srs sales manager workbook

8/12/2019 SRS Sales Manager Workbook

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SMART Room System for Microsoft LyncSales Enablement for Sales Managers


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On behalf of Steljes Id like to thank you for takingthe time to lead this interactive session regarding theSMART Room System for Microsoft Lync - a

unique product that creates an opportunity were veryexcited about.

This sales enablement is a new way for Steljes toprovide its channel partners with sales support.We hope it provides you with much of theinformation you and your team needs to takeadvantage of a great opportunity in the monthsahead. We recognise that your leadership is critical inensuring the success of this training and future sales.Martin Large

CEO Steljes

Introduction

Whats this sales enablement about?

This session supports the sale of the SMART Room Systemfor Microsoft Lync.

Whats the aim of the session?

By the end of the session, your team will have:

a good understanding of the products propositionand functionality

a clear picture of the opportunity it presents

identified a number of clients to target immediately supportedby a clear action plan

How does it work?

This session is led by you but most of the content is presentedthrough an interactive film. The film is fronted by a presenter andincludes executive interviews and scenarios played by actors. Yourteam are encouraged to draw on the information theyve seen andheard and then to put what theyve learned into practice during theirtime with you.

How will that happen?

The film is broken up into five parts. At regular intervals your teamwill be asked to carry out an exercise. These are designed to:

give them a better understanding of the product andits proposition

provide them with the background they need to haveinformed conversations with potential clients andto turn those conversations into sales

Your team will find most of the information neededto complete the exercises in the film it self.

As sales manager what do I need to do?

To make the session a success and maximise sales, we need you to dothe following:

1. Briefly view the video material in advance of the session. Youdont need to look at it in its entirety, however, the morefamiliar you are with the ground it covers, the easier itll be foryou to run the enablement effectively.

2. Encourage your team to listen carefully, as well as explainthe product and its proposition, the information they need tocomplete exercises is in the film i tself.

3. Many of the exercises are carried out in groups. Youll need tomanage the logistics of this, adapting it to the size of yourteam. As much as possible, for each exercise you should mixup the teams, so that they have the opportunity to work withdifferent colleagues each time.

4. Although each session is a supported by an on-screencountdown clock, ultimately youll be responsible for timemanagement. You need to ensure that theres enoughtime left at the end of the session for the last exercise, whichis of particular importance for you and your organisation.

5. In the last exercise, you and your team are invited to discusshow the SMART Room System for Microsoft Lync maps withthe plans, strategies and targets of your organisation. This is anopportunity to show how individual team members can directlybenefit from securing sales of this solution.

For this exercise to be a success, its vital you prepare in advance both in terms of identifying the areas you wish to cover andto gather any materials that would support the conversation.

Action Points

1. Sample the video material before the session.The more you can see the better.

2. Prepare to host a 15-20 minute discussion regarding how theSMART Room System for Microsoft Lync fits in with the plans,needs and targets of your organisation.


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Sales Enablement Structure

The film has five parts and six exercises:

1. Understanding the Background

Exercise 1: Your experience of meetings

Exercise 2:Identify opportunities

2. Understanding the Proposition(including its functionality)

3. Understanding the Customer

Exercise 3:Elevator pitch Exercise 4:Objection handling

4. Understanding the Competition

5. Whats in it for me?

Exercise 5:Your next steps (opportunity capture)

Exercise 6:Mapping SMART Room System for Microsoft Lynconto the needs of your organisation

How do I operate the programme?

The programme is provided as a self-running application. Its simpleto use. Once you start it, it either auto runs or requires you to click onnext. At the end of each exercise theres a countdown clock to keepeveryone on track. Once the countdown clocks at zero and youresatisfied that the exercise is complete cl ick on next again to restartthe film.


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Exercise 1: Your experience of meetings

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. This simpleexercise asks your team to reflect on their own experience.

Please note: the focus of this exercise isnt about the behaviour ofindividuals in meetings: the person who takes over, the person whokeeps repeating the same point, the person whos playing AngryBirds on their phone etc. Although these behaviours are a problemand likely to come up in the exercise, try and steer your team tothink about practical problems.

What do I need to do?

Once the presenter has set up the exercise, split your team intogroups and repeat the areas wed like people to consider:

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

What practical things prevent a meeting from startingon time?

And, in meetings with colleagues taking part via voice orvideo, how does technology help and how does it get inthe way?

At the end of the exercise ask one member of each group tobriefly reflect and share their responses then start the nextpart of the film.

Key messages

A. What happens at the beginning of meetings howlong do they take to get going?

Meetings, for a variety of reasons, rarely start on the button.Some of this is to do with pleasantries and introductions andsome of it is down to a host of practical obstacles.

You might want to mention that Microsoft has recently carriedout a study which shows that, on average, it takes 8-10 minsbefore the meeting actually starts.

B. What practical things prevent a meeting fromstarting on time?

Was there a problem booking the room?

Did everyone know when and where the meetingwas scheduled?

Did everyone turn up on time?

Did the meeting room have all the necessary technologyto support it?

Was all the technology working?

Did the person leading the meeting know how to work it?

C. And, in meetings with colleagues taking part via voice orvideo, how does technology help and how does it get inthe way?

How did it help?

Allowed someone to take part who was working remotely

Video conferencing allows face-to face communications

How did it get in the way?

Could you hear the remote participant properly?

Could they hear everyone in the meeting room?

If using video-conferencing, could they see everyonein the room?

Was the sound, picture quality or over-all participation ofthe remote participant a distraction?

As well as giving value to your teams responses, you should ensure, by the end of the exercise that your team has consideredthe following for each point:

Allocated time: 5 minutes


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Exercise 2: Identify opportunities


By this stage in the film your team will have heard about the factorsthat are driving business demand for the SMART Room Systemfor Microsoft Lync. Drawing from these, participants are asked to

identify from their client base, at least three organisations who theythink might benefit from this product. Wed like your team to beactively thinking about potential customers as early in the sessionas possible.


Once the presenter has set up the exercise, assist your team tocome up with individual responses to the following:

Identify at least 3 of their clients for whom they thinkthis solution would make a big difference.

What it is about this product and proposition that createsthe opportunity?

- Is it because their client is on Lync 2013 already?- Is it because they know that meetings involving remote

workers are an essential part of what they do?- Is it because they know their meeting rooms are currently

fitted out with many different components?- Is it something else?

Whats the scale of the opportunity?

- How many meeting rooms does the client have?- If they dont know, how would they find out?

At the end of the exercise ask each member of the team toshare one of their opportunities and explain why it representsan opportunity. Then, start the next part of

the film.

Key messages

This product is only compatible with Lync 2013 only.

For organisations who you know have an array of differentequipment in their meeting rooms, this is an opportunityto offer a simplified solution that requires significantlyless management.

When your team present their rationale this is an opportunity foryou to pick and re-affirm key messages including:


Notes


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Exercise 3: Elevator pitch


This is a chance for your team to practice conversations withdecision makers. It will encourage them to leverage what theyknow about a prospect in order to highlight different aspects of the

products proposition and functionality.

This is particularly important for the SMART Room System forMicrosoft Lync because of the range of key targets involved, eachwith their own pressures and priorities. The key targetsfor the product are:

Chief Technology Officers and Chief Information Officers

IT Directors

Facilities Managers

In the exercise, your team will be addressed by a CTO, an IT Directorand a Facilities Manager (played by actors) of a fictional company,Forward Engineering. Wed like your team to listen to what theyhave to say and then, working in groups, provide an elevator pitchfor one of them.


Once your team has heard from the actors, split them upinto three groups.

Allocate each group either the; CTO, IT Director or FacilitiesManager to make a pitch to.

If youre working with a large team (20 or more participants)you could have a greater number of groups.

We suggest you allocate roughly 5 minutes for the groups tocreate the pitch and 15 minutes for the pitches to bepresented for the rest of the team and for feedback.

Encourage constructive feedback. What worked? Whatdidnt? Did the actors say something which the group didntpick up on?

Key messages

During feedback, if the following points havent been raised,highlight the following:

Chief Technology Officer

His concerns are strategy and cost as well as productivity.

Pitches should be highlighting the cost benefits of the SRS(fewer components, cheaper video), collaboration andsimplicity (both in terms of rationalising the meetingroom and in terms of ease of use which promotes, throughcolleague engagement, a greater potential ROI).

Via the IT Director weve learned that Forward Engineeringis on Lync 2010. Shes trying to convince him to upgrade.If youve decided to go along with this scenario, the CTOwill need to hear why this solution is a compelling reason tocontinue along the Lync journey.

IT Director

The IT Director has to meet the constantly changingdemands of the business. However she has to deliver it withan infrastructure that has to develop at a slower pace.

The IT Director wants to upgrade to Lync 2013. The pitch willneed to provide her with the ammunition she needs to convinceher senior colleagues. Again this will surround issues of costand productivity.

A good pitch should also include the idea that this productprovides an opportunity for IT to extend its positive influenceinto another part of the enterprise the meeting room.

Facilities Manager

In this scenario, the Facilities Manager is under seriouspressure. He needs to come up with a series of efficienciesto present to the board.

A key part of the pitch should be an explanation of howthis could save his department time and resource. Withfewer components and familiarity with Lync there will beless need for Facilities to become involved in the regulardramas caused by so many different pieces of kit.


Clarify:

Make sure you make clear to your team that these characters andscenarios are purely examples for the purpose of this exercise.The pressures facing a CTO, IT Director and Facilities Manager willbe different for every organisation.

Red Herring Alert:

The IT director tells us shes trying to convince the CTO to upgradefrom Lync 2010 to Lync 2013. Remember, this product is compatiblewith Lync 2013 only. Its up to you to decide whether you pointthis key piece of information out to your team or whether, in termsof customer qualification, you want them to pick up on it for

themselves.

You know your team best. If you think itll produce a betteroutcome, you can point this fact out and then, for the purposesof the exercise, tell them to ignore this piece of informationand assume that Forward Engineering has already migratedto Lync 2013.


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Exercise 4: Objection handling


This exercise provides an opportunity to respond to a series ofpotential customer objections. Its also another way for your teamto practice matching different elements of the products proposition

and functionality to the needs of an organisation. Your team willhear from the actors again. Theyre no longer colleagues fromForward Engineering in this scenario theyre colleagues from ahost of different organisations, which they deliver in two batches.

Team One is tasked with tackling the first batch of objections,Team Two, the second.


The presenter gives a brief introduction to the exercise, atthe end of which a countdown clock appears, giving you30 seconds to split your team into a Team One and aTeam Two.

If youre working with a large team you can have severalTeam Ones (1A,1B,1C etc.) and Team Twos. At the endof the exercise each group should report their responses tothe other group.

Key messages

You should expect some of this products key messaging to bepresent in the teams responses. The following, while not intendedas perfect responses, are examples:

Suggested Responses: Team One

Objection 1 (CTO):A new meeting room system? A new systemfor the meeting room? A room, in which youre asking me to installa system, which would be described, by senior management, asnew? Have you any idea the amount of money Ive invested in thekit weve already got?

1. Yes, but if youve already invested in Lync 2013, then thissolution allows you to maximise that investment this provides the opportunity for Lync and all its greatfunctionality to be accessed right across the enterprise.

2. If a lot of that kit is video conference technology, the question iswhether youre getting a return on that investment? Whats the

user experience like and what are the ongoing running costscompared to video provided through Lync?

Objection 2 (IT):Lync 2013? Its all a bit 21st century isnt it?Everyone heres on Lync 2010 and happy as you like its only threeyears down the line, it cant be that much better can it?

1. It really is better and youll see just how much through theSMART Room System Microsoft Lync. In the meeting room itnot only gives you a great alternative to video-conferencing,for the first time remote workers can collaborate on content.

Objection 3 (FM): We dont really have a problem withcollaboration. We have a meeting, then we place any relevantdocuments on the internal Y drive. People can review and amendwhere they see fit, as long as they follow the protocols set down

in the yellow handbook. They then report back through theappropriate channels, usually thats division heads but occasionallysector supervisors too. So, as you can see, collaboration is at theheart of what we do here.

1. I think if you had the opportunity to see the solution inaction, you might see collaboration in a totally different wayAlthough what youre describing works for your organisation,this solution allows you to collaborate in real-time: which isgreat for problem solving sessions or situations that require arapid response.

Suggested Responses: Team Two

Objection 1 (CTO):Buddy, meetings are bad enough as it is.

Meetings are like a black hole in which the dreams and aspirationsof decent people are sucked dry until there is nothing left but painand despair. Have I made myself clear? How can anything makemeetings better?

1. Well the SMART Room System for Lync makes meetings betterfrom beginning to end. Through Lync, meetings are easier to setup and simple to join. And because its an integrated solutionthe technology all works seamlessly. You just go in and start. Youdont have to spend 10 minutes at the beginning trying to figureout how everything works.

Objection 2 (IT):As someone who li ves and breathes IT, I reallyappreciate how SMART Room System for Microsoft Lync rationalisesthe meeting space I really get that but a fixed camera? I mean,with our current video conference system you can pan, you can tilt,you can zoom isnt there a fear that you miss real moments ofdrama? Wheres the focus?

1. Yes, but perhaps a greater fear is if were not engaging people.With the systems wide angle lens everyone knows that theyrein shot all the time. Also, although being able to zoom in mightbe helpful in certain situations, for a lot of people it just addsanother level of operational complexity.

Objection 3 (FM):Im not convinced about the whole video thing,with a bog standard conference call you can cover everything youneed to do without worrying you know - about whether youveput your lipstick on straight. Not that I wear lipstickalthoughif I did, thered be nothing wrong with that either

1. Youre right, not everyone is a fan of video conferences.A lot of that is down to the limitations of the technology.

But video through the SMART Room System is a verydifferent proposition.

Because its an integrated system you dont have to worryabout 3 or 4 different pieces of kit. Everythings easy. Itsa fixed camera, so you dont have to worry about where theunits pointing and because its got an ultra-wide-angle lens,everyones in shot this means people feel more engaged.



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Exercise 5: Your next steps


With reference to the clients identified earlier in the session, yourteam are asked to communicate with you what practical steps theyintend to take to initiate conversations regarding the SMART Room

System for Microsoft Lync.


Ask your team to reflect on the clients theyve highlighted atthe beginning of the session. Has anything made themchange their minds about who theyve identified? If so, why?

Direct your team to either use the session workbook or, ifmore useful for you, your organisations opportunitycapturing tool.

As well as stating what your team is going to do next, thereshould be a clear indication as to when the action is goingto happen.


Notes


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Exercise 6: Your organisation


Steljes works with a range of channel partners. We recognise thatthe SMART Room System for Microsoft Lync has to fit in witha series of strategies, plans and targets that are specific to your

organisation.

This exercise provides you with the space to explain how thisproduct and proposition fits with your organisations priorities. Thisis also a key moment for you to clearly articulate the ways in whichparticipants can personally benefit from successfully selling theSMART Room System for Microsoft Lync.


This part of the session should be tailored to your own needs.However, its important that youve a clear idea in advance of thesession about what messages you want to get across.Areas you may wish to consider including are:

What opportunity does this product create for your company?

Where does it fit in your portfolio?

Where does it fit in with targets and how does it help youachieve those targets?

Is there an opportunity, not raised by our film, you think yourteam should take advantage of?

In terms of your current client base, is there anything in theproposition that you need to be sensitive about?

Although you may wish to use this time to create your ownpresentation for the group, do ensure you leave adequate time forquestions and feedback.


Notes


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At a Glance: Key messages

What your team need to take from the sessions

There is a real need for this product. Meetings take up anever greater 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 room usingmarket leading white board 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 cheaper,simpler to use alternative to traditional expensive videoconference systems.

Through a combination of factors the system makes meetingsmore efficient. Theyre easy to set up, easy to start (because no

time is wasted checking different bits of equipment) and easyto 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 are 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.

Further Support & AppendicesOn the following pages are a series of support materials designedto support you and your team sell the SMART Room System forMicrosoft Lync. These materials and more can also be found at anytime on the Steljes Edge accredited partner portal:www.steljes.com/smartedge. Well provide you with logindetails separately.

Once again, thank you for leading this session.

Notes


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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 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

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

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