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Slide 2 Intermec Confidential – Not for Release or Distribution
Agenda
Intermec OverviewProduct solutionsMarket segment focusSolution system componentsChannel ecosystemGo to market sales strategyPartner solutions blueprint
Further areas where we can collaborate
Slide 4 Intermec Confidential – Not for Release or Distribution
Key Customer Segments
Field Service andAsset Management
Direct Store Delivery
Retail
Transportation and Logistics
Warehouse Operations
Freight Yard Operations
Manufacturing Operations
Postal
Healthcare
Slide 5 Intermec Confidential – Not for Release or Distribution
The World’s Most Complete Line of Supply Chain Products and Services
Mobile Computers Data Capture:RFID and Scanning
Barcode Printers and MediaSoftware Tools and Applications
Implementation and Support Services
Slide 6 Intermec Confidential – Not for Release or Distribution
Solutions Come From Products And System Tools
Industrial Design
Portable or Fixed?Ergonomics?Ruggedness?
Processor Architecture
(Intel)
Operating System(Microsoft)
PeripheralsBarcode, RFID reader, Imager,
Printing, Single or Multidock
Development Tools
Wireless WANMicrosoft.NET
Windows Mobile
CommunicationsGSM/UMTS
CDMA / EVDO RevAIEEE 802.11 b,g
Bluetooth
Host System
IntegrationMiddleware
Intermec Premier Solution Partners
Device Management
Slide 7 Intermec Confidential – Not for Release or Distribution
Partner Ecosystem Community
Distributors
Reseller Partners
ISV’s
Alliances
Sell through
Enable and sell with
Enable through
Influence through
Slide 8 Intermec Confidential – Not for Release or Distribution
Intermec Technologies Sales Strategy
Direct Accounts
150 Worldwide
In-Direct Channel
Partners And ISV’s
Intermec Sales Teams
SAM – Strategic Account Manager = Assigned accounts
TAM – Territory Account Manager =
Assigned Geography
CBM – Channel Business Manager =
Assigned Partner Portfolio
Slide 9 Intermec Confidential – Not for Release or Distribution
Partner transaction detail
All Channel Partners Purchase Product Through Distribution
Sell thru to end user via several models;
1. Capital Purchase
2. SaaS / Lease
Income / profit source
Hardware margin
Software license
Maintenance – both
hardware / software
Wireless activation commissions
Slide 10 Intermec Confidential – Not for Release or Distribution
Further Opportunities For Intermec And Verizon Wireless To Closer Collaborate
Develop a consistent and predictable co-sales / collaboration model!This would provide a collaborative sales methodology for the
Verizon Wireless direct sales teams to win target market vertical accounts where Intermec L.O.B. (line of business) solutions can be deployed.
This could also provide a predictive “everybody wins” methodology for downstream Intermec channel Partners and for the Intermec direct sales teams.
Provides Intermec channel Partners with an activation commission offer for Verizon Wireless opportunity positioning (some Partners are getting this from other carriers today).
Slide 11 Intermec Confidential – Not for Release or Distribution
Further Opportunities For Intermec And Verizon Wireless To Collaborate Closer
Provide additional intrinsic value for Intermec device solutions by providing pro-active access and certification efforts for Verizon Wireless value-added solution offers.Field Force Manager certification for CN50 and CN4 platforms.PTT client certification for CN4, and CN50 platforms.PrivateNetwork testing and certification for CN50 and CN4
platforms.Provide “on-the-bill” BOBO application offers for other joint
vertical market ISV’s (like a Gearworks) that have already certified their content on Intermec platforms. Intermec has over 1200 reseller Partners and ISV’s in our solutions ecosystem.
Slide 12 Intermec Confidential – Not for Release or Distribution
Further Opportunities For IntermecAnd Verizon Wireless To Collaborate Closer
Intermec Rugged Mobile Business Solutions provide inherent value to ARPU contribution within the Verizon Wireless subscriber base.No device subsidies to deal with.Device platforms are almost always married with imbedded
content that provides “stickiness” to a subscribers contract. This justifies the execution of 2 plus year contracts at the start of application deployments.
Device life cycles are typically 5 to 6 times that of consumer devices, reinforcing “less churn” behaviors.
Intermec’s Channel ecosystem of Partners can help extend the reach of the Verizon Wireless Sales teaming efforts by providing “sticky” solutions that are differentiated from commodity offers.
Slide 13 Intermec Confidential – Not for Release or Distribution
Team With Us Because…
We are WWAN experienced – we have been integrating wide area radios in rugged platforms for over 16 years.
We will Co–Sell with you, where you can leverage our industry and application expertise.
We have a long history with Verizon Wireless for deploying vertical market applications and we are a market leader with CDMA radio integration.
We have WWAN value added software tools and integration capability that provide for lower T.C.O. for our devices with the end user.
Slide 15 Intermec Confidential – Not for Release or Distribution
Changing the game
Ergonomic design for all day "hold and carry" use and direct customer interaction
Class-leading “software” Flexible Network™ Radio (Industry First)
Optimized for Enhanced Mobile Document Imaging - Industry First (eMDI)
Fourth generation CDMA architecture platform (follows 760 series, CN3, CN4)
The highest performance 3.75G mobile computer in a small, lightweight and ruggedized form factor
Showing eMDI
Most Advanced Rugged 3G Mobile Computers
Slide 16 Intermec Confidential – Not for Release or Distribution
The most lightweight, fully-rugged 3.5G mobile computer in its class (CDMA Rev A.)
Showing image capture
Designed, built and tested like no other
Fully-rugged: Six ft. (1.8m) drop specification (faces, sides, corners); compact internal antenna design; and IP64 sealing
3.5G technology benefits and investment protection through compatibility with CN3 accessories
Enhanced Mobile Document Imaging (eDMI)
Slide 17 Intermec Confidential – Not for Release or Distribution
The most lightweight, fully-rugged, versatile mobile computer in its class
First to incorporate Options for up to four radios
Versatility enables mobile and in-premise applications, allowing for maximum usage
Provides a complete suite of performance optimized accessories, and developmentand management tools, minimizing TCO
Fully-rugged: Six ft. (1.8m) drop specification (faces, sides, corners); compact internalantenna design; and IP54 sealing
Showing proof of delivery
Slide 18 Intermec Confidential – Not for Release or Distribution
Thank You for viewing this presentation!
Please feel free to contact me if you have any comments or questions or if you think I can be of any assistance whatsoever.
Clark RichterWireless Channels Manager
Intermec [email protected]
Office – 314-317-2615Mobile – 314-378-7934