Digital Communities Solution Starter Kit Uzair Dada – Intel Maury Blackman – Accela Jon Fyffe – eRepublic Rick Naylor – Intermec Kevin Cordell – Cisco

Digital CommunitiesDigital Communities Solution Starter Kit Solution Starter KitDigital CommunitiesDigital Communities Solution Starter Kit Solution Starter Kit

Uzair Dada – IntelUzair Dada – Intel

Maury Blackman – AccelaMaury Blackman – Accela

Jon Fyffe – eRepublicJon Fyffe – eRepublic

Rick Naylor – IntermecRick Naylor – Intermec

Kevin Cordell – CiscoKevin Cordell – Cisco

Brad Jens - PanasonicBrad Jens - Panasonic

Go To Market Program Discussion

What Are We Doing To Help You Sell Solutions?What Are We Doing To Help You Sell Solutions?

TrainingTraining

Go To Market Program with Gov TechGo To Market Program with Gov Tech

Customer Webinars & RoadshowsCustomer Webinars & Roadshows

Joint Sales CollateralJoint Sales Collateral

Intel Solution Center/Intel Solution ServicesIntel Solution Center/Intel Solution Services

Product SupportProduct Support

Solution Partner Training EventsSolution Partner Training EventsSolution Partner Training EventsSolution Partner Training Events• Digital Communities Launch EventDigital Communities Launch Event

– December 6December 6thth and 7 and 7thth

– Over 120 solution partners trainedOver 120 solution partners trained

• Accela Business Partner EventAccela Business Partner Event

– January 3January 3rdrd-5-5thth, Squaw Creek, Lake Tahoe, Squaw Creek, Lake Tahoe

• Intermec Partner ConferenceIntermec Partner Conference

– February 7February 7thth-10-10thth, Dallas, TX, Dallas, TX

• ESRI Business Partner ConferenceESRI Business Partner Conference

– March 18March 18thth-21st-21st

• Additional quarterly training events being plannedAdditional quarterly training events being planned

4

Gov Tech Digital Communities Gov Tech Digital Communities ProgramProgramGov Tech Digital Communities Gov Tech Digital Communities ProgramProgram

Program Elements:– Multi-channel demand generation programMulti-channel demand generation program

– Technology blueprints, whitepapers, case studies, best practices, business case tools….

– Independent forum for vendors and communities to share successes and key learnings.

Program Elements:– Multi-channel demand generation programMulti-channel demand generation program

– Technology blueprints, whitepapers, case studies, best practices, business case tools….

– Independent forum for vendors and communities to share successes and key learnings.

www.govtech.net/digitalcommunitieswww.govtech.net/digitalcommunities

Sponsored by:Intel, Cisco, Panasonic, Sybase, Dell, IBM, ESRI,Intermec, Accela, Vizible, Simdesk and CDW-G

Sponsored by:Intel, Cisco, Panasonic, Sybase, Dell, IBM, ESRI,Intermec, Accela, Vizible, Simdesk and CDW-G

Gov Tech Go To Market ProgramGov Tech Go To Market ProgramGov Tech Go To Market ProgramGov Tech Go To Market Program

Market OpportunitiesMarket Opportunities

Sharing Best Practices for Digital CommunitiesSharing Best Practices for Digital Communities

Digital Communities Demand GenerationDigital Communities Demand Generation

How to Get InvolvedHow to Get Involved

Source: Center for Digital Government. Based on 12,000 RRP’s for state & local government

Digital Communities Survey ResultsDigital Communities Survey ResultsDigital Communities Survey ResultsDigital Communities Survey Results

Have you heard about Digital Communities?

Heard of it

No Knowledge-would like to find out more

Evaluating it’s applicability to our community

Currently involved in creating a Digital Community

72%

20%

6%

2%


Which of the following devices are you using today, would you Which of the following devices are you using today, would you prefer to use or plan to purchase for delivering solutions to mobile prefer to use or plan to purchase for delivering solutions to mobile field workers?field workers?

33%

50%

44%47%

54%

27%23%

67%

22%

35%

26%

11%

23%

16%

23%

0%

10%

20%

30%

40%

50%

60%

70%

80%

Car- mountedLaptop

Laptop Tablet PCs Wireless hand-held device

Ruggedizeddevices

Are using today

Prefer to use

Plan to purchasewithin 12 months

The Digital Communities Portal: The Digital Communities Portal: The Digital Communities Portal: The Digital Communities Portal:

Creating an information hub for Digital CommunitiesCreating an information hub for Digital Communities

http://www.govtech.net/digitalcommunities/http://www.govtech.net/digitalcommunities/

• Original ArticlesOriginal Articles

• NewsNews

• Current SolutionsCurrent Solutions

• Case StudiesCase Studies

• White PapersWhite Papers

• PartnersPartners

• EventsEvents

• InfrastructureInfrastructure

• ApplicationsApplications

• 15,000 unique 15,000 unique visitors/monthvisitors/month

• 203 sales leads (current)203 sales leads (current)

• Yearly targets 30,000 Yearly targets 30,000 views/monthviews/month

10,329 views/month

Digital Communities Demand Generation Digital Communities Demand Generation Digital Communities Demand Generation Digital Communities Demand Generation

A complete year-round awareness and demand generation program to A complete year-round awareness and demand generation program to facilitate adoption of Digital Communities solutions generating 12 facilitate adoption of Digital Communities solutions generating 12 million impressions per year. million impressions per year.

Program Elements:Program Elements:

• Govtech.net web presence on every pageGovtech.net web presence on every page

• Digital Communities PortalDigital Communities Portal

• 16 page Digital Communities Advertorial 16 page Digital Communities Advertorial InsertInsert

230,000 views/month

204,000 readers/month

Digital Communities Demand GenerationDigital Communities Demand GenerationDigital Communities Demand GenerationDigital Communities Demand Generation

• Digital Communities RoadshowsDigital Communities Roadshows

• Digital Communities Internet SeminarsDigital Communities Internet Seminars

Customer Events

1st I Seminar – January 2006

1st Roadshow – 02/09/06 Los Angeles, CA

2nd Roadshow – April 2006

2nd I Seminar – May 2006

Digital Communities Demand GenerationDigital Communities Demand Generation

• Mobile Government Mobile Government Advertising and Solution Advertising and Solution Profiles in every issue.Profiles in every issue.

• Digital Communities Digital Communities eNewsletters twice monthly eNewsletters twice monthly – over 2K opt-ins to date– over 2K opt-ins to date

• Mobile Government Mobile Government Newsletter monthly.Newsletter monthly.

• Internet SurveysInternet Surveys

204,000

readers/month

20,000

Subscribers/month

11,703 views/month

Digital Communities Demand GenerationDigital Communities Demand GenerationDigital Communities Demand GenerationDigital Communities Demand Generation

Estimated 260,000 readers/month

• House Ads in Government Technology, Public House Ads in Government Technology, Public CIO and Texas Technology magazines.CIO and Texas Technology magazines.

• Regular Press ReleasesRegular Press Releases

• Partner Marketing ActivitiesPartner Marketing Activities

Digital Communities ProgramDigital Communities ProgramDemand Generation MetricsDemand Generation Metrics

Digital Communities ProgramDigital Communities ProgramDemand Generation MetricsDemand Generation Metrics

Total Program Results To Date (2.5 months)Total Program Results To Date (2.5 months)

• Total impressions 1.2 millionTotal impressions 1.2 million

• Unique Visitors/Readers 344,000Unique Visitors/Readers 344,000

• Traffic (clicks/sponsors) 31,914Traffic (clicks/sponsors) 31,914

• Sales Leads (registrations) 2,624Sales Leads (registrations) 2,624

How to get involved How to get involved How to get involved How to get involved

• Access the Starter Kit: Access the Starter Kit: www.govtech.net/dcstarterkitwww.govtech.net/dcstarterkit

• Become a Digital Communities Solution Starter Kit ResellerBecome a Digital Communities Solution Starter Kit Reseller

• List of Starter Kit Resellers – Register as a resellerList of Starter Kit Resellers – Register as a reseller

• Password protectedPassword protected

• Self Administered ListingsSelf Administered Listings

• Free to invited and qualified resellersFree to invited and qualified resellers

• Referrals and visibility for Starter Kit ResellersReferrals and visibility for Starter Kit Resellers

• Reseller Company Profile pageReseller Company Profile page

How to get involvedHow to get involvedHow to get involvedHow to get involved

2. For Reseller access enter passcode:2. For Reseller access enter passcode:

dcstarterkitdcstarterkit

3. Requests will be approved and qualified3. Requests will be approved and qualified

resellers publishedresellers published

Log on to:Log on to:www.govtech.net/dcstarterkit

1. Register to be a Digital Communities Starter Kit Register to be a Digital Communities Starter Kit Reseller; fill out online applicationReseller; fill out online application

Digital Communities Roadshow 2006Digital Communities Roadshow 2006Digital Communities Roadshow 2006Digital Communities Roadshow 2006

Customer Webinar SeriesCustomer Webinar SeriesCustomer Webinar SeriesCustomer Webinar Series• 3 Webinars planned3 Webinars planned

• Focus – How to become a Digital CommunityFocus – How to become a Digital Community

• DatesDates

–February 28, 2006February 28, 2006

–March 21, 2006March 21, 2006

–April 11, 2006April 11, 2006

• Sponsored by: Intel, Cisco, Accela, Intermec, Sponsored by: Intel, Cisco, Accela, Intermec, Panasonic, ESRIPanasonic, ESRI

Joint CollateralJoint CollateralJoint CollateralJoint Collateral• Digital Community Solution Starter Kit Digital Community Solution Starter Kit

Portal/CollateralPortal/Collateral

– Information for customers and solution Information for customers and solution resellers site with training informationresellers site with training information

– Will be promoted via newsletters to install Will be promoted via newsletters to install basebase

– 16 page overview advetorial16 page overview advetorial

• Digital Community Solution Data Sheet Digital Community Solution Data Sheet for Customersfor Customers

• Digital Community Selling Guide for Digital Community Selling Guide for Solution PartnersSolution Partners

Business Case Tool and WhitepaperBusiness Case Tool and WhitepaperBusiness Case Tool and WhitepaperBusiness Case Tool and Whitepaper• We have developed a tool for you and your prospects to utilizeWe have developed a tool for you and your prospects to utilize

• Focus is on key ROI categoriesFocus is on key ROI categories

• Goal – illustrate the set of benefits from deployed solutionsGoal – illustrate the set of benefits from deployed solutions

• CostsCosts

– Infrastructure CostsInfrastructure Costs

– HWHW

– SWSW

– NetworkNetwork

– Application CostsApplication Costs

– ManagementManagement

– Implementation & TrainingImplementation & Training

• Productivity & Efficiency MetricsProductivity & Efficiency Metrics

• Revenue MetricsRevenue Metrics

• Intangible MetricsIntangible Metrics

• Soon be available at Soon be available at www.govtech.net/digitalcommunitieswww.govtech.net/digitalcommunities

Intel® Solution Center - Chantilly Intel® Solution Center - Chantilly Intel® Solution Center - Chantilly Intel® Solution Center - Chantilly

Internet Café – central meeting area and where technologies are showcased

“Intel Data Center”; Communication Hub

Consultants in the middle of a Technology POC

Client Briefing Room

Training Room – Intel and Alliance Partners hold workshops and

seminars

• The solution centers are State-of-the-art The solution centers are State-of-the-art facilities ideal for facilities ideal for

–Showcasing innovative business solutionsShowcasing innovative business solutions

–experimenting with next generation experimenting with next generation technologiestechnologies

– investigating alternative implementation investigating alternative implementation scenarios, and scenarios, and

–optimizing IT infrastructures, optimizing IT infrastructures,

How to Utilize the Chantilly Solution Center How to Utilize the Chantilly Solution Center How to Utilize the Chantilly Solution Center How to Utilize the Chantilly Solution Center

1.1. Identify your customer’s needs (pre-sales Identify your customer’s needs (pre-sales meeting, demo, tour ….)meeting, demo, tour ….)

2.2. Contact your Intel business development Contact your Intel business development manager or Digital Communities contactmanager or Digital Communities contact

3.3. Schedule your visit to the centerSchedule your visit to the center

– Contact Mohamed Abdel-Aal, Center ManagerContact Mohamed Abdel-Aal, Center Manager

[email protected]@intel.com

IntelIntel®® Solution Services Worldwide Solution Services WorldwideIntelIntel®® Solution Services Worldwide Solution Services Worldwide

Strong emphasis on business value, ROI, risk mitigation and usage modelsStrong emphasis on business value, ROI, risk mitigation and usage models

Technology expertise, inflection pointsTechnology expertise, inflection points

Key relationships with ISVs, IHVs, OSVs, and standards organizationsKey relationships with ISVs, IHVs, OSVs, and standards organizations

Access to thousands of Intel platform experts Access to thousands of Intel platform experts – Mobility Group (Intel® Centrino™ mobile technology, 802.11* radios,

Intel® XScale™ microarchitecture)– Broadband Wireless Division (Wi-Fi, WiMAX)

– Experience with many organizations worldwideExperience with many organizations worldwide

www.intel.com/go/intelsolutionserviceswww.intel.com/go/intelsolutionservices

• Intel Solution ServicesIntel Solution Services

consultant locations consultant locations

• Intel Solution CenterIntel Solution Center

locations locations

What IntelWhat Intel®® Solution Services Offers Solution Services OffersWhat IntelWhat Intel®® Solution Services Offers Solution Services Offers• Architecture of solutions based on key wireless Architecture of solutions based on key wireless

technologies and capabilitiestechnologies and capabilities–Wi-FiWi-Fi

–WiMAXWiMAX

–Secure connectionsSecure connections

• Strong capabilities and methodologiesStrong capabilities and methodologies–Technical expertiseTechnical expertise

–Wireless network “pre-Starter kit assessment”Wireless network “pre-Starter kit assessment”

– Business requirements and Infrastructure assessment

– Solution design and planning

– Documenting specifications and requirements

– Proof-of-concept & Pilot management

–Project managementProject management

–Ecosystem relationshipsEcosystem relationships

252525252525© 2005 Cisco Systems, Inc. All rights reserved.Presentation_ID

HOW TO PURSUE A HOW TO PURSUE A SALES LEADSALES LEAD

Sales Engagement StrategySales Engagement StrategySales Engagement StrategySales Engagement Strategy• Installed-baseInstalled-base

– Provide starter kit option in all quotesProvide starter kit option in all quotes

– Provide supporting documents and contact information for partnersProvide supporting documents and contact information for partners

• Response For Proposals (RFP)Response For Proposals (RFP)

– Provide starter kit option in all RFPsProvide starter kit option in all RFPs

– Provide supporting documents and contact information for partnersProvide supporting documents and contact information for partners

• New ClientsNew Clients

– Introduce the Digital Communities initiative and provide with starter kit Introduce the Digital Communities initiative and provide with starter kit informationinformation

– Introduce partners to potential clientsIntroduce partners to potential clients

Anatomy of a DealAnatomy of a DealAnatomy of a DealAnatomy of a Deal• Scenario 1: Cisco ATP Partners find an opportunity/RFP for the Scenario 1: Cisco ATP Partners find an opportunity/RFP for the

Starter Kit Solution Starter Kit Solution

– They go to They go to www.govtech.net/dcstarterkitwww.govtech.net/dcstarterkit to learn more about the solution to learn more about the solution and send the contact us email to [email protected] send the contact us email to [email protected]

– They follow the engagement rules for each of the other 3 solution They follow the engagement rules for each of the other 3 solution providers and contact the companies based on opportunity specificsproviders and contact the companies based on opportunity specifics

– The companies respond within a defined timeframe to support the The companies respond within a defined timeframe to support the opportunity (usually 24 hours)opportunity (usually 24 hours)

– The combined team works on winning the opportunityThe combined team works on winning the opportunity

– City/Community still would have contracts with individual vendors/reseller City/Community still would have contracts with individual vendors/reseller partners partners

Anatomy of a DealAnatomy of a DealAnatomy of a DealAnatomy of a Deal• Scenario 2: Panasonic Partners find an opportunity for Toughbooks for Scenario 2: Panasonic Partners find an opportunity for Toughbooks for

Inspectors Inspectors

– They pursue the opportunity as usualThey pursue the opportunity as usual

– Discuss with customer if they would be interested in an end-to-end mobile inspections Discuss with customer if they would be interested in an end-to-end mobile inspections solution provided by best of class vendorssolution provided by best of class vendors

– Then go to Then go to www.govtech.net/dcstarterkitwww.govtech.net/dcstarterkit to learn more about the solution and send the to learn more about the solution and send the contact us email to [email protected] us email to [email protected]

– Or follow the engagement rules for each of the other 3 solution providers and contact Or follow the engagement rules for each of the other 3 solution providers and contact the companies based on opportunity specificsthe companies based on opportunity specifics

– The companies will make best effort to respond by the next business day to support the The companies will make best effort to respond by the next business day to support the opportunityopportunity


– City/Community still would have contracts with individual vendors/reseller partners City/Community still would have contracts with individual vendors/reseller partners

Anatomy of a DealAnatomy of a DealAnatomy of a DealAnatomy of a Deal• Scenario 3: Customer comes to Scenario 3: Customer comes to www.govtech.net/dcstarterkitwww.govtech.net/dcstarterkit and and

sends a contact us email for more informationsends a contact us email for more information

– All 5 solution partners get notified with an email alertAll 5 solution partners get notified with an email alert

– They identify who has the best relationship, if anyone, with the potential customerThey identify who has the best relationship, if anyone, with the potential customer

– If one of the solution partners has a relationship then they will take the lead role If one of the solution partners has a relationship then they will take the lead role to follow up, else the partners will identify one of their reseller partners in the to follow up, else the partners will identify one of their reseller partners in the region to follow-upregion to follow-up

– The companies will make best effort to respond by the next business day to The companies will make best effort to respond by the next business day to support the opportunitysupport the opportunity


– City/Community still would have contracts with individual vendors/reseller City/Community still would have contracts with individual vendors/reseller partners partners

Product Support Product Support Product Support Product Support

• Detail product information is available at Detail product information is available at www.govtech.net/dcstarterkitwww.govtech.net/dcstarterkit

–Product Data SheetsProduct Data Sheets

–Solution Selling GuideSolution Selling Guide

–Case StudiesCase Studies

–White PapersWhite Papers

–Business Case ToolsBusiness Case Tools

Thank YouThank YouThank YouThank You

Lets go make this a big Lets go make this a big success!success!

BackupBackupBackupBackup

Agenda for TodayAgenda for TodayAgenda for TodayAgenda for Today

TimeTime ActivityActivity

8:30 – 9:00 AM8:30 – 9:00 AM Registration & BreakfastRegistration & Breakfast

9:00 – 10:00 AM9:00 – 10:00 AM Introduction and Digital Communities OverviewIntroduction and Digital Communities Overview

10:00 – 10:45 AM10:00 – 10:45 AM Cisco Solution OverviewCisco Solution Overview

10:45 – 11:00 AM10:45 – 11:00 AM BreakBreak

11:00 – 11:45 AM11:00 – 11:45 AM Accela Solution OverviewAccela Solution Overview

11:45 AM – 12:30 PM11:45 AM – 12:30 PM Panasonic Solution OverviewPanasonic Solution Overview

12:30 – 1:30 PM12:30 – 1:30 PM Lunch/DemoLunch/Demo

1:30 – 2:15 PM1:30 – 2:15 PM Intermec Solution OverviewIntermec Solution Overview

2:15 – 3:15 PM2:15 – 3:15 PM Go To Market Program OverviewGo To Market Program Overview

3:15 – 4:00 PM3:15 – 4:00 PM Roadmap Discussion, Q&A & iPod Nano RaffleRoadmap Discussion, Q&A & iPod Nano Raffle

4:00 – 5:00 PM4:00 – 5:00 PM Networking and Social HourNetworking and Social Hour

Customer Roadshow DetailsCustomer Roadshow DetailsCustomer Roadshow DetailsCustomer Roadshow Details

• 8:30a - 9:00a Registration and breakfast 8:30a - 9:00a Registration and breakfast

• 9:00a - 9:30a Keynote presentation9:00a - 9:30a Keynote presentation

• 9:30a - 10:30a Panel discussion with Digital Communities 9:30a - 10:30a Panel discussion with Digital Communities solution partnerssolution partners

• 10:30a - 11:00a Digital Communities Case Study10:30a - 11:00a Digital Communities Case Study

• 11:00a - 11:15a Wrap -up11:00a - 11:15a Wrap -up

• 11:15a - 12:30p Technology Showcase11:15a - 12:30p Technology Showcase

• 12:00p Lunch for selected short listed candidates12:00p Lunch for selected short listed candidates


Q3: Which of the following best describes the BARRIERS to moving forward with a wireless or mobile deployment as part of a Digital Community initiative? (Select all that apply)

Concerned about security of wireless technology

Unclear on ROI or how to document it to win budget approval

Concerned about uncertain legal and/or policy environment

Too busy to do anything new

Do not know where to start or who to work with

27%

24%

18%

17%

14%


Q5: Which of the following are ESSENTIAL to have in place before sending a mobile workforce Q5: Which of the following are ESSENTIAL to have in place before sending a mobile workforce into the field with wireless connected laptops, tablets, PDAs or Smartphones? (Select all into the field with wireless connected laptops, tablets, PDAs or Smartphones? (Select all that apply)that apply)

Authenticating and protecting the data when users are syncing over public networks Authenticating and protecting the data when users are syncing over public networks (data in motion).(data in motion).

Protecting the data on the device, including when a device is lost, stolen, misplaced, Protecting the data on the device, including when a device is lost, stolen, misplaced, etc. (data at rest).etc. (data at rest).

Remotely managing and patching systems which are not connected to or controlled Remotely managing and patching systems which are not connected to or controlled by the local network.by the local network.

Ensuring the devices are being used for company business.Ensuring the devices are being used for company business.

37%

30%

21%

12%


Q7: On a scale of 1 to 5, how important are the following in justifying a wireless initiative in Q7: On a scale of 1 to 5, how important are the following in justifying a wireless initiative in support of a mobile workforce? (1 being “Not at all important”, 5 being “Very important, support of a mobile workforce? (1 being “Not at all important”, 5 being “Very important, vital”.)vital”.)

9%5%

7%

29%

44%

12%

3%

24%22%22%

24%

28%

21%

29%

22%

27%

16%

31%

15%

10%

0%

5%

10%

15%

20%

25%

30%

35%

40%

45%

50%

VoIP Services DATA Communication VIDEO / RemoteMonitoring

GIS / LOCATION BasedServices

1

2

3

4

5

Sales SupportSales SupportSales SupportSales Support

• Intel Chantilly Solution CenterIntel Chantilly Solution Center

– Pre-Sales Customer Visit VenuePre-Sales Customer Visit Venue

• Defined sales engagement and support processesDefined sales engagement and support processes

– Pricing guidelinesPricing guidelines

– Contact roster to facilitate bringing other vendors to Contact roster to facilitate bringing other vendors to support sales effortsupport sales effort

– Supporting collateral and product information available Supporting collateral and product information available at at www.govtech.net/dcstarterkitwww.govtech.net/dcstarterkit

Key ContactsKey ContactsKey ContactsKey Contacts

Ed CepulisEd Cepulis CiscoCisco 703-484-703-484-57245724

[email protected]@cisco.com

Kevin CordellKevin Cordell CiscoCisco 443-398-443-398-66936693

[email protected]@cisco.com

Rick NaylorRick Naylor IntermecIntermec

Brad JensBrad Jens PanasonicPanasonic

Joe MartinJoe Martin PanasonicPanasonic

Maury Maury BlackmanBlackman

AccelaAccela [email protected]@accela.com

Uzair DadaUzair Dada IntelIntel 925-735-925-735-60006000


Allan RakosAllan Rakos IntelIntel 503-677-503-677-73177317


Documents

Digital Communities Solution Starter Kit Uzair Dada – Intel Maury Blackman – Accela Jon Fyffe – eRepublic Rick Naylor – Intermec Kevin Cordell – Cisco