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HOW TO SELL AGAINST CONSUMER

GRADE SMARTPHONES

If your customers are considering deploying consumer

smartphones, be sure to share the numbers published by

the world-renowned mobile analyst group VDC research

that prove that over ﬁve years, enterprises will

spend 50 percent less to purchase and support

rugged smartphones vs. consumer smartphones.

Factors include:

• Consumer smartphones fail 20 percent of the time

• Consumer smartphones do not have enough power to

last a full shift 20 percent of time

• The device must be replaced more frequently due to

lack of durability

• The cost of downtime when a device breaks

• Faster device churn often translates into the need for

new accessories for new models

• Incremental costs to add accessories to obtain

business critical features, such as industrial bar

code scanning

(Motorola has developed a TCO tool to enable the

creation of a customized TCO analysis for speciﬁc

customer requirements and proﬁles, with an expected

availability for sales teams in November 2013.)

Some customers may believe that a consumer device is

“good enough” to use in the enterprise. However, as the

following table will illustrate, consumer solutions are not

yet good enough for enterprise verticals. Even though

the initial acquisition cost is lower, further scrutiny

demonstrates productivity loss, IT challenges, and higher

TCO is realized with the use of consumer devices.

Additionally, while consumerization poses a potential threat

to our business, it also poses a potential market opportunity.

Enterprise customers have additional requirements for

mobile computing devices that are not met by consumer

devices. The TC55 offers all the positive elements of a

consumer smartphone (sleek look, ease of use, etc.), while

addressing the speciﬁc needs of the enterprise.

PARTNER BRIEF

TC55

THE VALUE OF AN ENTERPRISE-CLASS DEVICE

TC55

CONSUMER

SMARTPHONE

WHY IT MATTERS

Enterprise durability

IP67 sealing, 4 ft./1.2 m drop

rating, tumble spec and hardened

Corning

Gorilla

glass display

Fragile, particularly the display

Consumer devices are three times more likely to fail in the ﬁrst year.

The average ﬁrst year failure rate

for rugged devices is 7 percent, compared with the 23 percent for consumer devices – and consumer

device failure rates in excess of 50 percent are not uncommon. The cause of 77 percent of those failures

is a dropped device, which results most commonly in a cracked display.

The TC55 can handle the drops, spills and rainy days that are common in every day business use; this

increased durability keeps the TC55 in the hands of users, with lower repair costs. The Gorilla glass used

in the TC55 is thicker than displays found in most consumer smartphones enhancing the durability of one

of the most vulnerable elements of a consumer smartphone.

Intensive, industrial

quality scanning support

Integrated linear scanner for

1D scanning; Bluetooth ring-style

accessory for 1D/2D scanning

Typically offers scanning via the

camera — inferior performance

can be frustrating for users even

in light scanning applications

The TC55’s high power scanning keeps workers productive in any scanning environment. The optional

integrated 1D linear scanner and Bluetooth ring-style imager are ideal for intensive, all day scanning

applications.

However, even when users require just light or occasional scanning, the TC55 outperforms its consumer

grade counterparts. Its 8 MP camera is specially tuned to scan 1D and 2D bar codes, greatly improving the

bar code scanning experience through a camera.

All TC55 scanning solutions include Motorola’s special software algorithms that enable scanning of poorly

printed, damaged and scratched codes. Where consumer devices returned an erroneous bar code read as

much as 10 percent of the time, the Motorola scan engine mis-decode rate was negligible.

Native integrated scanning

After-market sled attachment:

To add “enterprise” scanning to a

consumer device, customers will

need to add a sled to the device

Sleds can impact mobile device ergonomics and economics — sleds often cost two to three times that of the

consumer mobile device, making total acquisition cost on par with the typical enterprise class device.

Our own internal testing on one of the most-used third party sleds revealed a lack of durability and sealing,

which will increase the failure rate, likely translating into the purchase of multiple sleds over the course of the

lifespan of a mobile device.

The following table shows how the TC55 stacks up against popular smartphones in the enterprise:

2 5. Mobile Device TCO Models for Line of Business Solutions; Volume 1/Track 7: Enterprise Mobiliity Mobile Device TCO; David Krebs; VDC Research Group, Inc.; 2012 (Slides 4, 18, 28 and 29)

EXECUTIVE SUMMARY

Product Overview

revenue opportunities

Conﬁgurations/Acce ssories

Key Selling PointS

Featu res/Beneﬁts/Differentiators

MARKET OPPORTUNITY

Target Markets/Applications

Qualifying Questions

Uncovering Opportunities

Global ServiceS

Support Services

SaleS ToolS

Materials/Classiﬁcation/Training

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