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SMART Room System for Microsoft LyncSales Enablement for Sales Teams
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Your session briefing
Welcome to todays sales enablement brought to you by technologydistributor, Steljes. This session is about a unique and innovativeproduct: the SMART Room System for Microsoft Lync.
Whats so innovative about it?
Using state-of-the-art interactive whiteboard technology, this productintegrates Microsoft Lync into the meeting room for the first time.
Why is that a big deal?
For many businesses, Lync is what they use to deliver unifiedcommunications and collaboration. It gives them video, voice,messaging and presence all in one package. In short if youre anenterprise that uses Lync, its central to your business.
Its available on desktop, laptop, tablet and smartphone, but until thearrival of this product it hasnt been fully integrated into the meeting
room. Given the huge number of meeting rooms in the UK, thissolution presents you with a massive opportunity.
Is that it?
No, as youll be finding out through this enablement, theres a lotmore. But two key things for you to bear in mind right now are:
This product also delivers true collaboration. For the first time,whether youre actually in the meeting room or joining in fromthe 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 videoconference systems.
How do I use this workbook?
This workbook is split into 2 sections:
Section 1:Todays Session
Section 2:Further Information
The first section is there to help you complete a series of activities thatyoure going to participate in today. The second provides you withuseful information for future reference.
We have allowed space for you to write notes throughout theworkbook whether you are using a printed or electronic version.
Finally, Steljes would like to thank you for taking part today andreminds you that this is an interactive session: the more you put intoit, the more youll get out of it.
Notes
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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 technologythats driving demand. Whats the problem and why is thissolution 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 aseries of exercises
Have discussed with your Sales Manager how the solution fits inwith the priorities and targets of your organisation
Identify at least three clients who you think would benefit fromthis solution
State what practical steps youre going to take to begin aconversation with those clients regarding the SMART RoomSystem for Microsoft Lync.
Agenda
By the end of todays enablement session youwill have covered the following:
Part 1 Understanding the Background
Exercise 1:Your experience of meetings
Exercise 2:Identify opportunities
Part 2 Understanding the Proposition
Part 3- Understanding the Customer
Exercise 3:Elevator pitch
Exercise 4:Objection handling
Part 4- Understanding the Competition
Part 5 Whats in it for you?
Exercise 5: Your next steps
Exercise 6:How does it all fit in with your organisation
Notes
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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 theSMART Room System for Microsoft Lync and the opportunities it creates. This is what they had to say:
There are a number of advantages for Microsoftin working with Steljes. Steljes has a tremendousunderstanding of the interactive technologymarketplace and that means weve been able tobring the SMART Room System for Microsoft Lync tomarket very, very quickly.
The opportunity for channel partners is to re-engineerthe customer conversation. Customers are talkingabout video technologies; theyre talking aboutcollaboration technologies and also interactivetechnologies: the SMART Room System for MicrosoftLync means that we can combine all of those differenttechnologies into one finished packaged solution.Ian WoolnerSolutions Sales Professional,Lync Unified CommunicationsMicrosoft
When I think about the concept of the SMARTRoom System for Microsoft Lync, I really have touse myself as an example. Ive been working for25 years. On average I work 40 hours a week, 50weeks a year. Typically I spend 25% of my time ina conference room setting. So, if you do the math,Ive spent around 8 years in a conference room! AndIm not convinced thats translated into 8 years ofproductivity.
What I get excited about is how we enable peoplearound the world to be equally productive and havetheir contributions equally recognised no matterwhere they are and not having to be shackled to ameeting room.Scott BrownPresident, EnterpriseSMART Technologies
Channel partners are vital to Steljes: theyre oursales force. We work very hard to develop long termrelationships that create profitable opportunities forboth us and our partners. One of those opportunitiesis the SMART Room System for Microsoft Lync itsa great product. It combines hardware and softwarethat meets 2 customer needs: it gets Lync intothe meeting room and improves the collaborationexperience. In terms of sales its a hugeopportunity.Martin LargeCEOSteljes
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What are the key messages?
There are a short series of key messages that are going to help yousell the SMART Room System for Microsoft Lync. Its important thatyou use this session to understand them and the impact they have foryour clients.
The key messages are:
There is a real need for this product. Meetings take up an evergreater proportion of the working day. Anything that canmake meetings more productive and efficient is a huge winfor enterprises.
This product brings Microsoft Lync into the meeting roomusing market leading whiteboard technology.
Its an integrated turnkey solution. All the components comefrom the one vendor. Hardware and software work seamlessly.
For the first time, this system allows colleagues, whetherattending in the room or remotely, to collaborate on content.
The video element provides a credible and arguably cheaperalternative to traditional expensive video conference systems.
Through a combination of factors the system makes meetingsmore efficient. Theyre easy to set up, easy to start (becauseno time is wasted checking different bits of equipment) andeasy to join.
This is a high quality product that looks the part in enterprisesettings. The interactive touch screen is highly responsive.
Key personnel you should be talking to Chief TechnologyOfficers, Chief Information Officers, IT Directors and FacilitiesManagers.
This product is only compatible with Lync 2013.
You should be targeting organisations already on 2013 orthose about to migrate from Lync 2010.
Notes
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We want you to think about the following:
What happens at the beginning of meetings how long do they take to get going?
What practical things prevent a meeting from starting on time?
And, in meetings with colleagues taking part via voice or video, how does technology help and how does it get in the way?
Exercise 1: Your experience of meetings Allocated time: 5 minutes
The following pages provide you with all you need to completethe session exercises.
Note:most of the information you need to complete theexercises is in the session film, so listen carefully.
Whats this exercise about?
There are a number of real business needs driving the demand forthis product. Meetings are often inefficient, taking a long time tostart and held back by technology rather than empowered by it.Remote colleagues taking part via audio or video conference canalso feel excluded and struggle to contribute effectively. We wantyou to discuss your own experience.
Note:This exercise isnt about how individuals behave inmeetings: the person who takes over, the person who keepsrepeating the same point, the person whos playing Angry Birdson their phone etc. Although this sort of thing is part of the
problem, for the purposes of this exercise we just want you tofocus on practical problems.
Please use the space on the right to make notes. You can typeinto the sections if you are using an electronic version of theworkbook.
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Exercise 2: Identify opportunities
Whats this exercise about?
By this stage youll have heard about the factors that are drivingbusiness 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 benefitfrom this product.
We also want you to give your reasons for each. What is it aboutthis product and proposition that creates the opportunity? Forinstance:
Is it because your client is on Lync 2013 already?
Is it because you know that meetings involving remote workersare an essential part of what they do?
Is it because you know their meeting rooms are currently fittedout 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 find out?
The organisations What do you know about the organisationswhich lead you to believe this product wouldbe a benefit?
Number of meeting rooms
Allocated time: 15 minutes
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Exercise 3: Elevator pitch Allocated time: 20 minutes
NotesWhats this exercise about?
In this exercise you need to match everything youve learned sofar about the SMART Room System for Microsoft Lync to theneeds of a specific organisation. In this exercise its a fictional
enterprise: Forward Engineering.
This exercise is important because it gives you the opportunity topractice conversations with decision makers.
Your Sales Manager will ask you to create an elevator pitchfor either:
The Chief Technology Officer
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.
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Exercise 4: Objection handling
Whats this exercise about?
No matter how good your pitch, clients will always haveobjections. 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 tothe customers individual need.
Your Sales Manager will ask you to be part of either Team Oneor Team Two. Once youve agreed your responses, youll presentthem 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 thekit weve already got? - CTO
Lync 2013? Its only three years down the line. It cant be thatmuch better can it? - IT Manager
We dont really have a problem with collaboration. We have ameeting, then we place any relevant documents on theinternal Y drive. - Facilities Manager
Team Two
Buddy, meetings are bad enough as it is How can anythingmake meetings better? - CTO
Im not convinced about the whole video thing, with a bogstandard conference call you can cover everything you need
- IT Manager
I really appreciate how SRS for Lync rationalises the meetingspace I really get that but a fixed camera?
- Facilities Manager
Allocated time: 20 minutes
Objection 1
Objection 2
Objection 3
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Exercise 5: Your next steps
Whats this exercise about?
In the first part of the session we asked you to identify at least three clients who you think would benefit from this solution. Take the next five minutes to note down what practical steps youre going totake 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.
Allocated time: 5 minutes
Customer name Action Deadline to complete action
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Exercise 6: Your organisation
Whats this exercise about?
In this part of the enablement youre going to discuss with your Sales Manager how the SMART Room System for Microsoft Lync fits 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.
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/smartedgeYour sales manager will provide you with login details separately.
Once again, thank you for attending this session.
Notes
Allocated time: 20 minutes
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SMART Room System for Microsoft Lync - Features and Benefits
Turnkey solution Pre-configured, all-in-one system
Feature
Each component has been specifically designed by SMART to meet Microsofts specifications for the Lync Room System. As it is a pre-configured system, it is a simpleinstallation, with a streamlined service and support process all from one manufacturer. All of the room system components are designed to work together. This createsa single integrated solution for audio, video and data collaboration that simplifies installation, support and ensures that the components function as a single system.
Benefit
Best audio
Best video
Best interaction
Best fit
Reduced TCO
Conference grade speakers
Table top microphones
Delivers clear audio, for capturing remote participants input, to everyone in the room saving time for repetition, preventing lack of clarity or negating the needfor 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.
Ultra-wide angle camera
Room grade optics
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.
SMARTs expertise and legacy
Superior touch and ink controls
Control console
Proximity detection
SMART Technologies has been manufacturing and pioneering interactive collaboration technologies for over 20 years and has a wide portfolio of first-class solutionsspecifically designed for the Enterprise market. The SMART Room System has hundreds of patents that make it uniquely superior to anything else on the market, andensures 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 interactionbetween 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 withdigital 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 finger or a pen wi thout 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 iseasily accessible from the table meaning efficient 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.
Small huddle to conference rooms
Standardised room configuration
From single 70, to the vast 84 and dual 70 configurations, the variety means customers can choose the best solution to fit each meeting space, or meetingscenario, from informal meeting spaces to the boardroom.
Each component has been specifically designed by SMART to meet Microsofts specifications for the Lync Room System. As it is a pre-configured system, it is a simpleinstallation, with a streamlined service and support process all from one manufacturer. All of the room system components are designed to work together. This createsa single integrated solution for audio, video and data collaboration that simplifies installation, support and ensures that the components function as a single system.
Works with all lighting conditions
Integrates directly with Microsoft System Centre
The anti-glare surface means that everyone can clearly see the screen and contents, regardless of light infiltration in the room. The camera features a 109 degree fieldof 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 reduceseye 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.
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How to sell the SMART Room System for Microsoft Lync
An integrated, turnkey solution that combines
touch-enabled displays, a High Definition 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.
Solution overview
Any organisation, in any industry vertical thatvalues 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 ITDirectors, IT Managers, Facilities Managers,
Operations Directors and Operations Managers
Audience target market / customer
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 benefit 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 first, 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.
When to engage / When not to engage
Integrated solution: one supplier, simplified 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 finger, 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
Key features
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.
Which server solution options are there?
There are on premises, Office 365 or hybrid
options. The SRS performance and functionality
will be different between these environments.
Customers will need to consider the wider
implications. Office 365 offers a suitable
solution for many environments but may not be
recommended for particular situations. In-house
server strategies may define 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.
FAQ
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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 efficiency 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 difficult.
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.
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 fit, best value, best ROI
Comprehensive data interaction with two-way annotation
Participants can be seen and heard and interact with the content being discussedThey stay engaged and are able to fully contribute to the conversation
Full support from sole UK distributer
Differentiator SRP Pricing - Includes one year warranty, excludes delivery
Business benefits
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 benefit 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 efficiency 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 finance 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 first to ensure your meeting room is suitable for the SRS.
SMART Room System Small 14, 749
SMART Room System Medium 18, 249
SMART Room System Large 21,749Wall stand for SRS-S and SRS-M 699
Wall stand for SRS-L 1,129
Also available:
Enhanced warranty to 3 years
Familiarisation and training modules
Leasing options
Proof of Concept service
Seed pricing for VIP customers
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 onwww.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
Manufacturer Many are built by multiple vendors, requiringlonger setup times
Traditional Video Conferencing
Multiple vendors, with parts that werent originally designedto work together
Crestron
Single vendor, with parts that are designed and manufactured to work seamlessly together
SMART Room System
Displays
Camera
Console
Audio
Computer hardware
Not interactive. Many displays have no touch orpen capabilities.
Limited options, with single or dual 65 displays usinginferior interactive technology
Multiple options, with three sizes using 70 or 84 industry-leadinginteractive displays
Standard cameras, often provided by third-partiesand require manual pan, tilt and zoom controls
Consumer-grade webcam with extremely limited 90 field ofview that may miss people in the room
Conference grade HD camera with ultra-wide 109 field of view that captures everyone in theroom. No need for pan/tilt/zoom.
Many do not include consoles Sm al l 10 display that integrates wi th existi ng and extrem el ycostly Crestron environmental systems
Large 11.6 display that integrates with Microsoft Lync and allows users to easilycontrol meeting activity
Standard room speakers and third-partymicrophones. Many video conferencing systemssimply use external telephones.
Tabletop microphone not included (audio is throughcamera only). Inferior, non-conference grade sound bar.
Includes two tabletop microphones (with additional mics also available for purchase).Superior conference grade room speakers.
Not applicable for most video conference systems External PC must be mounted and painstakinglyinstalled separately
PC is embedded directly into the display and is ready to go right out of the box
Stand Not included with most video conferencingsystems. Displays must be wall-mounted.
Optional wall stand offers easy cable access and no wall reinforcement.Raceway keeps cables clutter-free.
Mobile-only optional stand. Displays must be mounted to thewall. Cabling is visible.
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 reducingIT 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.
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Stage 1 - Questions Stage 3 - Stakeholders Stage 4 - GoalsStage 2 - Scenarios
How many meeting rooms are usedin your organisation?
What presentation equipment is used?
How effective are your meetings?
How is your organisation approachingcollaboration?
Where are you in that journey?
Are you using Microsoft Lync?If so, what version?
What features of Lync are being usedon a daily basis?
Do you have a remote workforce?
What plans do you have for officeredevelopment?
How many offices do you have?Where are they?
New to Lync, have no collaborationin place
Using a mixture of meeting room tools
Have plans to deploy Lync but notin action yet
Have got OCS and want to upgradeto Lync
Lync 2010 deployed with plans for Lync
2013
Lync 2010/2013 in place but only usingIM and calls
Fully deployed Lync 2013 but notin meeting rooms
Have other collaboration tools in place
Meeting room refresh being considered
Customer organisation
CLevel CIO, CTO, CEO etc
IT Director
IT Manager
Facilities Manager
Purchasing Manager
Lync Project Manager
Unified Communications specialists
Channel Partner organisation
Account Manager
Steljes
Account manager
Support contact
Vendor
SMART Account Manager
Microsoft Account Manager
Demonstration
Proof of Concept (POC)
Purchase
Volume
Rental
Lease
SMART Room System For Microsoft Lync Battlecard
Questions to ask; scenarios to consider; stakeholders to approach; goals
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Existing UCS or Lync 2010 Lync 2013 but no SMART Room SystemNew to Lync
Present benefits of collaboration
Highlight efficiencies and savingsof using Lync
Impact to email traffic
Assess meeting room usage
Office locations
Worker profiles
Migration plans to move to Lync 2013
Business drivers for upgrade
Define and assess dependencies
Key management goals
Lync Project Manager goals
SMART Room System integration in
corporate objectives
Refer to How to sell SMART Room Systemguide
Build SMART Room System business case
Present cost benefits
Review meeting room productivity
Existing deployment with Microsoftand/or Cisco
2. Accelerate timescales 3. Extend Lync with SMART Room System1. Develop new opportunity
Register opportunity with account teams
Make contact with all stakeholders
Prepare for demo / POC
Activate POC requirements
Confirm BANT
Send product information
Complete actions in 1
Review timescales with key stakeholders
Complete cost / benefit argumentsfor early adoption
Competitive assessment
Consider incentives to drivepurchasing behaviour
Complete actions in 2
Review degree of adoption
Brief decision makers on incentivesand benefits
Consider licence renewal as targetfor SMART Room System enhancement
Include mobile Lync client
Integrate with existing kit
Information gatheringand possible ways forward
Having established theposition of the prospect
What to do with the responses from the initial questions
SMART Room System For Microsoft Lync Battlecard
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Contact Us
Tel: 08450 758 758Email: [email protected]
www.steljes.com