Transcript AGENDA

Motorola Solutions
US Federal Government Markets
WLAN Guest Access Overview
Linda Ables
September 17-20, 2014
PAGE 1
Enterprise Vertical Markets
RETAIL & HOSPITALITY
TRANSPORTATION &
LOGISTICS
MANUFACTURING
HEALTHCARE
$1.9B SAM
$1.4B SAM
$1.0B SAM
$.6B SAM
FOCUSED INITIATIVES
• POS Solutions
• Staff Comms & Mgmt
• Warehousing & Inventory
Mgmt
• Guest Wireless Access
• Warehouse Mgmt
• Fleet Mgmt &
Compliance
• Yard Mgmt
• Plant Communications
• Warehousing & Field
Mobility
• Mobile HMI
• Inventory & Asset
Management
• Patient Safety
• Improve Staff
Communications –
integrated voice & data
• Guest Wireless Access
FEDERAL PLAY
NEXCOM
DLA
US Mint
VA
AAFES
DHS/ICE/CBP
Other LSI’s
DOD Medical
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WLAN Guest Access
What is the Opportunity?
• Trending within VA now –
several RFI’s for WLAN
Guest Access
• 153 VA Major Medical
Centers – total of 765 VA
Medical Locations
http://www2.va.gov/directory
/guide/division.asp?dnum=1
• 56 – DOD Hospitals; 5 new
hospitals
• 141 – DOD CONUS
Lodges
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Guest Wi-Fi Benefits
ACCESS TO DIGITAL CITIZEN SERVICES
Source: Fed offices struggle to offer Wi-Fi, Federal Times
INCREASED PRODUCTIVITY – ALLOWING
CITIZENS TO COMPLETE FORMS AND SEND
INFORMATION TO AN AGENCY ON-SITE
“Many of the vets may
go to a commercial
hospital and they
have Wi-Fi.”
Source: Fed offices struggle to offer Wi-Fi, Federal Times
ABILITY FOR VISITING FEDERAL
EMPLOYEES AND CLEARED
CONTRACTORS TO MAINTAIN
CONNECTIVITY
-Rick Lantz,
Systems Implementation Engineer,
Department of Veterans Affairs
Source: Fed offices struggle to offer Wi-Fi, Federal Times
INCREASED COLLABORATION &
EFFICIENCY FOR VENDORS
Source: Fed offices struggle to offer Wi-Fi, Federal Times
RECRUITMENT – A MORE ATTRACTIVE
WORKPLACE FOR THE YOUNGER
GENERATION
Source: Fed offices struggle to offer Wi-Fi, Federal Times
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Our Competitive Advantages
DEDICATED HELP DESK
HOSTED LANDING PAGE
ADVANCE EXCHANGE – DRIVES NETWORK AVAILABILITY/RELIABILITY
SLA COMMITMENT
CONTENT, FILTERING AND IP ADDRESS MANAGEMENT
LOWER DATA CIRCUIT COSTS – LEVERAGING OUR PURCHASING SCALE1
MANAGED SERVICES APPROACH DELIVERS A TURN-KEY SOLUTION AVOID TASKING
CIO RESOURCES
AIR DEFENSE – UC APL
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Reference Accounts & Use
Cases
US AIR NATIONAL GUARD
ALPENA, MI
VA HOSPITAL
TUSCALOOSA, AL
VA HOSPITAL
DES MOINES, IA
VA HOSPITAL
OMAHA, NE
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Call to Action
Partners identify targets and develop prioritized funnel with the Federal Team
Define locations that have funding and
interest.
Target all other facilities motivated to
Leverage existing
Target all other facilities
increase
customer/patient/vendor
relationships and/or
motivated to increase
define locations
that
customer/patient/vendor
satisfaction.
have funding
satisfaction
Target sites with
competitive solutions that
are not deployed or have
a gap in service.
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Call to Action-Considerations
Define locations that have funding and
interest.
Collaborate with MSI’s
Partner Profile
Federal sales team
Current IT & Mgmt
Federal Sales Manager
Targetrelationship
all other facilities motivated
to (FSM)
Appropriate
Vehicle
increaseContract
customer/patient/vendor
Channel Technical Manager
or access to a contract
(CTM)
satisfaction.
Have SDVOB status or other
Channel Account Manager
preferred set-aside status
(CAM
Leverage Go-To-Market
scalability & tools
Define your company’s
capabilities
Ensure product
certifications are met
PAGE 8
THANK YOU…
For more information:
Visit Motorola Solutions and Zebra
Technologies at Code Zone
VHA Hospital CASE STUDY
BUSINESS
PROBLEM
Hospital sought to establish a mobility environment to support guest
access for patients and visitors but lacked resources to costeffectively design, deploy, support and manage the associated
mobile assets
MOTOROLA
SOLUTION
Professional Services
• Network Assessment & Design
• Proof of Concept Trial
Integration & Deployment Services
• Integration of Motorola and non-Motorola equipment including firewalls,
switches, fibre backbone, power and location-based applications
• Primary & redundant datacenter commissioning
Support Services
• Provide guest access network support including help desk and DSL
service
Managed Services with Hosting
• Managed Wireless LAN Service
• Managed Security Service
Motorola Wireless LAN Infrastructure
BUSINESS
OUTCOMES
•
•
•
•
Minimized CAPEX and headcount growth
Minimized implementation and operational risk
Enhanced patient, visitor and family experience
Enabled messaging to guests, analytics and commerce
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MWR Facility CASE STUDY
BUSINESS
ISSUE
MOTOROLA
SOLUTION
BUSINESS
OUTCOMES
Morale, Welfare and Recreation (MWR) office sought to establish a
mobile environment to support guest access in its facilities but
lacked resources to cost-effectively design, deploy, support and
manage the associated mobile assets
Professional Services
• Network Assessment & Design
• Proof of Concept Trial
Integration & Deployment Services
• Integration of Motorola and non-Motorola equipment including firewalls,
switches, fibre backbone, power and location-based applications
• Primary & redundant datacenter commissioning
Support Services
• Provide guest access network support including help desk and DSL
service
Managed Services with Hosting
• Managed Wireless LAN Service
• Managed Security Service
Motorola Wireless LAN Infrastructure
•
•
•
•
Minimized CAPEX and headcount growth
Minimized implementation and operational risk
Enhanced customer experience, access to facilities and efficiency
Messaging to potential customers offering upgrades, enhanced
services and activity promotions
• Promotions of Base Exchange sales/events
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Military Base Guest Network CASE STUDY
BUSINESS
ISSUE
Military Base sought to establish a mobile environment to support
guest access in its facilities but lacked resources to costeffectively design, deploy, support and manage the associated
mobile assets
MOTOROLA
SOLUTION
Professional Services
• Network Assessment & Design
• Proof of Concept Trial
Integration & Deployment Services
• Integration of Motorola and non-Motorola equipment including firewalls,
switches, fibre backbone, power and location-based applications
• Primary & redundant datacenter commissioning
Support Services
• Provide guest access network support including help desk and DSL
service
Managed Services with Hosting
• Managed Wireless LAN Service
• Managed Security Service
Motorola Wireless LAN Infrastructure
BUSINESS
OUTCOMES
• Minimized CAPEX and headcount growth
• Minimized implementation and operational risk
• Enhanced base community/visitor experience and access to facilities
without sacrificing security
• Messaging to users to promote services and support; potential revenue
opportunity at BOQ and guest housing
PAGE 12