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Welcome to the Perfect Pitch

This session will start shortly
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What 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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Elevating the conversation
The Collaboration Story
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Webinar Housekeeping
45 minute session
If your using a telephone ensure you
enter the audio pin
Lines on mute, but ask questions using
the 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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Agenda and Objectives
Why 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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Poll Question
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Whats 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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Poll Question
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Poll Question
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What is TRUE collaboration?
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Visual Collaboration Solution
Inspired Collaboration Assessment
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Visual Collaboration Solution
Inspired 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 further
into the organisation
Helps to raise role to trusted
advisor
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Visual Collaboration Solution
Inspired 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 State
Inspired 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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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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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 3X
accelerated 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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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
Increasing
productivity to
improve sales
Increasing
productivity for
project management
Increasing
communication and
collaboration across
your organisation
Reducing carbon
emissions
Supporting remote
working 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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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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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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Visual Collaboration Solution
Our Proposition
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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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Visual Collaboration Solution
Our Proposition
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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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Visual Collaboration Solution
Our Proposition
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Collaborative
Spaces
Personal
Devices
UC&C
Cloud
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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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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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How we deliver the Proposition
Collaborative
Spaces
Personal
Devices
UC&C and
Cloud
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How we deliver the Proposition
Professional Services
Consulting, building the business
case for change, user groups,
solution specification, measures
for success, plan , POC
Collaborative
Spaces
Personal
Devices
UC&C and
Cloud
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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
Collaborative
Spaces
Personal
Devices
UC&C and
Cloud
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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
Collaborative
Spaces
Personal
Devices
UC&C and
Cloud
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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
Smartboards
and 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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Agenda and Objectives
Review
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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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Knowledge Check
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Resources
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Inspired Collaboration
Assessment
Next Level Blog
Solution Configurator
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Resources
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Inspired Collaboration
Assessment
Next Level Blog
Solution Configurator
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Resources
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Inspired Collaboration
Assessment
Next Level Blog
Solution Configurator
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Poll Question
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Action
What do you need to do next
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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 Webinar
Personal Collaboration Platform 30
th
September
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Questions
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Elevating the conversation
The Collaboration Story