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BT Enterprise Mobility. Stephen Bruce , Business Dev. Team Lead Matt Corso , BT Advise Practice Director. BT Enterprise Mobility: Portfolio overview. MobileXpress. Managed Mobility Expenses. MobileXpress. Managed Mobility Expenses. Mobile Device Management. Mobile App Management. - PowerPoint PPT Presentation

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  • BT Enterprise MobilityStephen Bruce, Business Dev. Team Lead Matt Corso, BT Advise Practice Director

    Building the next generation of BT Global Services

    *BT Enterprise Mobility: Portfolio overview

    Building the next generation of BT Global Services

    *BT Enterprise Mobility: The market opportunityQ.Which of your customers use some form of enterprise mobility?A.ALL OF THEM.Q.Which of your customers are becoming increasingly mobile?A.ALL OF THEM.Q.Which of your customers have a growing concern with mobility?A.ALL OF THEM.Q.Which of your customers should hear about BT Enterprise Mobility?A.ALL OF THEM.

    Building the next generation of BT Global Services

    *BT Enterprise Mobility: The target customerIdeal customer criteria:Is a multinational organizationHas an increasingly mobile workforceIs concerned about their growing mobile spendIs contemplating a BYOD programHas an insufficient mobile policyIs exploring various mobile solution componentsWill seek and contract external services

    Building the next generation of BT Global Services

    *BT Enterprise Mobility: Customer JourneyAdvise One ServicesAdvise Assure ServicesAdvise One ServicesAdvise Assure ServicesAdvise Assure Services

    Building the next generation of BT Global Services

    *BT Enterprise Mobility: Use case scenarios

    Provide mobile expertise:Solution: Advise MobilityDeal: $20K ICV (one-time PS engagement)Refresh RAS environment:Solution: MobileXpress Cloud SecureDeal: $1.0M ICV (3 yr)Reduce mobile spend:Solution: Managed Mobility Expenses (MME)Deal: $4.8M ICV (3 yr)Enable sales force automation:Solution: Mobile Device Management + MMEDeal: $2.2M ICV (3 yr)Enable a UC transformation:Solution: (multiple proposed)Deal: $5M+ ICV (3 yr)

    Building the next generation of BT Global Services

    *BT Enterprise Mobility: Use case scenariosOne Voice anywhere as a complement to BT Enterprise Mobility:Solution:One Voice anywhereBenefit:Reduce mobile spend by 45% or moreAppeal:Compelling conversation starterApproach:Focus on base service with outbound callingProfile:Customers with international mobile calling and roamingApproach:Use as an opener to seek further opportunities

    Building the next generation of BT Global Services

    *BT Enterprise Mobility: Common questionsWhy BT for mobility?BTs Mobility story is more than cellular devices and plans (BT does not seek cellular minutes)It is about getting the right information to the right person at the right time, regardless of end deviceWe strive for solutions that provide the most significant benefit to the customerWhat are the top trends?BYODEnablementControlWhere do we compete?Customers who value BT as an agnostic provider

    Building the next generation of BT Global Services

    *BT Enterprise Mobility: US&C sales supportUseful LinksBT Enterprise Mobility Portfoliohttps://intra.bt.com/bt/globalservices/salesportal/propositions/mobility/Pages/index.aspx

    * Close Relationship dating back over 10 years with BT providing majority on WAN Unilever centralizing a number applications including SharePoint Problems with download performance from SharePoint in distant locations Needed to improve application performance other the WAN While at same time optimize b/w to avoid WAN upgrade, free up b/w for other Apps Sales team made aware of issues Took customer to BT Showcase where Senior Product Marketing Mgr Dan Poulter presented Led to small 5 site pilot of Connect Acceleration Resulted in a 300 site, $24M global deal over 5 years 22 times improvement in SharePoint downloads In some cases b/w was able to be reduced Good news went viral across Unilever Ongoing engagement and opportunities for BT as Unilever centralize more applications

    *Depending on where the customer is with their thinking or maturity with enterprise mobility, there are different dialogue points at which we can enter.

    *