Mobility Services Platform

1
Symbol Technologies

• Mobility Services Platform

April 2005
2
Agenda

• Business Problem
• MSP Solution
• MSP Features Overview
• Customer Success Stories
• MSP Configurations

3
MSP 3rd Leg Of CM2 Vision
4
Typical Enterprise-wide Mobility Challenges
How do I cost-effectively deploy large number of
new devices?
MSP
How do I centrally track and trouble-shoot
devices?
How do I keep software up-to-date on all
devices?
5
MSP Solution
6
Initial Staging Rapid Deployment

• Features
• Out-of-box deployment for all mobile devices
• Devices deployed and ready to use within 5 minutes

7
Initial Staging Template-based Configuration

• Features
• Configure one WLAN device, save template, and
  apply to a group of WLAN devices

8
Ongoing Provisioning Software / Firmware
Provisioning

• Features
• Centralized package management
• Scheduled package delivery to sites
• Scheduled package delivery to devices
• Compliance Reporting

9
Asset Control Asset Management

• Features
• Centralized view of all mobile assets
• Site-based asset tracking
• Visibility into asset utilization
• Exercise control over individual or group of
  device

Change to status basic info for single
10
Asset Control Remote Control

• Features
• Share end-user experience with mobile desktop
  sharing
• Remotely take control of the device
• Remotely troubleshoot and correct device problems

11
Asset Control Configuration Backup / Restore

• Features
• Save current configuration of wireless
  infrastructure
• Revert to previously working configuration
• Option to utilize centralized or local storage

12
Customer Success Wawa
Problem
Solution

• Customer Profile
• Location US
• Vertical Retail
• MSP Enterprise
• 1,200 MC9060s
• 600 WS2000s
• AP300s
• Private Applications
• 550 Sites

• Rapid Deployment Reduced Initial Staging Cost to
  25 and Took Less Than 15 Minutes

• Initial Staging of New Devices Cost 300 and
  Took 3 Hours

We are saving 300 per device using Rapid
Deployment. Russell Dodd, Manager Store
Architecture, Wawa
13
Customer Success BMG
Problem
Solution

• Customer Profile
• Location USA
• Vertical Warehousing
• MSP Lite
• 50 MC9060s
• 2 WS5100
• Private Applications
• 1 Site

• Ongoing Provisioning Capability in MSP Reduced
  Application Annual Rollout Costs to 5-10K

• Ongoing Deployment of Application Updates Cost
  40K-50K Annually

MSP has reduced application upgrade costs by
90. We are saving 30K to 40K annually in one
distribution center alone. Chuck R. Bright,
Senior Systems Engineer, BMG
14
Customer Success Liquidation World
Problem
Solution

• Customer Profile
• Location Canada
• Vertical Warehousing
• MSP Lite
• 30 MC9000s
• 90 MC3000s
• 8 WS5100
• Private Applications
• 4 Sites

• MSP Remote Control Capability Has Cut Down
  Troubleshooting Time from Days to Minutes

• Troubleshooting Problems in Remote Locations Took
  Days and Resulted in Application Outages

Remote Control has cut down the time to
trouble-shoot problems in remote locations from
days to minutes. Rick Miller, Liquidation World
15
MSP Configurations
Description Includes 50 ANY Licenses Manages
up to 2,000 Devices Includes 200 ANY
Licenses Manages up to 5,000 Devices L2 or L3
Device, Network Element, or ANY Managed Entity
Licenses
MSP Lite Appliance MSP Enterprise
Appliance Managed Entity Licenses
MSP Component IBM xSeries
306 IBM xSeries 336 Managed Devices
Scalability can vary based on customer
requirements
16
MSP Agent Levels

• Why Different Levels?
• Different Devices Have Different Capabilities
• Agent levels are tailored to match device
  capabilities
• Gives Enterprises Investment Choice
• L1 agent is free to help customers transition
• L2 agent enables Ongoing Provisioning for lower
  cost
• L3 agent enables full manageability on applicable
  devices

17
MSP Agent Levels Benefits
18
Importance of Professional Services and Customer
Service

• Customer Service
• Product Includes 90-day Warranty / Support
• New Device Roll-outs Often Takes Longer
• Support for New Device Versions Often Requires
  MSP Upgrade
• Professional Services
• MSP Turns Symbol Devices into an Enterprise
  Mobility Systems
• System Roll-out Across Distributed Locations
  Requires Careful Consideration of Network
  Capabilities and Security Requirements
• Professional Services Engagement Ensures Robust
  System Deployment

19
Customer Service (GSD) Offerings

• Three different 1-year offering. Each offering
  provides
• Access and Rights to Maintenance and Service
  Releases
• Discount on Upgrades to Major Releases (for
  example, 2.0 to 3.0)
• Access to Symptom Solution Database and Other
  Technical Information
• Advanced Exchange for Customer-replaceable Parts

20
Professional Service Offerings

• Part Numbers
• COM-MSP-SVR
• COM-MSP-MUA
• CNS-MSP-ONS
• TRN-MSP-CUS

• Service
• Planning Assessment
• Analysis Design
• Implementation
• Training
• Mobile Unit Commissioning with Apps
• Time Materials Consulting
• 4 Day Customer Training
• 2 Seats

21
Summary
Managing Enterprise Mobility is Challenging

• Device Costs Are Only 25 of Total Cost of
  Ownership
• Operations and Administration Often Cost More
• MSP Can Significantly Lower the Total Cost of
  Ownership

MSP Makes it Easier!
22
Sales Process
23
Ideal Targets

• Target Customers
• Primarily use Symbol Devices
• Deploying More than 50 Devices
• Symbol Devices with non-Symbol Wireless
  Infrastructure
• Customers to Avoid in the Near Term
• Interested in Managing non-Windows Devices (RIM,
  Palm, Symbian, etc.)
• Interested in Managing Laptops

24
Sales Process

• Education
• Sell CM2 Vision at the Beginning of Sale Process
• Present MSP
• Share Business White Paper
• Proposal
• Follow Pre-sales Design Review Process
• Involve SE and ChSE
• Use ROI Tool to Justify Price
• Leverage Reference Accounts
• Trial
• Propose Small Well-defined Pilots to Hesitant
  Customers

25
Sales Process
26
Ideal Targets

• Target Customers
• Primarily use Symbol Devices
• Deploying More than 50 Devices
• Symbol Devices with non-Symbol Wireless
  Infrastructure
• Customers to Avoid in the Near Term
• Interested in Managing non-Windows Devices (RIM,
  Palm, Symbian, etc.)
• Interested in Managing Laptops
• Interested in managing large number of legacy
  devices

27
Sales Process

• Education
• Sell CM2 Vision at the Beginning of Sale Process
• Present MSP
• Share Business White Paper
• Demo MSP (Part MSP-DEMO-SW-WW)
• Proposal
• Follow Pre-sales Design Review Process
• Involve SE and CSE (Channel SE)
• Use scalability calculator for customer specific
  scenario
• Use ROI Tool to Justify Price
• Leverage Reference Accounts
• Trial
• Propose Small Well-defined Pilots to Hesitant
  Customers

28
Reference Material/Sales Tools

• High Level
• Datasheet
• Sales Guide/Partner Brief
• Pricing/Ordering FAQ
• Email Pitch
• Sales/Technical Online modules (on
  edu.symbol.com)
• Technical Reference Material
• Deployment Scenarios document (via SE or CSE)
• Dev Central postings
• Training
• Commissioning and Implementing MSP classes
• Certification to add additional revenue stream
  for partner

29
Thank You
30
BACKUP MSP 2.5 Whats New
31
MSP 2.5 New Capabilities

• Expanded Device Management
• WWAN support for GSM/GPRS and CDMA/1xRTT
• Checkpoint/restart for low-bandwidth WWAN
  connections
• Policy-based WWAN/WLAN/Cradle connectivity
  utilization
• Greatly simplified Rapid Deployment capability
• Native wireless switch firmware provisioning and
  configuration backup/restore
• Broader Device Coverage
• RFID readers
• Cisco APs
• Selected cradled devices
• Windows Mobile 5.0 and Windows CE 5.0 devices (L2
  RD)
• Enhanced Security and Authentication
• Encrypts non-provisioning communication between
  MSP and the L3 devices
• Automatically locks out devices that go
  out-of-coverage
• LDAP/Active Directory integration for both MSP
  appliance and mobile devices

32
MSP 2.5 New Capabilities

• Other Product Enhancements
• MSP device agent size cut in half freeing up 1 MB
  of precious space
• User friendly asset names simplify asset
  tracking and troubleshooting
• Improved Scalability over previous releases
• MSP Enterprise Test Cases
• 4000 Mobile Devices and 1000 ES3000
• 3800 Mobile Devices and 1200 AP4131s
• 3800 Mobile Devices and 1200 Network Switches
  each with 2 APs
• 2000 Network Switches
• MSP Lite Test Cases
• 1200 Mobile Devices and 800 Network Switches
  each with 2 APs
• 1200 Mobile Devices and 800 ES3000

Mobile Devices and Network Elements tested
with 4 hr. and 1 hr. data collection intervals
respectively
33
BACKUP Market Trends
34
Market Trends Driving Need for Management
Unauthorized Access