WORKFORCE MANAGEMENT HARDWARE AND SOFTWARE: BUSINESS DEVELOPMENT STRATEGIES FOR THE TELECOM, WIRELESS, BROADBAND AND FAST (FIELD AUTOMATION SERVICE TEAM) MARKETS
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Comcast is the largest cable provider in the US with 21.5 million subscribers. The document provides an overview of the major companies in the telecom, wireless, broadband and field service markets including Sprint, AT&T, Verizon, Qwest, BellSouth, Cingular, Alltel and others. It estimates that these companies have over 160,000 mobile employees and the potential market for rugged laptops among their field service workers is estimated to be over $560 million over three years.
WORKFORCE MANAGEMENT HARDWARE AND SOFTWARE: BUSINESS DEVELOPMENT STRATEGIES FOR THE TELECOM, WIRELESS, BROADBAND AND FAST (FIELD AUTOMATION SERVICE TEAM) MARKETS
- 1. WORKFORCE MANAGEMENT HARDWARE AND SOFTWARE: BUSINESS DEVELOPMENT STRATEGIES FOR THE TELECOM, WIRELESS, BROADBAND AND FAST (FIELD AUTOMATION SERVICE TEAM) MARKETS Prepared by Kim Boggio Presented to: Mike McMahon Director Workforce Automation (WFA) Panasonic Computer Solutions Thell Gillis, Manager, Market Development Panasonic Corporation of North America January 12, 2006
- 2. 1 CONTENTS 1. MARKET OVERVIEW ………………………………………………2 2. MOBILE WFM – TARGETED COMPANIES …………………….6 3. PARTNER PROFILES …………………………………………….14 4. EVENTS ………………………………………………………….…..23 5. MEDIA ……………………………………………………….………25 6. STRATEGIES AND TASKS …………………………..…………..28
- 3. 2 OVERVIEW OF THE TELECOM, WIRELESS, BROADBAND AND FAST (FIELD AUTOMATION SERVICE TEAM) WORKFORCE MANAGEMENT MARKETS The mobile workforce consists of individuals in many industries including business professionals, field service workers, fleet drivers, utility workers, health care providers, insurance claims adjusters and law enforcement personnel. The number of mobile workers in the United States will total 105 million in 2006, according to research firm IDC. In contrast, the number of stationary workers will decline by 2 million through 2006, down to 53.8 million. Two-thirds of the U.S. workforce will be considered mobile by 2006. According to IDC, mobile professionals will number 24.1 million by 2006; all other mobile workers will total 81.9 million. The bottom line benefits of mobility and workforce automation include: Increases in productivity and efficiency Enhanced customer service capabilities Optimized route management decreases mileage and fuel costs Competitive edge due to the ability to close business or solve problems on the spot Reduced total cost of ownership Improved inventory management Reduced administrative costs and errors Expedited billing and cash flow To date, most wireless applications have focused on vertical industries with nine industries accounting for the majority of wireless data subscribers. The industries are: Transportation Utilities Retail Trade/Point of Sale (POS) Wholesale Trade Financial/Insurance/Real Estate Health Care Communications Professional Business Durable Manufacturing The need to improve productivity will fuel the expansion of wireless applications. The trends toward increased bandwidth, standardization of protocols, interoperability across operating systems, and enhanced content presentation will expand the utility of wireless applications for business. Mobility and WFA applications encompass: E-mail, Database Query Field Service and Sales Automation Information-Based Systems Location-Based Systems Messaging Transactions Vehicle Location and Positioning
- 4. 3 Accessing Web Portals The availability of the above applications is driving the implementation of Workforce Management hardware and software in the Telecom, Wireless, Broadband and FAST markets. Field Service systems and Transportation & Logistics systems are the main applications used in the Panasonic Toughbook markets. Field Service Systems include: Installation, maintenance, service and repair – Mobile and wireless applications enable the electronic dispatch of work crews, reducing call center staff requirements. Equipment and supplies used on the job site can be accurately tracked to reduce inventory requirements and repeat calls. Work order changes – Dispatchers can send new work order insertions to the handheld device of the most geographically and economically relevant crew, reducing customer wait times and ensuring the most cost-efficient deployment of resources. Outage management – Utility linemen can quickly access underground lines and wiring box configurations using mobile devices, so service can be reinstated. Inspection automation and regulatory compliance – Handheld devices used for inspections of all kinds, including structural, food and equipment, enable the error-free capture of data in a standardized format. Synchronizing data to back-end systems immediately after the inspection reduces data latency and eliminates paperwork Transportation & Logistics systems include: Fleet management– Connecting the office, loading dock and drivers with one system can significantly lower costs and improve service while expediting billing and improving cash flow. Mobile solutions provide you with tighter control of stock in transit and help reduce loss and theft of goods. Route management– Increasing communication with drivers for real-time route changes and providing them access to customer information enables savings on fuel costs and increases driver productivity. Using bar code scanning handheld devices enabled with signature capture, administrative errors from paper-based systems are virtually eliminated. Direct-to-store delivery – Equipping sales and delivery staff with mobile devices provides them with customer and product data, and enables them too quickly and efficiently take orders. Wireless connectivity permits personnel to spend additional time selling or delivering while making order cutoff deadlines. Overview of specific Markets in the United States Telecom Market Overview The US telecommunications market is changing rapidly, driven by changes in communications technology such as digital VoIP telephony. The RBOC legacy networks are no longer an insurmountable barrier to entry, as cable TV, satellite, wireless and even ISPs can offer VoIP bundled with Internet access and video/TV content services. The RBOCs, led by SBC and Verizon are moving to stem the flow of customers to the MSOs by building out fiber access networks. Despite extensive consolidation in the wireline and wireless sectors, competition remains intense and market growth is expected through to 2008.
- 5. 4 Changes to the 1996 Telecommunications Act and rapidly changing communications technology have changed the structure of the US telecommunications market. Most CLECs have left the market or been acquired by the RBOCs, and wireline operators have been reduced to a handful of significant players, dominated by two telcos, SBC and Verizon. Market competition has risen mainly from new technology (VoIP) which has enabled broadband access providers to deliver services independently of wireline infrastructure. The principal Telco competitors are cable TV operators, with new entrants from satellite, broadband over power line and WiFi and WiMAX. The US telecom environment has consolidated rapidly with mergers between major players, including the acquisition of long distance companies, AT&T and MCI, leaving 5 major players: Verizon, SBC, BellSouth, Sprint and Qwest. Competition in the telecom market has become a race to deliver bundled communication services including voice, wireless, data and TV. In this infrastructure based competition, Cable TV is currently ahead of the telecom companies. In the long term, the wireline networks will deliver services cheaper than cable TV and will dominate. Broadband With approximately 35 million broadband access lines in December 2004, the US ranks as the worlds largest broadband market. However, it is ranked around twelfth in broadband penetration. In 2004 and 2005, broadband penetration began to accelerate due to increased competition between wireline DSL and cable modem; the mainstreaming of VoIP telephony; and the need for higher bandwidth to view Internet Websites; bandwidth hungry home entertainment applications such as HDTV; and the development of alternative broadband access technologies such as BPL, WiMAX and mobile 3G. The Cable market has undergone significant change over the last several years. New markets and applications have changed the way Cable views itself as an industry- hence the term Multiple Service Operator (MSO). The delivery of advanced consumer services is important in keeping subscribers and Openet Telecom provides convergent, real-time mediation to make charging for these services easier. Cable operators are retaining customers by offering differentiated services and bundling value-added services such as high-speed internet access, video, VoIP, and even Wi-Fi. Mobile Market - Major Operators Major mergers and acquisitions since 1999 have consolidated the highly fractionated US wireless market into five national players. In October 2004, Cingular acquired AT&T Wireless creating the nation‟s # 1 wireless operator. In the # 2 position, Verizon achieved record sales in 2005 and could regain # 1 position by organic growth by the end of 2006. In August 2005, Sprint and Nextel merged, creating # 3. In August 2005, Alltel acquired Western Wireless, creating # 5, just behind T-Mobile. The „Big 3‟ control around 75% of the US market, and the „Big 5‟ over 90%. In terms of wireless revenue in specific vertical markets, the financial/insurance/real estate, transportation and professional business industries will generate the greatest revenue. Several business trends are driving the wireless revenue growth for the financial industry. Among them are direct selling of financial products such as stocks and bonds via the Web and call centers; wireless access of bank accounts; and a push toward transacting as much business as possible over the Internet. VoIP Market In 2005, VoIP entered the mainstream residential telephony market in the USA, and is rapidly becoming a billion dollar industry. Until 2004, Vonage was the main provider of residential VoIP. In 2005, the lead was
- 6. 5 taken over by the powerful MSOs, or cable TV companies. Government policy supports VoIP. Threatened with major revenue and customer losses, the wireline telcos have responded by investing billions to build out fiber networks and recapture customers lost to cable. Cellular companies derive 80% of their revenue from voice calls, and are likely to be the greatest losers from VoIP technology. Rugged Laptop Market Estimate for Telco/ Wireless/ Broadband companies The rugged Laptop computer market is a subset of the Mobile Computer market. Generally, If three or more applications listed below are required by a field service employee, then that employee is a candidate for WFA and Toughbook deployment. Less than three applications can probably be accomplished with a handheld device. The WFA applications: 1. E-mail, Database Query 2. Hardware Test and Turn-up 3. Field Service and Sales Automation 3. Information-Based Systems 4. Location-Based Systems 5. Messaging Transactions 6. Vehicle Location and Positioning 7. Accessing Web Portals 8. POS Transactions The table below shows the estimated sales volume for rugged computers for the major Telco/ Wireless/ Broadband companies over a three year period. The estimate in based on the assumptions that 30% of employees are mobile, 50% of the mobile workers are in Field Service, the refresh period is 3 years, and each Rugged laptop unit is $3,500. COMPANY 2004 EMPLOYEES MOBILE WORKFORCE (ESTIMATE) FIELD SERVICE EMPLOYEES (ESTIMATE) SIZE OF RUGGED COMPUTER MARKET OVER 3 YR. PERIOD (ESTIMATE) SPRINT 59,900 17,970 8,985 $62,895,000 AT&T 162,000 48,600 24,300 $170,100,000 VERIZON 210,000 63,000 31,500 $220,500,000 QWEST 41,000 12,300 6,150 $43,050,000 BELLSOUTH 63,000 18,900 9,450 $66,150,000 ALLTEL 18,598 5,579 2,790 $19,527,900 CINGULAR 70,300 21,090 10,545 $73,815,000 COMCAST 70,400 21,120 10,560 $73,920,000 CABLEVISION 19,095 5,729 2,864 $20,049,750 COX 22,350 6,705 3,353 $23,467,500 TOTAL 736,643 160,770 80,385 $562,695,000
- 7. 6 MOBILE WORKFORCE MANAGEMENT - TARGETED COMPANIES TELECOM/ WIRELESS SPRINT Sprint Nextel combines the best of two powerhouse wireless companies. The combination of #3 US wireless carrier Sprint with #5 Nextel Communications has created a wireless giant that aspires to take on bounding former Baby Bells Verizon and AT&T Inc. (formerly SBC Communications). Sprint Nextel operates a nationwide digital wireless network with more than 44 million subscribers. The #1 non-Bell local phone company in the US, Sprint Nextel has said it will spin off its local wireline operations to focus on the future of wireless -- namely wireless broadband. 2004 Sales (mil.) $27,428.0 2004 Net Income (mil.) ($1,012.0) 2004 Employees 59,900 AT&T/ SBC AT&T Inc. (formerly SBC Communications) was formed in 2005 when SBC bought AT&T Corp., for some $16 billion, creating the largest telecommunications outfit in the US (after the merger, SBC adopted the more familiar AT&T moniker). The new AT&T has more than 50 million switched access lines in service; its biggest markets are California, Texas, and Illinois. The company has combined its US wireless operations with those of BellSouth to form Cingular Wireless, the leading US wireless carrier with more than 50 million subscribers after its acquisition of former rival AT&T Wireless. It is also a market leader in providing DSL broadband services with some 6 million subscribers. 2004 Sales (mil.) $40,787.0 2004 Net Income (mil.) $5,887.0 2004 Employees 162,000 VERIZON Verizon is a top US telecom services provider. Verizon has nearly 145 million access line equivalents in 29 states and Washington, DC. Verizon Wireless, the company's joint venture with Vodafone Group, is the #2 US wireless provider (after Cingular Wireless), with 45.5 million customers. Outside the US, Verizon's affiliates serve 33 million wireless customers and operate 10 million access lines; the company also operates a national Internet protocol (IP) network. The company also has nearly 18 million US long-distance lines and has expanded its enterprise services with the acquisition of MCI 2004 Sales (mil.) $71,283.0
- 8. 7 2004 Net Income (mil.) $7,831.0 2004 Employees 210,000 QWEST Qwest Communications International spans the globe with its high-capacity broadband fiber-optic network. It is the #4 local phone company in the US (behind AT&T Inc. (formerly SBC Communications), Verizon, and BellSouth); the company more than doubled in size and gained 25 million local phone service customers in 14 states in the US with the acquisition in 2000 of Baby Bell U S WEST. Qwest uses its network to provide long- distance, as well as broadband data, voice, and video services outside its local area and around the world. Qwest is expanding its wireless services, offered in affiliation with Sprint PCS, previously only available in its own local area. 2004 Sales (mil.) $13,809.0 2004 Net Income (mil.) ($1,794.0) 2004 Employees 41,000 BELLSOUTH BellSouth is the incumbent local exchange carrier (ILEC) for nine states from Louisiana to Kentucky. In spite of a decrease in demand for local wireline services, the company has more than 21 million access lines in service and is the country's #3 local phone company (behind Verizon and AT&T Inc., formerly known as SBC Communications). BellSouth owns 40% of Cingular Wireless, the #1 mobile phone operator in the US after its acquisition of rival AT&T Wireless (former market leader Verizon Wireless is now #2). BellSouth had teamed up with SBC to form Cingular Wireless. 2004 Sales (mil.) $20,300.0 2004 Net Income (mil.) $4,758.0 2004 Employees 63,000 CINGULAR Two regional Bell companies have combined assets and joined forces to acquire rival AT&T Wireless, thus creating the #1 wireless carrier in the US, overtaking Verizon Wireless. The Cingular Wireless joint venture is 60%-owned by AT&T Inc. (formerly SBC Communications) and 40% by BellSouth, according to the contributions made by the two companies, which share control. (SBC is now AT&T Inc. after its purchase of AT&T Corp.) Cingular has more than 50 million customers, including subscribers to its Mobitex wireless data services network.
- 9. 8 2004 Sales (mil.) $19,436.0 2004 Net Income (mil.) $201.0 2004 Employees 70,300 ALLTEL ALLTEL offers telecommunications and information services to more than 12 million customers in 26 US states. The firm provides local wireline services to 3 million customers, primarily in rural areas, in 15 states. It operates as a competitive local-exchange carrier (CLEC) in nine states and offers long-distance services to nearly 2 million customers, as well as Internet access and paging services. ALLTEL's wireless operations serve 10 million customers following its acquisition in 2005 of Western Wireless. Later in 2005, the company arranged to buy cell phone service provider Midwest Wireless for more than $1 billion and announced it will spin off its local telephone operations to shareholders. 2004 Sales (mil.) $8,246.1 2004 Net Income (mil.) $1,046.2 2004 Employees 18,598 MCI WORLDCOM (VERIZON) VERIZON WIRELESS NEXTEL (SPRINT) SPRINT WIRELESS (SPRINT) T-MOBILE (AT&T) VONAGE BROADBAND COMCAST Comcast has 21.5 million subscribers and is the largest such provider in the US (well ahead of #2 Time Warner Cable). Comcast Cable brings in about 95% of revenues and offers cable TV, high-speed Internet, and voice services. Comcast also has programming interests such as the Outdoor Life Network, and majority stakes in E! Entertainment Television and Comcast SportsNet. In addition, it partially owns Philadelphia's pro sports teams, the 76ers and the Flyers. Comcast joined the Sony-led consortium that bought MGM in 2005, investing $300 million. One third of Comcast is controlled by CEO Brian Roberts, son of founder and former chairman Ralph
- 10. 9 Roberts. 2004 Sales (mil.) $20,307.0 2004 Net Income (mil.) $970.0 2004 Employees 74,000 CABLEVISION There's no business like show business for Cablevision Systems provides cable TV service to about 2.9 million customers in and around New York City. The firm has upgraded its network and services to include digital cable, movies-on-demand, and VoIP telephony. It also operates business communications service provider Cablevision Lightpath and regional sports channels. Cablevision controls Madison Square Garden, the New York Knicks, and the New York Rangers, plus Radio City Music Hall. Cablevision pulled plans to spin off its cable network unit, Rainbow Media Holdings, and instead closed that company's money-losing satellite TV assets. Chairman Charles Dolan and his family control Cablevision. 2004 Sales (mil.) $4,932.9 2004 Net Income (mil.) ($676.1) 2004 Employees 19,095 COX COMMUNICATIONS Cox Communications Cox provides basic cable service to 6.6 million customers, including 2.4 million digital cable subscribers and 2.5 million Internet access subscribers, making it the third-largest US cable company, behind Comcast and Time Warner Cable. Cox has also entered the telecommunications arena, operating a competitive local-exchange carrier (CLEC). In addition, the company offers voice and data communications to businesses, and has investments in TV programming and broadband technology firms. Media conglomerate Cox Enterprises controlled 63% of Cox Communications until it bought out the rest of the company for $8.5 billion and took it private. 2004 Sales (mil.) $6,425.0 2004 Net Income (mil.) ($2,375.3) 2004 Employees 22,350 ADELPHIA TIME WARNER FAST
- 11. 10 SEARS Sears Holdings Corporation was created by the acquisition of troubled department store operator Sears, Roebuck and Co. by Kmart Holding Corp in March 2005. The megamerger created the nation's third-largest retailer (behind Wal-Mart and Home Depot), with about 3,900 stores in North America. (Sears Holdings owns about 54% of Sears Canada.) Sears Holdings is the holding company for the retail operations of Sears (2,350 department stores) and Kmart (1,100 discount outlets), which will continue to operate separately under their familiar brand names. ESL Investments, controlled by the newly formed company's chairman Edward Lampert, owns 39% of Sears Holdings. 2005 Sales (mil.) $19,701.0 1-Year Sales Growth 15.4% 2005 Net Income (mil.) $1,106.0 1-Year Net Income Growth 346.0% 2005 Employees 380,000 PITNEY BOWES Pitney is the world's largest producer of postage meters, the company also makes other mailing equipment and provides shipping and weighing systems. Pitney Bowes offers online postage services, financing for office equipment purchases, and facilities management services. It also develops software to create mailers and manage shipping, transportation, and logistics for government agencies and corporations. The company spun off its copier and fax business, Pitney Bowes Office Systems, as a separate public company called Imagistics International. Pitney Bowes' Capital Services business provides financing for Imagistics' products and other non-Pitney Bowes equipment. 2004 Sales (mil.) $4,957.4 2004 Net Income (mil.) $480.5 2004 Employees 35,183 XEROX Xerox is best known for its color and black-and-white copiers, but it also makes printers, scanners, and fax machines. The company sells document management software and copier supplies, offers such services as consulting and document outsourcing, and holds a stake in a joint venture with Fuji Photo Film called Fuji Xerox. Xerox designs its products for businesses in the financial services, graphic arts, health care, government, and industrial sectors. Customers include FedEx Kinko's and Southern Company.
- 12. 11 2004 Sales (mil.) $14,788.0 2004 Net Income (mil.) $859.0 2004 Employees 58,100 NORTEL NETWORKS Nortel Networks, which operates through its Nortel Networks Limited subsidiary, is one of the top global makers of telecom equipment in North America. It makes core network switching, wireless, and optical systems for customers worldwide. Nortel's wireline and enterprise network equipment includes systems for digital voice and data switching, routing, and call center communications. Wireless products include cellular base stations and controllers. The company makes such long-haul fiber optic products as multiplexers and optical switches. Clients include global communications carriers; regional, local, and wireless phone carriers; and corporations. 2004 Sales (mil.) $9,828.0 2004 Net Income (mil.) ($51.0) 2004 Employees 34,150 AVAYA Avaya‟s communication equipment and software integrates voice and data services for customers including large corporations and government agencies. Avaya's office phone systems incorporate IP telephony, messaging, Web access, and interactive voice response. The company also makes network cabling and connectivity products and offers consulting and outsourcing services. Avaya has sales partnerships with service providers and systems integrators including Science Applications International. Formerly a subsidiary of Lucent Technologies, Avaya was spun off in 2000. 2005 Sales (mil.) $4,902.0 2005 Net Income (mil.) $921.0 2004 Employees 14,900
- 13. 12 JOHN DEERE John Deere, one of the world's two largest makers of farm equipment (CNH Global is the other), is also a leading producer of industrial, forestry, and lawn-care equipment. Its farm equipment includes tractors, tillers, harvesting machinery, and soil-preparation machinery. The construction equipment includes backhoes and excavators. Deere also makes drivetrain components, diesel engines, chain saws, and leaf- and snowblowers. To further consolidate its business operations and increase sales, Deere bought all of the outstanding shares of Nortrax (a John Deere dealer for construction, forestry, earthmoving, and material handling equipment). 2005 Sales (mil.) $20,126.3 2005 Net Income (mil.) $1,446.8 2004 Employees 46,500 TYCO FIRE AND SECURITY/ ADT SECURITY ADT Security Services has come a long way since it was founded as American District Telegraph in 1874. Acquired by conglomerate Tyco International in 1998, the security services company has some eight million commercial, residential, and government customers worldwide. ADT provides services such as fire protection, access control, alarm monitoring, medical alert system monitoring, video surveillance, and intrusion detection through more than 200 offices nationwide. The company, part of Tyco's Fire and Security Services business unit, expanded in 2001 when Tyco bought ADT rival SecurityLink. 2004 Sales (mil.) $11,447.0 2004 Employees 100,000 MOBILE COMPUTING CORP. SIEMENS BUILDING MITEL FUJITSU NETWORKS LUCENT TECHNOLOGIES ALCATEL NEXTIERA NEOPOST
- 14. 13 MAYTAG HEWLETT PACKARD BOEING NORTHROP GRUMMAN CISCO CANON TELLABS UNISYS IKON SHINDLER ELEVATOR BEST BUY - GEEK SQUAD
- 15. 14 PANASONIC PARTNERS The following section provides a list of WFM software application providers. The list includes both existing and potential partners in providing solutions to targeted end users. Windows Mobile Solutions Mobile Field Force Automation solutions for Windows Mobile are available for Field Centrix, SAP, Siebel, and PeopleSoft, as well as other leading SFA systems. Mobile Data Solutions Inc. (MDSI) MDSI 10271 Shellbridge Way Richmond, BC Canada V6X 2W8 Phone: 604-207-6000 Fax: 604-207-6060 Email: info@mdsi-advantex.com Website: www.mdsi-advantex.com CSG provides convergent billing, customer care and order management solutions. Applications include real-time workforce management and automation including statement processing and output services. CSG Systems, Inc. Corporate Headquarters 7887 East Belleview Avenue, Suite 1000 Englewood, CO 80111 Tel: 303-796-2850, 800-366-2744 Fax: 303-804-4088 Epicor|CRS, the Retail Solutions Division of Epicor Software Corporation is the leading provider of real-time store and multi-channel management solutions for today‟s innovative retailers who want to optimize each customer touch point across all of their sales channels, including stores, online and catalog operations.
- 16. 15 Corporate Headquarters: CRS Retail Systems 15 Governor Drive Newburgh, NY 12550 Telephone: (845) 567-1234 Fax: (845) 567-1244 www.epicor.com Spirent provides equipment manufacturers the ability to identify design flaws early in the development process and enables terminals to be tested in a controlled, repeatable environment. Spirent ensures the quality of service of terminals deployed on networks and can help accurately benchmark and plan network capacity. Spirent Communications 15200 Omega Drive Rockville, MD 20850-3240 ph. 301-590-3600 or 877-OSS-TEST fax 301-590-3698 sales-spirent@spirentcom.com Dexterra Mobile Software Solutions delivers wireless and mobile software business solutions - with easy to assemble mobile workforce software application components that connect quickly to the end users networks. Dexterra, Inc. - Headquarters 21540 30th Dr SE, #230 Bothell, WA 98021 United States Office: 425 939 3100 Fax: 425 415 1225
- 17. 16 Mobile Computing Corporation (MCC) has been a leading provider of proven enterprise workforce automation solutions for companies that depend on mobile workers. More than 100 companies across North America have selected MCC's industry solutions to automate their mission critical field service and distribution processes. Over 10,000 mobile workers use MCC solutions in some of North America's leading Media and Publishing, Oil and Gas, Retail, High Tech, Business Services, Solid Waste and Recycling, and Environmental Service organizations Intergraph provides Mobile Workforce Management (MWFMS) applications for the organization and administration of a company's field activities – scheduled and emergency – that are assigned to field personnel. It covers the creation, scheduling, dispatch, and completion of work orders, with the key goals of optimizing field crews, recognizing cost savings, improving availability of information, and ensuring premium customer service. P: 256.730.7191 P: 800.791.3357 (US Toll Free) F: 256.730.2080 F: 791.3357 (US Toll Free) OTHER POTENTIAL PARTNERS Oracle Corporation 500 Oracle Parkway Redwood Shores, CA 94065 Phone: 650-506-0794 Website: www.oracle.com Research In Motion/Blackberry Phone: Website: www.rim.com SAP America 3999 West Chester Pike Newtown Square, PA 19073 Phone: 888-227-1727 Website: www.sap.com
- 18. 17 Astea International 240 Gilbraltar Road Horsham, PA 19044 Phone: 215-682-2500 Fax: 215-682-2515 Email: bsauter@astea.com Website: www.astea.com ClickSoftware 35 Corporate Drive, Suite 140 Burlington, MA 01803 Phone: 781-272-5903 Website: www.clicksoftware.com Indus International, Inc. 3301 Windy Ridge Parkway Atlanta, GA 30339 Phone: 770-952-8444 Fax: 770-955-2977 Email: sales@indus.com Website: www.indus.com NEXTEL Communications Phone: Website: www.nextel.com Choice Logistics 733 Third Avenue New York, NY 10017 Phone: 212.370.1999 Fax: 646-865-0934 Email: rkass@choicelogistics.com Website: www.choicelogistics.com Encover, Inc. 1616 N. Shoreline Blvd. Mountain View, CA 94043 Phone: 650-903-8700 Fax: 650-903-1919 Email: solutions@encover.com Website: www.encover.com
- 19. 18 Rainmaker Systems Inc. 1800 Greenhills Rd. Scotts Valley, CA 95066 Phone: 831-440-5002 Fax: 831-440-5102 Email: mike.davidson@rmkr.com Website: www.rmkr.com Service Strategies Corp. 17075 Via Del Campo, 2nd floor San Diego, CA 92127 Phone: 858-674-4846 Fax: 858-674-1192 Email: info@servicestrategies.com Website: www.servicestrategies.com Siebel Systems, Inc. 2207 Bridgepoint Parkway San Mateo, CA 94404 Phone: 650-477-6923 Fax: 650-477-7341 Email: info@siebel.com Website: www.siebel.com A Turnaround Company 81 Croton Ave. Ossining, NY 10562 Phone: 914-762-5910 Fax: 914-762-9473 Email: tmclaughlin@aturnaroundcompany.com Website: www.aturnaroundcompany.com Acclivus 14500 Midway Road Dallas, TX 75244 Phone: 972-385-1277 Fax: 972-386-6720 Email: marketing@acclivus.com Website: www.acclivus.com Antenna Software 111 Pavonia Avenue Jersey City, NJ 10012 Phone: 888-723-2832(U.S.), 201-217-3800(Intl) Fax: 201-239-2315 Email: sales@antennasoftware.com Website: www.antennasoftware.com
- 20. 19 Baxter Planning Systems 7801 N. Capital of Texas Hwy, Suite 250 Austin, TX 78731 Phone: (512) 323-5959 Fax: (512) 323-5354 Email: info@bybaxter.com Website: www.bybaxter.com D.F. Blumberg & Associates, Inc. 1300 Virginia Drive - Ste. 110 Fort Washington, PA 19034 Phone: 215-643-9060 Fax: 215-643-9066 Email: michaelb@dfba.com Website: www.dfba.com C3i Inc. 25 Lindsley Drive Morristown, NJ 07960 Phone: 973-401-4748 Fax: 973-401-46 Email: fhylton@c3i-inc.com Website: www.c3i-inc.com Datria 7211 South Peoria St., Suite 260 Englewood, CO 80112 Phone: 1-800-583-9509 Fax: 303-728-1301 Email: anthony.martini@datria.com Website: www.datria.com ECONZ Wireless 3919 Westerly Place, Suite 104 Newport Beach, CA 92660 Phone: 866-408-3475 (Toll Free) or 949-251- 0178 Fax: 949-251-0878 Email: salessupport@econz.com Website: www.econz.com GoldCRM 2306 Shimmering Bay Lane Cincinnati, OH 45244-2760 Phone: 800-950-GCRM Email: sales@goldcrm.com Website: www.goldcrm.com
- 21. 20 Infomill 35 Corporate Drive, 4th Floor Burlington, MA 01803 Phone: 781-685-4902 Fax: 781-685-4601 Email: sales@infomill.com Website: www.infomill.com InterAct, Inc. 5 Mountainside Road Berkeley Springs, WV 25411 Phone: 304-258-1611 Fax: 304-258-2003 Email: sandy@interactstanbigelow.com Website: www.interactstanbigelow.com MCA Solutions 2 Penn Center Plaza (1500 JFK Blvd.), Suite 700 Philadelphia, PA 19102 Phone: 215-717-2180 Fax: 215-717-2189 Email: info@mcasolutions.com Website: www.mcasolutions.com Nexterna Limited 5515 North Service Road, Suite 303 Burlington , ON Canada L7L 6G4 Phone: (888)343-5377 Fax: Email: info@nexterna.com Website: www.nexterna.com Patton Consultants Inc. 36 Blue Heron Point Hilton Head, SC 29926 Phone: 843-689-6650 Fax: 843-689-6651 Email: JDPatton@PattonConsultants.com Website: www.PattonConsultants.com PEAK Technologies 9200 Berger Road Columbia, MD 21046 Phone: 800-950-6372 Website: www.peaktech.com
- 22. 21 Psion Teklogix 1810 Airport Exchange Blvd Erlanger, KY 41018 Phone: 800-322-3437 Fax: 859-371-6422 Email: americas.marketing@teklogix.com Website: www.psionteklogix.com Service Pro 277 Fairfield Road - Suite 300 Fairfield, NJ 07004 Phone: 800-320-7555 Email: info@serviceprointl.com Website: www.serviceprointl.com ServiceWare LLC PO Box 4156 Copley, OH 44321 Phone: 330-665-7617 Fax: 330-665-7617 Email: mailto:warep@servicewarellc.com Website: www.servicewarellc.com Servigistics 320 Interstate North Parkway, 4th Floor Atlanta, GA 30339 Phone: 770-565-2340 Fax: 770-565-8767 Email: mailto:dtoretti@servigistics.com Website: www.servigistics.com Single Source Systems, Inc. 9003 Technology Drive Fishers , IN 46038 Phone: 317-596-3000 Fax: 317-596-3001 Email: mailto:solutions@singlesrc.com Website: www.singlesrc.com Solarvista Software 225 Franklin Street, 26th Floor Boston, MA 02110 Phone: 617-217-2852 Fax: 617-217-2000 Email: sales@solarvista.com Website: www.solarvista.com Tesseract 11150 Sunset Hills Rd - Suite 304 Reston, VA 20190 Phone: (800) 747-6882 or 703-437-4230 Email: sales@tesseractUSA.com Website: www.tesseractUSA.com
- 23. 22 Vertical Solutions, Inc. 4243 Hunt Road, Suite 201 Cincinatti, OH 45242 Phone: 513-891-7997 Fax: 513-891-8163 Email: ronnie.wegmann@vertsol.com Website: www.verticalsolutions.us OTHER POTENTIAL PARTNERS DATALINX VERSATILE MOBILE SYSTEMS CGI VERIZON TELCORDIA
- 24. 23 EVENTS The following list includes trade shows and other industry events in which Panasonic should present their hardware solutions. TELECOM NEXT Conferences: March 19-23, 2006 Exhibition: March 21-22, 2006 Location Exhibits: Mandalay Bay Convention Center info@thetelecomevent.com Phone: 202-326-7258 Fax: 202-218-3542 Address: TelecomNEXT 1401 H St., NW Ste. 600 Washington DC 20005 GLOBALCOMM 2006 The entire buying/selling chain for the global information and communications technology industry converges at GLOBALCOMM.the Next-Generation Communications Marketplace and Summit. Owned, produced and powered by TIA, the exhibition and conference brings together a broad international base of ICT suppliers, service providers, enterprises and other users in a pure business-to-business environment. Contacts: GLOBALCOMM team 703-907-7002 email exhibit@globalcomm2006.com. FIELD SERVICE 2006 April 3- April 6, 2006 * La Costa Resort & Spa, Carlsbad, CA Chapter: AFSM International Address: Orlando, Florida 6000 West Osceola Parkway, Orlando, FL USA 34746
- 25. 24 Contact Name/Email: Stephen Stidinger: AFSM International's 2006 World Conference."sstidinger@afsmi.org Contact Phone: 239-275-7887, ext. 12 CTIA WIRELESS 2006 CTIA WIRELESS 2006 is a global event that represents the entire wireless industry. The event is collocated with the IEEE Wireless Communications and Networking Conference, the 9th Annual Tower Summit and the Mobile Entertainment eXpo. Michael Cerami mcerami@ctia.org (202) 736-3895 INTERNET TELEPHONY CONFERENCE & EXPO January 24 - 27, 2006 INTERNET TELEPHONY Conference & EXPO. Ft. Laurderdale, FL. The INTERNET TELEPHONY Conference & EXPO is an event where service providers, enterprises,
- 26. 25 SMBs, government agencies, developers and resellers gather to learn and conduct business. Technology Marketing Corporation, One Technology Plaza, Norwalk, CT 06854 USA Ph: 800-243-6002, 203-852-6800; Fx: 203-853-2845
- 27. 26 MEDIA/ WEB PRESENCE This section describes publications and web sites which may be appropriate for advertising the Panasonic Toughbook line of laptops and mobile computers. FLEET EQUIPMENT Fleet Equipment is a magazine dedicated to the management, specification, purchase and maintenance of truck equipment, Fleet Equipment is the "must read" for 61,000-plus trucking industry professionals. Fleet Equipment readers are experienced fleet managers who have the authority to specify and purchase trucks, trailers, components and parts, fuel and oil, tires and wheels, support services - everything necessary to reduce downtime and meet customer expectations, and do so cost efficiently and profitably. Fleet Equipment specifically targets and carefully qualifies fleet equipment managers - individuals who are personally responsible for making equipment and maintenance purchasing decisions. Telephony is the leading publication for all communications service providers: new and incumbent, wireline and wireless. Telephony delivers insightful and thoughtful coverage of the news, technologies and business strategies driving the industry. Telephony is delivered to more than 70,000 providers at ILECs, CLECs, ISPs, IXCs wireless carriers and cable operators. Telephony Division One IBM Plaza, Suite 2300
- 28. 27 Chicago, IL 60611 (312) 595-1080 (800) 458-0479 Main fax (312) 595-0295 Editorial fax (312) 595-0296 telephony@primediabusiness.com Headquarters Overnight and Messenger: 8878 S. Barrons Blvd., Highlands Ranch, CO 80129-2345 Mailing Address: P.O. Box 266008, Highlands Ranch, CO 80163-6008 (303) 470-4800 Phone (303) 470-4892 Fax Corporate Headquarters Edgell Communications 4 Middlebury Blvd., Randolph, NJ 07869-1111 (973) 252 -0100 (800) 948-6189 OTHER PUBLICATIONS Broadband Business Forecast VoIP News Communications News Billing World and OSS Today
- 29. 28 STRATEGIES AND TASKS Targeted companies: Determine where they are in WFA deployment; number of field employees; what software/ hardware platforms are they using; do the FAST test. Offer Professional Services (consulting) to determine how WFA can enhance their bottom line. Perform the FAST test for targeted companies: The FAST test consists of determining how many of the applications listed below are required by field employees of a targeted company. If three or more applications are required, then that company is a candidate for WFA and Toughbook deployment. Less than three applications can probably be accomplished with a handheld device. The WFA applications: 1. E-mail, Database Query 2. Hardware Test and Turn-up 3. Field Service and Sales Automation 4. Information-Based Systems 5. Location-Based Systems 6. Messaging Transactions 7. Vehicle Location and Positioning 8. Accessing Web Portals 9. POS Transactions Baseline: Database of Panasonics customers, contacts, what products they use, what applications they run, need for refresh, etc. Regulated entities in the telecommunications and CATV sector have field employees in Regional markets and corporate headquarters outside of these markets; this points to the need for a coordinated sales effort crossing geographic boundaries. The Telecom/ CATV market is sizeable and sales efforts need to be addressed at the local, regional and national levels. Reseller “starter” packages: these starter packages consist of Panasonic Toughbooks loaded with our partner‟s software targeted at small end users in various markets. The reseller‟s receive entry level pricing in pre packaged software in groups of 10 licenses with the image, tough book, training, and implementation included. We take the lead in marketing the starter packages through our reseller channels. The benefit to the small end-user is a low cost, “plug and play”, proven WFA solution. Turn agnostics into believers. This may also induce software vendors to change from being hardware agnostic into Toughbook believers. Develop ROI tools for end users and resellers in various vertical markets Target Field technician and Operations people in Fleet Equipment and similar publications. Publications like Fleet Equipment target the real end-user and produces a “pull” effect for Panasonic‟s products from the field Software application vendor relationships: Continue existing relationships and foster relationships with new vendors
- 30. 29 Facilitate relationships between software vendors and loyal Toughbook resellers. If software vendors know their applications are going to be implemented properly by a specific reseller they are likely to recommend that reseller to and end-user. End-user Lead generation: produce leads through Harte Hanks, trade shows, media feedback, resellers and software vendors. Provide introductory trials for potential customers already penetrated by competitors. i.e. Ikon Determine Panasonic‟s competitors in the rugged laptop market: who they do business with, who their partners are, and identify their product offerings. Media advertising - determine the publications and web sites best suited to marketing the Toughbook and advertise in that space Event Presence – determine what Trade Shows and events provide the highest ROI and market the Toughbook at these shows.