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Leveraging Opportunities in the Public Sector Jim Stevenson, Director Public Sector Sales Plantronics, Inc. Tech Data TechEDG TST, April 15 – 17, 2009
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Leveraging Opportunitiesin the Public Sector
Jim Stevenson, DirectorPublic Sector SalesPlantronics, Inc.
Tech Data TechEDG TST, April 15 – 17, 2009
Leveraging Opportunitiesin the Public Sector
Jim Stevenson, DirectorPublic Sector SalesPlantronics, Inc.
Tech Data TechEDG TST, April 15 – 17, 2009
3 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009
Agenda – ‘Tell them your plan’
What I Will talk about (from our perspective)• A little more “DbPP”
• Plantronics view of Public Sector• Our ‘Path to Market’
• Why Public Sector is such a good marketplace
• What is driving the opportunity
• Where Plantronics sees continued growth
• How headsets easily contribute to increased sales
• Who you can contact for more support, involvement
• When there’s opportunity, Plantronics is the logical partner
What I Won’t talk about• A lot of product specs, FAB’s and ‘speeds-n-feeds’
• A full 60 minutes – Probably no more than about 45• Some time for Q&A perhaps
4 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009
First – An introduction
The “Right Hand Man” in Plantronics Public Sector
Gareth Weldon, Sr. Account ManagerPlantronics Public Sector
5 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009
Plantronics view of Public Sector
Federal Government• GSA “Contract” and “Open Market” Sales
• Prime Contractors to the Federal Government
State, Local, Country Government• Prime Contractors to any of the above
• Public Safety (911, E-Dispatch)
Education Markets• Kindergarten thru College/University (K-16)
• College Campus Resellers
Health Care (both Profit and Not-for-Profit)
Not-for-Profit Organizations, Associations
6 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009
Plantronics ‘Path to Market’
With the exception of some GSA, Fed Contracts and select Primes, ALL of our PS revenue flows through Channel Partners.• Of the actual $45M in Plantronics PSS Business for
last year, less than $2.4M was Direct ( about 5%)• Direct is comprised mainly of FAA, DoD Contracts,
some Primes and others who insist on buying Direct• Direct is usually at a ‘premium’ or Contract price• Our goal: ‘Push’ all other business to Channel
Channel Partners thus generate/participate in the $43+M (95%) of PLT Public Sector Sales
PLT PS is thus a Partner, Not a Competitor• The business we generate together benefits us all!
“Leveraging Ops in the Public Sector”
7 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009
Why Public Sector?
A huge marketplace with needs and opportunities just like the Private Sector• ~1 in 10 people work in the Public Sector• ~10% of the US Economy is from PS Business
Public Sector does have money• Do you ever see your taxes go down?• Almost a “Recession-Proof” business
Not as well understood by most – Thus there is a lack of Attention to Public Sector customers• This creates Opportunity!• Less Competition• Environment for Higher Margins
Size and location of the segments• State, County, City, Local segments 30% again the Federal segment• Dominant share of Fed expenditures NOT Washington, DC
The Most Loyal Customers you will ever have
All large and successful companies have a division or organization dedicated to securing Public Sector business
8 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009
What’s Driving the Opportunity?
Clearly the current ‘Stimulus’ money• An unprecedented infusion of cash by the Gov
A paradox, but Bad can be Good• Economic crisis is good for business• International conflicts are good for business• Natural disasters and calamities are good for business
A need for technological upgrading• Public Sector has some catch up to do, esp Gov• IP Telephony, Unified Communications
A need to do ‘More with Less’• Tools that offer Productivity, Time Savings, Efficiencies
Evolving social demographics• A growing population• An aging population• Population growing in diversity
9 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009
Where we see Continued Growth
All areas of the Federal Segment• Commerce and Justice
• Strong growth in regulation
• Homeland Security• Teleworker• DoD
State and Local• Human Services and Public Safety• Inter-agency operability
Prime Contractors to any Gov
Healthcare
Education
“Leveraging Ops in the Public Sector”
10 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009
How headsets can contribute to Your Sales
They have become accepted and mainstream• Formerly Contact Centers, Operators and Air Traffic Controllers• Now in the office, with your mobile device and on the computer• Your customers are buying them
• Are they buying them from You?
Being recognized as a productivity tool• Especially the wireless generation of products
Accepted as a safer and ergonomically more user friendly solutionComplementary accessory and non-competing with other products• Can be added to phones, mobile devices, computers, audio devices• An easy ‘up sell’ with one single question• Completes the audio/voice ‘solution’ and solves the puzzle
A fit with traditional technologies as well as future apps• ‘No mater the device, Plantronics can interface to it’• Wired: RJ, USB, 2.5mm, 3.5mm• Wireless: Bluetooth, DECT 6.0 and 900MHz
Headsets can provide attractive incremental sales, excellent margins• Adds to the ‘Top’ and ‘Bottom’ lines
11 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009
Who to contact for more Info, with Questions, for Support or
our Involvement
“Leveraging Ops in the Public Sector”
Phone: 1.800.544.4660, ext 4063
Web: www.plantronics.com ‘Public Sector’
12 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009
When there’s Ops, Plantronics is the Partner
Solid, profitable, US based business for 48 yearsGSA Contract holder for 30+ yearsDedicated, experienced PS TeamLarge US Field Sales Organization for supportThe ‘Choice’ for Mission Critical Applications• NASA – “That’s one small step……”• FAA – A “Requirements” Sole Source Contract• APCO/NENA/E911 – A Plantronics specialty
Best Warranty Program in the business• Unconditional• One and Two Year• Advance Replacement Program• QuikFax, QuikWeb, QuickCall• Air delivery within 48 business hours
Special Products – Customs apps / engineering• No additional charges• Over 9,000 custom/specialty products
Registration program and bid assistance• When we know you’re working on something, you get the updates directly
We don’t compete with our Channel Partners
13 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009
Take a ‘pause’
Any Any questionsquestions so far? so far?
14 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009
A little Productivity Exercise
‘The impact of a wireless headset in the office’
Some assumptions• An average office with 500 ‘knowledge’ workers
• No one uses a headset, but everyone uses their phone
• Each works a 40 hour week, 50 weeks a year (2,000 hrs/year)
• They each spend a TOTAL of 24 minutes a day either:• Listening to voice mails (phone calls they missed)
• Returning phone calls (they were not at the desk when called)
• Leaving voice mails/messages (unable to reach someone)
• Calling an unavailable person (but not leaving a message or VM)
• Staying at their desk (waiting for someone to call them back)
15 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009
A little Productivity Exercise - cont
‘The Math’
16 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009
A little Productivity Exercise - cont
‘The Math’
24 mins/pers per/day x 500 people = 12,000 mins/day
17 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009
A little Productivity Exercise - cont
‘The Math’
24 mins/pers per/day x 500 people = 12,000 mins/day
12,000 mins/day ÷ 60 mins/hr = 200 hrs/day
18 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009
A little Productivity Exercise - cont
‘The Math’
24 mins/pers per/day x 500 people = 12,000 mins/day
12,000 mins/day ÷ 60 mins/hr = 200 hrs/day
5 days/wk x 200 hrs/day = 1,000 hrs/wk
19 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009
A little Productivity Exercise - cont
‘The Math’
24 mins/pers per/day x 500 people = 12,000 mins/day
12,000 mins/day ÷ 60 mins/hr = 200 hrs/day
5 days/wk x 200 hrs/day = 1,000 hrs/wk
50 wks/yr x 1,000 hrs/wk = 50,000 hrs/yr• (each person works 2,000 hrs/yr)
20 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009
A little Productivity Exercise - cont
‘The Math’
24 mins/pers per/day x 500 people = 12,000 mins/day
12,000 mins/day ÷ 60 mins/hr = 200 hrs/day
5 days/wk x 200 hrs/day = 1,000 hrs/wk
50 wks/yr x 1,000 hrs/wk = 50,000 hrs/yr• (each person works 2,000 hrs/yr)
50,000 hrs/yr ÷ 2,000 hrs/yr per/worker = 25 workers
21 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009
A little Productivity Exercise - cont
‘The Math’
24 mins/pers per/day x 500 people = 12,000 mins/day
12,000 mins/day ÷ 60 mins/hr = 200 hrs/day
5 days/wk x 200 hrs/day = 1,000 hrs/wk
50 wks/yr x 1,000 hrs/wk = 50,000 hrs/yr• (each person works 2,000 hrs/yr)
50,000 hrs/yr ÷ 2,000 hrs/yr per/worker = 25 workers
The equivalent of 25 workers is LOST per year!
22 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009
A little Productivity Exercise - cont
‘The assumptions are too high Jim!’
OK, so maybe 25 is a little high, so……..
23 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009
A little Productivity Exercise - cont
‘The assumptions are too high Jim!’
OK, so maybe 25 is a little high, so……..
Let’s cut it in half, to 12
24 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009
A little Productivity Exercise - cont
‘The assumptions are too high Jim!’
OK, so maybe 25 is a little high, so……..
Let’s cut it in half, to 12
And cut it in half again to 6
25 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009
A little Productivity Exercise - cont
‘The assumptions are too high Jim!’
OK, so maybe 25 is a little high, so……..
Let’s cut it in half, to 12
And cut it in half again to 6
…..and one final cut by another 50% to just 3 worker yrs lost
26 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009
A little Productivity Exercise - cont
So let’s continue with the exercise, just for fun…..
OK, so maybe 25 is a little high, so……..
Let’s cut it in half, to 12
And cut it in half again to 6
…..and one final cut by another 50% to just 3 worker yrs lost
27 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009
A little Productivity Exercise - cont
So let’s continue with the exercise, just for fun…..
The equivalent of 3 worker years lost/yr on ‘phone tag’
28 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009
A little Productivity Exercise - cont
So let’s continue with the exercise, just for fun…..
The equivalent of 3 worker years lost/yr on ‘phone tag’
Assume a $50K/yr burdened cost/knowledge worker
29 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009
A little Productivity Exercise - cont
So let’s continue with the exercise, just for fun…..
The equivalent of 3 worker years lost/yr on ‘phone tag’
Assume a $50K/yr burdened cost/knowledge worker
Three ‘lost’ worker years x $50,000/workers = $150,000
30 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009
A little Productivity Exercise - cont
So let’s continue with the exercise, just for fun…..
The equivalent of 3 worker years lost/yr on ‘phone tag’
Assume a $50K/yr burdened cost/knowledge worker
Three ‘lost’ worker years x $50,000/workers = $150,000
At an average cost of less than $300/wireless headset
31 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009
A little Productivity Exercise - cont
So let’s continue with the exercise, just for fun…..
The equivalent of 3 worker years lost/yr on ‘phone tag’
Assume a $50K/yr burdened cost/knowledge worker
Three ‘lost’ worker years x $50,000/workers = $150,000
At an average cost of less than $300/wireless headset
You just paid for a wireless headset for all 500 workers and gained back 3 to 25 worker years of productivity!
32 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009
Sneaking in just One product slide
The New Savi Family of Wireless Headsets
The ‘Next Gen’ of office/enterprise wireless
Connects BOTH the PC and the Deskphone
33 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009
Thank You!
Time for Questions
“Leveraging Ops in the Public Sector”
34 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009
Thank You!
Time for Questions
Thanks Again andThanks Again andGood Selling!Good Selling!
“Leveraging Ops in the Public Sector”
