This action might not be possible to undo. Are you sure you want to continue?
BlackBerry Enterprise Training
Contact for BES pricing and assistance Jason Neal email@example.com 519-573-0341
Industry Trends RIM Growth BIS and BES BES Security BlackBerry Value Proposition/ROI Sales Process Training
What do you think these represent? These number come from Ipsos-Reid. What is Ipsos-Reid? Ipsos-Reid is a global survey-based market research group
Industry Trends Seventy percent of all professionals will be using push email devices by year end. .
half of them just started using the service in the last year.Industry Trends 40 percent of those surveyed were currently using mobile e-mail. .
.Industry Trends 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.
Research In Motion BlackBerry device subscriber growth Subscriber 8 million subscribers and growing. 8000000 7000000 6000000 5000000 4000000 3000000 2000000 1000000 0 2000 2001 2002 2003 2004 2005 2006 2007 100%+ 50% up! .
Introducing BlackBerry Internet Solution .
Introducing BlackBerry Internet Solution What is BlackBerry Internet Service? BlackBerry Internet Service is designed to provide Email message access to individual customers or small businesses who do not need BlackBerry Enterprise Server Push technology 10 email accounts BlackBerry email address (optional) Corporate email account access .
Introducing BlackBerry Internet Solution What is BlackBerry Internet Service? BlackBerry Internet Service is designed to provide Individual email account icons Unlimited email message quota Wireless email synchronization* Attachment viewing Web browsing Instant messaging *Synchronization depends on the type of email account added .
Introducing BlackBerry Internet Service v2.3 allows you to Open vCard and iCal attachments Send and receive wireless meeting requests Auto-forward messages Get voicemail attachment playback Receive delivery and read receipts BlackBerry Internet Service also supports two-way Yahoo! Mail synchronization .3 New features BlackBerry Internet Service v2.
Introducing the BlackBerry Enterprise Solution .
. Draw and label a BlackBerry message flow diagram. you should be able to do the following: Identify five end-user features of the BlackBerry® Enterprise Server. Label a BlackBerry Enterprise Server message flow diagram. Identify five IT features of the BlackBerry Enterprise Server. List and explain the features. advantages and benefits of IT Policies.Objectives At the completion of this module.
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. integrated security simplified management . wireless networks and enterprise applications. A centralized link between BlackBerry devices.
. Corporate data access Access to push-based enterprise applications. Wireless activations and provisioning Active a BlackBerry device over the air in minutes! Wireless email synchronization Seamless integration with existing enterprise email accounts.BlackBerry Enterprise Server features for end-users Push technology BlackBerry devices are designed to remain continuously connected to the wireless network.
Wireless email settings Control settings from the BlackBerry device. email message filters and autosignature. . Wireless application access Download third-party applications over the air. such as Out of Office.BlackBerry Enterprise Server features for end-users Wireless organizer synchronization Update organizer data over the air between the BlackBerry device and the BlackBerry Enterprise Server.
. place a phone call or add a contact to your address book with just one click. send an email message.BlackBerry Enterprise Server features for end-users Wireless backup BlackBerry device settings and preferences can be automatically backed up over the air. Attachment viewing View popular document types on the BlackBerry device. Remote address lookup Search the company directory over the air.
synchronize the buddy list and integrate the BlackBerry notification profiles.BlackBerry Enterprise Server features for end-users Security All email messages and application data are encrypted with Triple DES and AES Security. On-device help Application specific support information available right on the BlackBerry device! Support for Instant Messaging Allows BlackBerry devices users to have group chats. .
regardless of the network technology or wireless service provider. Multi-network Application and Device Support Supports all BlackBerry devices. . address book entries. memos and tasks. Provides advanced security Encrypts all data stored locally on the BlackBerry device. including email messages. calendar entries.BlackBerry Enterprise Server features for IT Leverages existing infrastructure Provides an out-of-the-box over the air extension of your existing messaging platform.
from the BlackBerry device. Easy to Manage Track and manage key BlackBerry device statistics. Quick and Cost-effective Deployments Streamline deployments and reduce administrative overhead by allowing BlackBerry device users to securely self-provision.BlackBerry Enterprise Server features for IT Designed to manage end-to-end connectivity Communicates with BlackBerry devices over the air through a secure Internet connection from behind a corporate firewall. .
Text and PIN-to-PIN archiving Messages will be archived so BlackBerry administrators will be able to audit text messages. PIN messages and call traffic. . Enhanced Wireless Email Reconciliation Supports wireless email reconciliation for permanent deletes.BlackBerry Enterprise Server features for IT Common BlackBerry Enterprise Server Manager The BlackBerry Manager functions the same for IBM Lotus Domino. Novell GroupWise and Microsoft Exchange. Note: this feature is only available with Microsoft Exchange users.
BlackBerry Enterprise Server features for IT Highly Extensible
BlackBerry Mobile Data Service (MDS) allows organizations to easily extend corporate information and applications over the air.
Standard set of administrative roles, limiting the access to sensitive or enterprise-wide BlackBerry administrative settings.
BlackBerry Enterprise Server features for IT Group Administration
Faster for administrators to set up and update properties for multiple users.
Improved Enterprise Device Authorization
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.
Identify the advantages and benefits of IT Policies .Introducing the BlackBerry Enterprise Solution Exercise 1: 1.
The Director is interested in implementing the BlackBerry (BES) solution company-wide. such as a bank or real estate company.Introducing the BlackBerry Enterprise Solution Exercise 2: Top five features that make people want to buy a BlackBerry device 1. . but is unsure if it is the best solution for both the end user and IT department. You have been approached by the Director of a large corporation. 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. 2.
Review Jeopardy Review .
BlackBerry Enterprise Solution Security .
. Describe BlackBerry Enterprise Server Security to a customer. should be able to do the following: Discuss and summarize the three points in the BlackBerry® Security Pyramid.BlackBerry Enterprise Solution Security At the completion of this module you.
Storage security 3.BlackBerry Enterprise Solution Security BlackBerry Security The BlackBerry Enterprise Solution was created with security in mind. 1. The BlackBerry Security Pyramid was created to help you understand the benefits of the BlackBerry Enterprise Server Security model. Validation . Wireless transmission security 2.
.BlackBerry Enterprise Solution Security Wireless transmission security Triple DES (data encryption standard) and AES (advanced encryption standard) IT departments can choose the encryption method Encryption keys Only data that can be decrypted using a valid encryption key is accepted. Optional Secure/Multi-purpose Internet Mail Extension (S/MIME) Offers an additional layer of security using digital signatures.
. BlackBerry SmartCard Reader Wearable reader that allows controlled access to BlackBerry devices using bluetooth. Computer program that provides cryptographic privacy and authentication.BlackBerry Enterprise Solution Security 1.Wireless transmission security Pretty Good Privacy (PGP) Allows BlackBerry device users to easily integrate the use of encryption into their daily routine.
.Storage security BlackBerry Enterprise Server Security Wireless Network connection Outbound-initiated and authenticated bi-directional connection through port 3101 on the firewall Email messages and data remain encrypted until delivered to the BlackBerry device.BlackBerry Enterprise Solution Security 2.
BlackBerry Enterprise Solution Security Storage security BlackBerry device security Wireless IT commands Allows the BlackBerry Administrator to set and reset passwords. Optional device password security Allows IT to determine the idle time before a BlackBerry device locks. lock device and perform a device wipe. .
Password Keeper This is an optional application that securely stores password entries on the BlackBerry device. .Storage security BlackBerry device security Content protection Allows the IT staff to set up local encryption of all user data on the BlackBerry device.BlackBerry Enterprise Solution Security 2.
BlackBerry Enterprise Solution Security 3. .Validated Certified (industry validation) Federal Information Processing Standards (FIPS) certification Required standard in order to sell a product into the Canadian or American governments and other security conscious organizations.
Validated Audited (third-party validation) @stake.BlackBerry Enterprise Solution Security 3. Inc. performed a detailed security audit on the BlackBerry solution and validated all aspects of the BlackBerry Enterprise Solution security Trusted (customer validation) British Airport Authority British Nuclear Fuels Department of Defense New York City Fire Department .
BlackBerry Enterprise Solution Security BlackBerry Enterprise Solution message flow Port 25 Port 3101 .
Exploring BlackBerry Return on Investment .
Calculate the ROI for a BlackBerry customer. . Position key BlackBerry solution ROI statistics.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.
335 BlackBerry end users (99% had both data and voice) îBlackBerry device users and IT managers in North America.Exploring BlackBerry Return on Investment What is Ipsos-Reid? Ipsos-Reid is a leading global surveybased market research group Who participated in the study? The 2007 BlackBerry ROI study was conducted with î1.387 IT managers î1. Europe and Asia Pacific .
Exploring BlackBerry Return on Investment Positioning BlackBerry ROI Total Cost of Ownership Incremental Total Cost of Ownership ROI Payback period Immediacy .
Exploring BlackBerry Return on Investment Ipsos Reid BlackBerry ROI Study What are the results of the study? Savings attributed to BlackBerry = more than $230 per user per year .
Exploring BlackBerry Return on Investment Ipsos-Reid BlackBerry ROI Study What are the results of the study? BlackBerry pays for itself in 154 days BlackBerry pays for itself in approximately 5 months based on personal productivity benefits alone The payback period for BlackBerry is less than 1 month with workflow benefits included Total IT time investment for BlackBerry = 23 minutes per user per month .
Exploring BlackBerry Return on Investment Ipsos Reid BlackBerry ROI Study What are the results of the study? The average BlackBerry user: Converts 63 minutes of downtime into productive time every day. That·s over 250 hours a year! Reports that BlackBerry increases team efficiency by 38% Processes over 2500 email messages and over 1200 phone calls per year while mobile. .
Qualifying BlackBerry Enterprise Customers .
Review the Qualifying Survey. Describe the three different kinds of people encountered in the BlackBerry sales funnel. Discuss BlackBerry qualifying questions. .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.
. CRM. etc.Qualifying BlackBerry Enterprise Customers What do BlackBerry Customers look like? Employed full-time in a professional occupation Spend 25% or more of their total working time away from their desks Value email but would like to spend less time dealing with it Need to be in constant contact (often via email) Make phone calls while away from the office Would benefit from access to other data like intranet.
Suspects 2. Potential customers 1 2 3 . Prospects 3.Qualifying BlackBerry Enterprise Customers The BlackBerry Sales Funnel In the process of qualifying a BlackBerry customer you will encounter three different kinds of people: 1.
Suspects This is the largest section of the sales funnel includes people who have no knowledge of the product those who have heard of the product but have had no direct contact with a sales representative 1 2 3 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 1.
Qualifying BlackBerry Enterprise Customers 1. Suspects Qualifying questions What method do you use to conduct your business? Who are the people you communicate with using the following methods: Text messaging Instant messaging Internet Intranet 1 2 3 .
Qualifying BlackBerry Enterprise Customers 2. Prospects Includes: those with whom you've had some dialogue (through brochures. sales calls or a web site) existing wireless and data customers 1 2 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 2. Prospects Qualifying questions How often are you away from your desk each day? How do you access email when you're away from your desk? Do you ever miss important emails while you're away from your desk? Would you benefit from being able to manage your email from wherever you are? 1 2 3 .
Potential customers Includes those who are interested in purchasing the product those who must be further qualified before you can close 1 2 3 At this stage you want to determine which BlackBerry Solution option is the best fit for this customer .Qualifying BlackBerry Enterprise Customers 3.
Qualifying BlackBerry Enterprise Customers 3. Potential customers Qualifying questions What kind of email accounts are you using for business email? What kind of email server do you use? Is your IT department internal or external? Would you also benefit from wireless access to other applications like CRM or network and systems management? 1 2 3 .
Qualifying BlackBerry Enterprise Customers The Qualifying Survey Company profile Mobile user profile Handheld environment survey Technical environment survey Mail system and WAN diagram .
Review Jeopardy Review .
Exploring the BlackBerry Dual Selling Cycle .
Discuss strategies to use when dealing with BlackBerry buying teams. Identify three BlackBerry buying teams. Explore the BlackBerry® Dual Selling Cycle.Objectives At the completion of this module you should be able to do the following: Review your current sales cycle. . Identify the BlackBerry Dual Selling Cycle stages.
Exploring the BlackBerry Dual Selling Cycle Investigate and Research Demonstrate Capability Identify prospect Close Pilot Program Obtaining Commitment .
Exploring the BlackBerry Dual Selling Cycle Identify prospect First 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 .
The Mobile user team 2.Exploring the BlackBerry Dual Selling Cycle Investigate and Research Two buying teams involved in every BlackBerry sale 1. The IT team Identify the decision makers on each team Have you made a major purchasing decision like this before? What are your buying criteria? Where are the pain points in your organization? .
Includes all of the people discussed in the Qualifying Customers module. Approaching the line of business team first? Have an advocate from the Mobile user team. mobile users may be able to help resolve the issue. If IT tries to impede moving forward.Exploring the BlackBerry Dual Selling Cycle Contact the Line of Business team Line of business team Includes individuals who will use the BlackBerry solution on a day-to-day basis. .
Approaching IT first? Keep communications open with the mobile users.Exploring the BlackBerry Dual Selling Cycle Contact the IT team IT team Includes individuals responsible for administering and supporting the BlackBerry solution. .especially at lower levels where the people you talk to may not have decision-making power. May also include. IT administrators. the CTO. Exercise caution . the CIO.
Demonstrate that BlackBerry is the best wireless solution to meet their needs. Discuss case studies Use statistics from the ROI study . Show that BlackBerry is a solid investment.Exploring the BlackBerry Dual Selling Cycle Demonstrate Capability Determine the mobile users· needs. Give a BlackBerry demo.
Focus on the Security Pyramid. . Use statistics from the ROI study to show how easy BlackBerry is to manage. Educate IT on the BlackBerry solution. Highlight the control and choice provided by the solution.Exploring the BlackBerry Dual Selling Cycle Demonstrate Capability Explain that BlackBerry will meet the needs of the mobile users without creating large volumes of extra work.
The following are discussed during the pilot program: Technical overview Project ownership Participants Coverage and Installation .Exploring the BlackBerry Dual Selling Cycle BlackBerry Pilot Program The BlackBerry Pilot Program is designed to help plan all the necessary elements prior to launching BES solution.
Organize a meeting to get both teams to agree to proceed with a pilot program. .Exploring the BlackBerry Dual Selling Cycle Obtaining Commitment Combine the demand created by the line of business team with the buy-in on the IT side. Determine requirements with the stakeholders on each team.
. Sign-off from both buying teams is needed to close any BlackBerry sale.Exploring the BlackBerry Dual Selling Cycle Close the sale Manage any additional objections that arise at this stage.
Review Jeopardy Review .
com 519-573-0341 .Paul Partin Authorized field Trainer Contact for BES pricing and assistance Jason Neal jneal@rim.
This action might not be possible to undo. Are you sure you want to continue?
We've moved you to where you read on your other device.
Get the full title to continue reading from where you left off, or restart the preview.