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Safe Campus Sales Support Training Best Practices to provide a Safe & Secure Learning Environment
Outline Market environment & rationale for this specific solution Key customer drivers to invest in the solution The solution in brief How to effectively sell? - our key selling arguments Target Market Target Market Qualification In summary: 3 minutes to convince your customer Contacts and tools
Campus SafetyMarket environment & rationale for this specific solution • Recent Campus mass murders (Virginia Tech, Northern Illinois University) • Mass notification sales (SMS, Voice, email) increased by 650% YoY 2006 – 2007 • Rationale • Little to no focus on local device notification • No focus on safety / security device integration • No focus on coordination / collaboration with emergency first responders • Alcatel-Lucent Sales Objectives 2008 • Fifteen new account wins • Ten existing account wins
Campus Safety SolutionKey customer drivers to invest in the solution • Key customer drivers • Improve Awareness of Emergency Events • Integration of physical safety & security systems • Integration of cellular and TDM telephony • Provide enhanced 911 capability • Coordinate with Emergency First Responders • Provide “virtual conference room” for document / application sharing • Allow all parties to participate – LMR, Cellular, TDM • Gain timely / more complete understanding of event scope • Deliver consistent message to personal and local devices • Address Guest / Handicapped notification • Unify messaging to local and external parties • Immediate delivery to affected parties
Safe CampusHow to effectively sell? - our key selling arguments • A “safe campus” is not just reacting to an event through mass notification. To provide a safe campus you must be aware of the event ASAP, coordinate / collaborate with ERT, and deliver a unified message to both personal and campus devices. • Increased Event Awareness • Integration of physical safety / security systems • Knowledge of 911 calls • Coordinate / Collaborate with ERT • Enhanced 911 • Provide Conferencing capability for LMR and telephone users • Deliver campus-wide messaging • Overhead speakers • Digital Signage • TV / Video content • Deskphone speakers • SMS • MMS to deskphone
Safe Campus Solution Target Market • Target campuses that: • Any education customer that has installed the OXE • Any education customer that has installed our WLAN • Any education customer that has installed Video Furnace • Have already implemented a personal device mass notification system • Large campuses (Big Ten, Big Eight, State University campuses (i.e. – UC, CSU, NCST, etc) • Metropolitan campuses (i.e. – Manhattan, Chicago, Los Angeles) • Religious affiliated/Christian Colleges (i.e. – Abilene Christian, Gordon College, Pensacola Christian, Gonzaga, etc) • Multi-campus Community Colleges • Large Metropolitan K-12 districts (i.e. – Baltimore, Los Angeles, New York, Chicago, etc.) • Wealthy community K-12 districts
Safe Campus Solution Target Market Qualification • Have you implement a mass notification solution yet? • Would you like to coordinate with emergency response teams? • Do you find merit in communicating emergency notification to the phones in the classroom? • Do you need to send audio emergency notifications? • Would you like to display emergency messages to the TVs in the campus? • Would you like to know when a 911 call is initiated in the campus? • Would you like to integrate physical security device (door, window, motion) alarms into the phone system? • Would you like to integrate safety device (smoke, fire, CO) alarms into the phone system?
Safe Campus Solution 3 minutes to convince your customers! • Elevator Pitch – C–level (Superintendent, Chancellor, Provost, etc) • The total Safe Campus solution will provide your safety and security personnel all the tools to be able to manage and coordinate any catastrophic event on campus. By implementing this solution, you can market your school to the parents of potential students as a campus that is utilizing state of the art technology to be aware of emergency events the moment they occur, coordinate with emergency response teams and deliver swift multi-vector messages to both on and off campus devices. • Elevator Pitch – IT (Technical) • The Safe Campus Solution unites your safety and security infrastructure with your phone system. This integration allows the college to leverage the telephony system phones to alert faculty / staff / students of emergency events. In addition, the coordination solution allows the campus to communicate to personnel who use walkie-talkies with telephones from anywhere in the world. A “safe campus” is not just reacting to an event through mass notification. To provide a safe campus you must be aware of the event ASAP, coordinate / collaborate with ERT, and deliver a unified message to both personal and campus devices.
Safe Campus SolutionContacts and Tools Product Marketing -or- Product/Business Development
Safe Campus SolutionTools / Information Web Sites
Alcatel-Lucent – The Safe Campus Solution Provider • Managing the chaos of an emergency • Step 1 – Awareness of the event • Step 2 – Coordination, collaboration, decision • Step 3 – Message broadcast • Only Alcatel-Lucent has the tools to support Schools and Universities campus-wide safety!