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jneal@rim.com
519-573-0341
O
Industry Trends
RIM Growth
BIS and BES
BES Security
BlackBerry Value Proposition/ROI
Sales Process Training
 

þhat do you think these represent?
These number come from Ipsos-Reid.
 
 is a global survey-based market research group



Seventy percent of all

professionals will be
using push email
devices by year end.



40 percent of those
surveyed were currently
using mobile e-mail, half of
them just started using the
service in the last year.


The desire to balance
work and life was
emphasized by the fact
that a large number of
people - 31 percent -
were attracted by the
ability to get work and
personal e-mail on one
device.
 
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BlackBerry Internet Service is designed
to
provide
ÿEmail message access to individual
customers or small businesses who do not
need BlackBerry Enterprise Server
ÿPush technology
ÿ10 email accounts
ÿBlackBerry email address (optional)
ÿCorporate email account access




 
  
BlackBerry Internet Service is designed
to provide
‡Individual email account icons
‡Unlimited email message quota
‡þireless email synchronization*
‡Attachment viewing
‡þeb browsing
‡Instant messaging
*Synchronization depends on the type of email account added


   ,%-
" 

BlackBerry Internet Service v2.3 allows you to
ÿ Open vCard and iCal attachments

ÿ Send and receive wireless meeting requests

ÿ Auto-forward messages

ÿ Get voicemail attachment playback

ÿ Receive delivery and read receipts

ÿ BlackBerry Internet Service also supports

ÿ two-way Yahoo! Mail synchronization







Objectives
At the completion of this module, you should be able to do the
following:
‡ Identify five end-user features of the BlackBerry® Enterprise
Server.
‡ Identify five IT features of the BlackBerry Enterprise Server.
‡ List and explain the features, advantages and benefits of IT
Policies.
‡ Draw and label a BlackBerry message flow diagram.
‡ Label a BlackBerry Enterprise Server message flow diagram.
Introducing the BlackBerry Enterprise Solution
The BlackBerry Enterprise Server
‡ is a back-end system that is installed
behind a corporate firewall.
‡ is the ideal solution for organizations
with their own email and data
infrastructure.
‡ integrates with the organization·s
messaging platform and other
corporate application servers.
Introducing the BlackBerry Enterprise Solution
The BlackBerry Enterprise Server allows for
the following:
‡ Push delivery of email messages and data
from behind the firewall to a BlackBerry
device.
‡ A centralized link between BlackBerry
devices, wireless networks and enterprise
applications.
‡ integrated security
‡ simplified management
BlackBerry Enterprise Server features for end-users

‡ Push technology
ÿ BlackBerry devices are designed to remain
continuously connected to the wireless network.

‡ Corporate data access

ÿ Access to push-based enterprise applications.

‡ þireless activations and provisioning

ÿ Active a BlackBerry device over the air in minutes!

‡ þireless email synchronization

ÿ Seamless integration with existing enterprise email
accounts.
BlackBerry Enterprise Server features for end-users

‡ þireless organizer synchronization

ÿ Update organizer data over the air between the
BlackBerry device and the BlackBerry Enterprise
Server.
‡ þireless email settings
ÿ Control settings from the BlackBerry device, such as
Out of Office, email message filters and auto-
signature.
‡ þireless application access
ÿ Download third-party applications over the air.
BlackBerry Enterprise Server features for end-users

‡ þireless backup
ÿ BlackBerry device settings and preferences can
be automatically backed up over the air.
‡ Attachment viewing
ÿ View popular document types on the BlackBerry
device.
‡ Remote address lookup
ÿ Search the company directory over the air, send
an email message, place a phone call or add a
contact to your address book with just one click.
BlackBerry Enterprise Server features for end-users

‡ Security
ÿ All email messages and application data are
encrypted with Triple DES and AES Security.
‡ On-device help
ÿ Application specific support information available
right on the BlackBerry device!
‡ Support for Instant Messaging
ÿ Allows BlackBerry devices users to have group
chats, synchronize the buddy list and integrate the
BlackBerry notification profiles.
BlackBerry Enterprise Server features for IT

‡ Leverages existing infrastructure

ÿ Provides an out-of-the-box over the air extension
of your existing messaging platform.
‡ Provides advanced security
ÿ Encrypts all data stored locally on the BlackBerry
device, including email messages, address book
entries, calendar entries, memos and tasks.
‡ Multi-network Application and Device
Support
ÿ Supports all BlackBerry devices, regardless of the
network technology or wireless service provider.
BlackBerry Enterprise Server features for IT

‡ Designed to manage end-to-end connectivity

ÿ Communicates with BlackBerry devices over the air
through a secure Internet connection from behind a
corporate firewall.
‡ Quick and Cost-effective Deployments
ÿ Streamline deployments and reduce administrative
overhead by allowing BlackBerry device users to
securely self-provision, from the BlackBerry device.
‡ Easy to Manage
ÿ Track and manage key BlackBerry device statistics.
BlackBerry Enterprise Server features for IT

‡ Common BlackBerry Enterprise Server Manager

ÿ The BlackBerry Manager functions the same for IBM Lotus
Domino, Novell Groupþise and Microsoft Exchange.

‡ Text and PIN-to-PIN archiving

ÿ Messages will be archived so BlackBerry administrators will be
able to audit text messages, PIN messages and call traffic.

‡ Enhanced þireless Email Reconciliation

ÿ Supports wireless email reconciliation for permanent deletes.
.this feature is only available with Microsoft Exchange
users.
BlackBerry Enterprise Server features for IT

‡ Highly Extensible
ÿ BlackBerry Mobile Data Service (MDS) allows
organizations to easily extend corporate
information and applications over the air.
‡ Role-based Administration
ÿ Standard set of administrative roles, limiting
the access to sensitive or enterprise-wide
BlackBerry administrative settings.
BlackBerry Enterprise Server features for IT
‡ Group Administration
ÿ paster for administrators to set up and
update properties
for multiple users.
‡ Improved Enterprise Device
Authorization
ÿ Allows administrators control over what
BlackBerry devices can be activated on a
BlackBerry Enterprise Server.
Introducing the BlackBerry Enterprise Solution
‡ IT Policies«
‡ a collection of rules that the BlackBerry administrator
may use to set up various functions for the BlackBerry
device and BlackBerry Desktop Manager software.

‡ may define how email messages are handled and what

functions are available to a BlackBerry device user.
Introducing the BlackBerry Enterprise Solution

/ *.
1. Identify the advantages and benefits of IT Policies
Introducing the BlackBerry Enterprise Solution
/ ,.  
 $
" !
 

  
1. You have been approached by the Director of a large
corporation, such as a bank or real estate company. The Director
is interested in implementing the BlackBerry (BES) solution
company-wide, but is unsure if it is the best solution for both the
end user and IT department.
2. Provide the Director with at least five features that would entice
both the IT department and end users to want to implement the
BlackBerry solution.
 "

eopardy Review







BlackBerry Enterprise Solution Security
At the completion of this module you, should be able to do the
following:

‡ Discuss and summarize the three points in the BlackBerry®

Security Pyramid.

‡ Describe BlackBerry Enterprise Server Security to a customer.

BlackBerry Enterprise Solution Security
BlackBerry Security
‡ The BlackBerry Enterprise Solution
was created with security in mind.
‡ The BlackBerry Security Pyramid
was created to help you understand
the benefits of the BlackBerry
Enterprise Server Security model.
1. þireless transmission security
2. Storage security
3. Validation
BlackBerry Enterprise Solution Security
þireless transmission security
‡ 0 (data encryption
standard) and O (advanced
encryption standard)
ÿ IT departments can choose the
encryption method
‡ Encryption keys
ÿ Only data that can be decrypted using
a valid encryption key is accepted.
‡ Optional Secure/Multi-purpose
Internet Mail Extension (S/MIME)
ÿ Offers an additional layer of security
using digital signatures.
BlackBerry Enterprise Solution Security
i
ireless transmission
security
‡ Pretty Good Privacy (PGP)
ÿ Allows BlackBerry device users to
easily integrate the use of
encryption into their daily routine.
ÿ Computer program that provides
cryptographic privacy and
authentication.

‡ BlackBerry SmartCard Reader

ÿ þearable reader that allows
controlled access to BlackBerry
devices using bluetooth.
BlackBerry Enterprise Solution Security
_ Storage security
BlackBerry Enterprise Server
Security
‡ þireless Network connection
ÿ Outbound-initiated and authenticated
bi-directional connection through port
3101 on the firewall
ÿ Email messages and data remain
encrypted until delivered to the
BlackBerry device.
BlackBerry Enterprise Solution Security
Storage security
BlackBerry device security
‡ þireless IT commands
ÿ Allows the BlackBerry Administrator
to set and reset passwords, lock
device and perform a device wipe.

‡ Optional device password

security
ÿ Allows IT to determine the idle time
before a BlackBerry device locks.
BlackBerry Enterprise Solution Security
_ Storage security
BlackBerry device security
‡ Content protection
ÿ Allows the IT staff to set up local
encryption of all user data on the
BlackBerry device.

‡ Password Keeper
ÿ This is an optional application that
securely stores password entries on
the BlackBerry device.
BlackBerry Enterprise Solution Security
O alidated
Certified (industry validation)
‡ pederal Information Processing
Standards (pIPS) certification
ÿ Required standard in order to sell a
product into the Canadian or
American governments and other
security conscious organizations.
BlackBerry Enterprise Solution Security
O alidated

‡ Audited (third-party validation)

ÿ @stake, Inc. performed a detailed security
audit on the BlackBerry solution and
validated all aspects of the BlackBerry
Enterprise Solution security
‡ Trusted (customer validation)
ÿ British Airport Authority
ÿ British Nuclear puels
ÿ Department of Defense
ÿ New York City pire Department
BlackBerry Enterprise Solution Security
BlackBerry Enterprise Solution message flow

m,&

m-*'*
/




 $
Objectives
At the completion of this module you should be able to
do the following:

‡ Summarize the findings of the 2004 Ipsos Reid study on

the BlackBerry solution ROI.

‡ Position key BlackBerry solution ROI statistics.

‡ Calculate the ROI for a BlackBerry customer.

Exploring BlackBerry Return on Investment
 
Ipsos-Reid is a leading global survey-
based market research group

   


The 2007 BlackBerry ROI study was
conducted with
î1,387 IT managers
î1,335 BlackBerry end users
(99% had both data and voice)
îBlackBerry device users and IT managers
in North America, Europe and Asia Pacific
Exploring BlackBerry Return on Investment
m
1
‡ Total Cost of Ownership

‡ Incremental Total Cost of Ownership

‡ ROI

‡ Payback period

‡ Immediacy
 Exploring BlackBerry Return on Investment


1

  



Savings attributed to BlackBerry = more than 2,-' per user per year
Exploring BlackBerry Return on Investment

1

  



BlackBerry pays for itself in *&3 days

BlackBerry pays for itself in approximately & months based on

personal productivity benefits alone

The payback period for BlackBerry is less than * month with workflow
benefits included

Total IT time investment for BlackBerry = ,- minutes per user per

month
Exploring BlackBerry Return on Investment

1


  



The average BlackBerry user:

Converts 4- minutes of downtime into productive time every day.

That·s over ,&' hours a year!

Reports that BlackBerry increases team efficiency by -#(

Processes over ,&'' email messages and over *,'' phone calls
per year while mobile.






$
Objectives
At the completion of this module you should be able to
do the following:
‡ Identify characteristics of BlackBerry® customers.
‡ Explore the BlackBerry sales funnel to determine if a
customer is a BlackBerry customer.
‡ Describe the three different kinds of people
encountered in the BlackBerry sales funnel.
‡ Discuss BlackBerry qualifying questions.
‡ Review the Qualifying Survey.
 Qualifying BlackBerry Enterprise Customers
 

$



‡ Employed full-time in ‡ Value email but ‡ Make phone calls

a professional would like to spend while away from the
occupation less time dealing with office
‡ Spend 25% or more of it ‡ þould benefit from
their total working ‡ Need to be in access to other data
time away from their constant contact like intranet, CRM,
desks (often via email) etc.
Qualifying BlackBerry Enterprise Customers

 

In the process of qualifying a
BlackBerry customer you will *
encounter three different kinds of
people:

1. Suspects
,
2. Prospects

3. Potential customers
-
Qualifying BlackBerry Enterprise Customers
*% 
 
‡ This is the largest section of the
sales funnel includes *
ÿ people who have no knowledge of
the product
ÿ those who have heard of the
product but have had no direct
contact with a sales ,
representative
‡ At this stage you want to
determine if some kind of data
communication is necessary to -
the potential customer's business
Qualifying BlackBerry Enterprise Customers
*% 
 
Qualifying questions
ÿ þhat method do you use to
*
conduct your business?
ÿ þho are the people you
communicate with using the
following methods:
ÿ Text messaging
,
ÿ Instant messaging
ÿ Internet
ÿ Intranet -
Qualifying BlackBerry Enterprise Customers
,% m 
Includes:
ÿ those with whom you've had some *
dialogue (through brochures, sales
calls or a web site)
ÿ existing wireless and data
customers
‡ At this stage you want to ,
determine if the customer
would benefit from over the air
access data communications
‡ To do this you must find out
what level of mobility exists
Qualifying BlackBerry Enterprise Customers
,% m 
Qualifying questions
ÿ How often are you away from
*
your desk each day?
ÿ How do you access email when
you're away from your desk?
ÿ Do you ever miss important
emails while you're away from
,
your desk? þould you benefit
from being able to manage your
email from wherever you are?
-
Qualifying BlackBerry Enterprise Customers
-% m 
$
Includes
ÿ those who are interested in
purchasing the product
*
ÿ those who must be further
qualified before you can close

‡ At this stage you want to

determine which BlackBerry
,
Solution option is the best fit
for this customer

-
Qualifying BlackBerry Enterprise Customers
-% m 
$
Qualifying questions
ÿ þhat kind of email accounts are
you using for business email?
*
ÿ þhat kind of email server do
you use?
ÿ Is your IT department internal
or external?
,
ÿ þould you also benefit from
wireless access to other
applications like CRM or
network and systems
-
management?
Qualifying BlackBerry Enterprise Customers


 

‡ Company profile

‡ Mobile user profile

‡ Handheld environment survey

‡ Technical environment survey

‡ Mail system and þAN diagram

 "

eopardy Review
/


0

 
Objectives
At the completion of this module you should be able to do the
following:

‡ Review your current sales cycle.

‡ Explore the BlackBerry® Dual Selling Cycle.

‡ Identify the BlackBerry Dual Selling Cycle stages.

‡ Identify three BlackBerry buying teams.

‡ Discuss strategies to use when dealing with BlackBerry buying

teams.
Exploring the BlackBerry Dual Selling Cycle

Investigate Demonstrate
and Research Capability

Identify
prospect

Close

Pilot
Obtaining Program
Commitment
Exploring the BlackBerry Dual Selling Cycle
 
‡ pirst step in the Dual Selling Cycle
‡ Identify potential customers
‡ Use qualifying questions
‡ Gather information about your prospects
‡ Determine if BlackBerry is a good fit for
their organization
Exploring the BlackBerry Dual Selling Cycle
     
Two buying teams involved in every
BlackBerry sale
*% !
 $
,%  $

Identify the decision makers on each team

ÿ Have you made a major purchasing
decision like this before?
ÿ þhat are your buying criteria?
ÿ þhere are the pain points in your
organization?
Exploring the BlackBerry Dual Selling Cycle
 5
 $
Line of business team
ÿ Includes individuals who will use the
BlackBerry solution on a day-to-day basis.
ÿ Includes all of the people discussed in the
Qualifying Customers module.

Approaching the line of business team first?

ÿ Have an advocate from the Mobile user
team.
ÿ If IT tries to impede moving forward,
mobile users may be able to help resolve
the issue.
Exploring the BlackBerry Dual Selling Cycle
  $
IT team
ÿ Includes individuals responsible for
administering and supporting the
BlackBerry solution.
ÿ May also include, IT administrators, the
CIO, the CTO.

Approaching IT first?
ÿ Keep communications open with the
mobile users.
ÿ Exercise caution - especially at lower
levels where the people you talk to may
not have decision-making power.
Exploring the BlackBerry Dual Selling Cycle
0$   !
‡ Determine the mobile users· needs.
‡ Demonstrate that BlackBerry is the best
wireless solution to meet their needs.
‡ Give a BlackBerry demo.
‡ Show that BlackBerry is a solid
investment.
ÿ Discuss case studies
ÿ Use statistics from the ROI study
Exploring the BlackBerry Dual Selling Cycle
0$   !
‡ Explain that BlackBerry will meet the
needs of the mobile users without
creating large volumes of extra work.

‡ Educate IT on the BlackBerry solution.

ÿ pocus on the Security Pyramid.
ÿ Highlight the control and choice
provided by the solution.
ÿ Use statistics from the ROI study to
show how easy BlackBerry is to manage.
Exploring the BlackBerry Dual Selling Cycle

mm $
‡ The BlackBerry Pilot Program is
designed to help plan all the
necessary elements prior to
launching BES solution.
‡ The following are discussed during
the pilot program:
ÿ Technical overview
ÿ Project ownership
ÿ Participants
ÿ Coverage and Installation
Exploring the BlackBerry Dual Selling Cycle
1! $$$
‡ Combine the demand created by the line
of business team with the buy-in on the
IT side.

‡ Organize a meeting to get both teams to

agree to proceed with a pilot program.
ÿ Determine requirements with the
stakeholders on each team.
Exploring the BlackBerry Dual Selling Cycle
 
‡ Manage any additional objections
that arise at this stage.

‡ Sign-off from both buying teams is

needed to close any BlackBerry
sale.
 "

eopardy Review
 Paul Partin
Authorized field Trainer

      

  
jneal@rim.com
519-573-0341