Roger Cresswell Presentation to
SCOTTSDALE, AZ
OFFICE: (480) 704-4045
MOBILE: (509) 723-5781
Personal Information
•Over 26 years in the rugged mobile computing market
•Solutions approach to selling
•Strong services background
•Vertical market sales experience
•Field Services
•Field Sales
•Utilities
•Telecommunications
•Transportation
•Insurance
•Federal Government
•Education
Itron
•Spokane, WA
•Founded in 1978
•Developed rugged handheld computing technology for meter reading
•Current annual revenues of $2.25B
•Maintain 80% market share
•Back office and mobile applications
•Added telecommunications and other verticals starting 1988
•1992 Split off other business units to form Itronix
•Professional Experience (7 years)
•Project Management
•Account Management
•Professional Services
Itronix
•Spokane, WA
•Founded in 1992
•Rugged Notebooks and Tablets
•Grew annual revenues to $150M
•Initial success in Telecommunications (60%)
•Added other verticals (utilities, public safety, federal government,field service, insurance, transportation)
•Acquired by General Dynamics in 2006
•Currently out of business
•Professional Experience (18 years)
•Professional Services ($10M)
•Services Sales and Marketing ($23M)
•Field Service, Insurance, Transportation Sales ($20M)
•Enterprise Sales ($50M)
Intermec
•Everett, WA
•Founded in 1966
•Rugged handheld computers and scanning equipment
•Annual revenues $1B
•Vertical market focus (warehouse, direct store delivery, transportation, field services)
•Acquired by Honeywell in 2013
•Professional Experience (2 years)
•Field Service Industry Marketing
•ISV Management
Belkin
•Playa Vista, CA
•Founded in 1984
•Privately held
•Mobile computer and networking accessories
•Annual revenues $1.5B
•Acquired Linksys from Cisco in 2013
•Professional Experience (2 years)
•VAR Management ($20M)
•Federal End User Sales ($10M)
Field Service, Insurance,Transportation
•Ultra rugged, rugged, semi rugged
•Large and small form-factor
•Migration to tablets
•Work order management
•Other Forms driven applications
•Payment collections
•Wide area communications
R8300 – outdoor applications and indoorharsh environments
S15H – multiple environments requiringa durable platform
R11 – harsh environment applicationswith low input requirement
Enterprise Accounts
•10,000 appliance repair technicians
•Average 5 year product lifespan
•Major investment in services
•100,000 field technicians
•Considering convertible platform
•Understand the value of rugged
•40,000 garbage trucks
•In-vehicle utra rugged requirement
•Multi-part solution
•30,000 installers
•Currently using small form factor
•Require large form factor device for testing
Services
•Operated services under own P&L at Itronix
•Generated $23 in revenue during final year
•GP around 42%
•Sold Sears $15M 2 year service agreement
•End-to-end offering
•Extended warranties
•Uplift programs
•Help desk
•Troubleshooting
•Hot swap
•Shipping
•Battery replacement
•Field services
•Each rep carried separate services quota
Channel Sales
•Belkin – over 6000 resellers
•Intermec – approximately 5000 resellersworldwide
•Per VDC – nearly $1B in rugged mobilecomputer shipments projected to go throughthe channel in 2015
•Need strong relationships with key resellers
•Know how to sell the value of rugged in orderto maximize GP
•Bundle the complete solution
90 Day Plan
•Product training at GammaTech
•Re-connect with enterprise accounts
•Assess current situation
•Explore opportunities for existing platforms
•Enter sales cycle for next generation procurement
•Reach out to existing and new contacts in field service, insurance, and transportation
•Call out to previous contacts (several hundred)
•Engage in lead generation process
•Feature new products at industry trade shows/events
•Engage with federal contacts for new leads/opportunities
•Tap network to pursue leads
•Assess opportunities with reseller network
•Attend trade shows/events
•Explore opportunities within other key markets
•P24 all-in-one: Healthcare
•R11/R8300/S15H: Field Sales, Telecommunications, Cable/Satellite