displays Camera Console Audio

Many are built by multiple vendors, requiring longer setup times Not interactive. Many displays have no touch or pen capabilities. Standard cameras, often provided by third-parties and require manual pan, tilt and zoom controls Many do not include consoles

Multiple vendors, with parts that werent originally designed to work together Limited options, with single or dual 65 displays using inferior interactive technology Consumer-grade webcam with extremely limited 90 eld of view that may miss people in the room Small 10 display that integrates with existing and extremely costly Crestron environmental systems Tabletop microphone not included (audio is through camera only). Inferior, non-conference grade sound bar.

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

Multiple options, with three sizes using 70 or 84 industry-leading interactive displays Conference grade HD camera with ultra-wide 109 eld of view that captures everyone in the room. No need for pan/tilt/zoom. Large 11.6 display that integrates with Microsoft Lync and allows users to easily control meeting activity Includes two tabletop microphones (with additional mics also available for purchase). Superior conference grade room speakers.

Standard room speakers and third-party microphones. Many video conferencing systems simply use external telephones.

Computer hardware Stand

Not applicable for most video conference systems

External PC must be mounted and painstakingly installed separately Mobile-only optional stand. Displays must be mounted to the wall. Cabling is visible.

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

Not included with most video conferencing systems. Displays must be wall-mounted.

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

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SMART Room System For Microsoft Lync Battlecard

Questions to ask; scenarios to consider; stakeholders to approach; goals
Stage 1 - Questions How many meeting rooms are used in your organisation? What presentation equipment is used? How effective are your meetings? How is your organisation approaching collaboration? Where are you in that journey? Are you using Microsoft Lync? If so, what version? What features of Lync are being used on a daily basis? Do you have a remote workforce? What plans do you have for ofce redevelopment? How many ofces do you have? Where are they? Lync 2010 deployed with plans for Lync 2013 Lync 2010/2013 in place but only using IM and calls Fully deployed Lync 2013 but not in meeting rooms Have other collaboration tools in place Meeting room refresh being considered Stage 2 - Scenarios New to Lync, have no collaboration in place Using a mixture of meeting room tools IT Director Have plans to deploy Lync but not in action yet Have got OCS and want to upgrade to Lync IT Manager Facilities Manager Purchasing Manager Lync Project Manager Unied Communications specialists Channel Partner organisation Account Manager Steljes Account manager Support contact Vendor SMART Account Manager Microsoft Account Manager Purchase Volume Rental Lease Stage 3 - Stakeholders Customer organisation CLevel CIO, CTO, CEO etc Stage 4 - Goals Demonstration Proof of Concept (POC)

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SMART Room System For Microsoft Lync Battlecard

What to do with the responses from the initial questions
New to Lync Present benets of collaboration Existing UCS or Lync 2010 Migration plans to move to Lync 2013 Business drivers for upgrade Build SMART Room System business case Dene and assess dependencies Impact to email trafc Key management goals Assess meeting room usage Lync Project Manager goals Ofce locations Worker proles SMART Room System integration in corporate objectives Existing deployment with Microsoft and/or Cisco Review meeting room productivity Present cost benets Lync 2013 but no SMART Room System Refer to How to sell SMART Room System guide

Information gathering and possible ways forward

Highlight efciencies and savings of using Lync

1. Develop new opportunity Register opportunity with account teams

2. Accelerate timescales Complete actions in 1 Review timescales with key stakeholders Complete cost / benet arguments for early adoption Competitive assessment

3. Extend Lync with SMART Room System

Complete actions in 2 Review degree of adoption Brief decision makers on incentives and benets Consider licence renewal as target for SMART Room System enhancement Include mobile Lync client Integrate with existing kit

Having established the position of the prospect

Make contact with all stakeholders Prepare for demo / POC Activate POC requirements Conrm BANT Send product information

Consider incentives to drive purchasing behaviour

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Contact Us
Tel: 08450 758 758 Email: info@steljes.co.uk
www.steljes.com

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