Connect Partner Playbook

Transcript

Connect Partner Playbook Growth Through Partnership Welcome to the Plantronics Connect Partner Program. There’s never been a better time to be in the audio device industry. And there’s no better company to partner with than Plantronics. Customers say the quality and breadth of our technology and products are outstanding — and partners feel the same way about the support we offer. Training programs, sales and marketing tools, incentives, samples and sales support — we are committed to helping you maximize resources, drive greater customer satisfaction and sustain business growth and profitability. WELCOME THE OPPORTUNITY HOW TO SELL WHAT TO SELL SALES RESOURCES 2 About Plantronics From our beginning as two airline pilots working in a garage to invent a new kind of aviation headset, we have considered delivering breakthroughs in audio technology our daily business. We made history when Neil Armstrong walked on the moon and uttered the legendary words: “That’s one small step for man, one giant leap for mankind” through a Plantronics headset. We pioneered the lightweight headset, as well as other innovative technology, always driven by a single-minded focus to define the idea of simply smarter communications. Today, our products are used by everyone from pilots, air traffic controllers, and 911 emergency workers to 100% of the Fortune 100. From friends conversing across the globe, to mobile professionals doing business on the fly, to contact centers and executive offices, Plantronics fulfills the human need to communicate with the smartest choices and the latest digital technology. WELCOME THE OPPORTUNITY HOW TO SELL WHAT TO SELL Plantronics has a major advantage when it comes to designing communication headsets. Our engineering labs include a unique library of ear castings representing worldwide variations in ear shape, an anechoic chamber for acoustic testing, along with a 50 year track record of audio innovation. SALES RESOURCES 3 Bringing Business Together You’re probably noticing that the technology used by businesses is evolving to include new ways to communicate. And it means people can work just about anywhere. This new world of work brings convenience — but also new challenges. Offices are open but not always quiet. Technology like Unified Communications (UC) is designed to help but often just adds more complications. BYOD is becoming more prevalent, but also more difficult to support. The one common denominator is the need to connect and keep conversations going regardless of work style, technology or location. That’s where incorporating a quality audio solution comes into play. This is great news for you as a Plantronics partner because it opens up a tremendous opportunity for selling audio devices as part of a complete solution. We offer industry wide compatible and innovative products that help you meet your customer’s business needs today and tomorrow. WELCOME THE OPPORTUNITY HOW TO SELL WHAT TO SELL PC OFFICE PHONE HEADSET LAPTOP MOBILE The one universal enabler of continuous and clear conversations on the PC, landline, laptop or smartphone is the headset. SALES RESOURCES 4 New Opportunities in an Evolving Enterprise The demand by businesses for greater efficiency and productivity, along with technological advances in applications and devices, has precipitated a rapid and global change in how work is done. All of which opens up a significant new market opportunity for the sales growth of audio devices. Consider the data: • Office and contact center headset market revenue is expected to grow at a rate of 12.5% from 2012 to 2019.1 • That represents an increase from $978.3 to $2,226.4 million from 2012 to 2019.1 • UC-enabled headsets will be a major growth catalyst in the office and contact center headset market. From 2012 to 2019, the number of UC-enabled headsets shipped is expected to grow more than six times to 16.8 million units.1 • In 2012, 2.7 million UC-enabled headsets were shipped, representing 24.3% of the total units sold to the office and contact center markets.1 The category is growing. More than 40% of the current non-users have plans for or are considering implementing enterprise headsets in the future.1 • By 2019, this figure is expected to reach 61% of total units sold.1 Source: Frost & Sullivan 1 WELCOME THE OPPORTUNITY HOW TO SELL WHAT TO SELL SALES RESOURCES 5 What’s Driving this Growth? • The sustained growth of advanced desktop communications software continues to boost sales of PC- and UC-enabled headsets • The increased need for desk-free, mobile communications increases the appeal of cordless enterprise headsets Plantronics studies show that adding a headset to each system sale can boost your profits by 20%. • The need for multitasking and the productivity benefits of handsfree communications for office and contact center workers • The appeal of multi-use headsets that integrate various applications and endpoints promotes headset sales • The shift in perception: From headsets as a mere accessories to headsets as intelligent endpoints with sophisticated functionality As awareness around the benefits of headsets for both end users and IT increases, so does demand. Total Office and Contact Center Market Revenue Forecast: Cordless vs. Corded Note: All figures are rounded. Source: Frost & Sullivan Key Takeaway: By 2019, cordless/corded headset revenue is expected to be $1,651M and $575M respectively.That means corded sales are still growing but cordless sales are taking off! $1650.9 $1416.3 REVENUE ($ Million) CORDLESS HEADSETS $1,002.8 $863.7 $726.9 $491.3 2014 WELCOME $1202.39 CORDED HEADSETS $510.8 2015 THE OPPORTUNITY $530.2 2016 $548.7 2017 HOW TO SELL $562.8 2018 $575.4 2019 WHAT TO SELL SALES RESOURCES 6 Identifying Sales Opportunities Headset sales opportunities can be found in almost any office environment because quite simply, headsets boost productivity. We have identified some key areas for headset sales along with questions to quickly help you assess whether your prospect will convert into added sales. To help you win the business, you can now offer your customers free trials of Plantronics products. Just go to Plantronics.com/customer-trial for details. WELCOME THE OPPORTUNITY HOW TO SELL WHAT TO SELL SALES RESOURCES 7 Opportunities in the Contact Center The most advanced sound technology combined with all-day comfort means you can offer your customers a proven solution for every contact center worker’s need and preference. Here’s how to match the right prospect with the right solution: Qualifying Questions to Uncover Contact Center Opportunities: Identify the Decision Makers • Is intelligibility of calls an issue? There may be a variety of stakeholders involved in the purchase decision at a contact center: Representatives from Operations, IT and Purchasing are typically involved. It is also important to ensure the needs of both agents and supervisors are met. Agents are concerned with sound quality and comfort, while supervisors are also focused on reliability. • Would you like to improve customer and/or agent satisfaction? • Are you adding staff in the contact center? • Are you moving to an infrastructure where agents will be able to take calls over a PC? • Are you upgrading, relocating, building a new facility, or moving offshore? • Are you thinking of moving to a virtual model? • Do you have any other key departments with heavy customer phone interactions such as accounts payable, IT help desk, inside sales? • Do you have any requirements for special ergonomics, such as disability or handicapped compliance? In the contact center, 65% of those currently using a desktop-phone headset will switch over to PC USB headsets within the next two years.1 For more information visit: Plantronics.com/contactcenter Source: Frost & Sullivan 1 WELCOME THE OPPORTUNITY HOW TO SELL WHAT TO SELL SALES RESOURCES 8 Unified Communications — Known Opportunities The need for clear, crisp, reliable voice communications has never been more important as part of the new solutions Unified Communications (UC) offers. As more companies move to deploy UC solutions the last and arguably most critical link is the audio device. By integrating high quality audio devices you can add tremendous value to your solutions by helping your customers drive UC satisfaction and ultimately increase UC adoption. Qualifying Questions that Identify UC Opportunities: Identify the Decision Makers • Tell me about your employees and how they will be using your UC platform… There are various influencers and decision makers involved with the UC headset purchase: Senior Management, IT, Operational Team Leaders, Human Resources, Purchasing/Procurement and/or Facilities. • Are you currently testing or using any UC solutions? If yes, are you implementing a voice or audio component? • What is the timing of your UC voice deployment? • How many employees are you deploying UC to? • What phone/platform are you using? • Which operating system are you using? – Are they mobile? – Will they need to connect to multiple devices? – What features will they need for audio support? Visit the Plantronics UC Toolkit for detailed deployment tools for your customers at plantronics.com/uctoolkit Research estimates 50% to 75% of knowledge workers are expected to receive headsets as part of a UC rollout.1 For more information visit Plantronics.com/uc. Source: Frost & Sullivan 1 WELCOME THE OPPORTUNITY HOW TO SELL WHAT TO SELL SALES RESOURCES 9 Unified Communications — Unknown Opportunities Qualifying Questions Designed to Locate the UC Opportunity/Decision Maker: With the prevalence and growth of UC, you may have existing customers that are not yet purchasing UC-specific audio devices, but they would be a prime target for new UC opportunities. • Are you familiar with the term “Unified Communications”? To learn more about UC solutions, consider taking the UC Technical Track offered through Connect University. • Has your company been using headsets for general office use, computer use, customer support or contact center use? • Are you aware of any upgrades to your telephone or computer systems? If no, can you direct me to the person who’s responsible for upgrading your systems? TOTAL ENTERPRISE MARKET: Future Utilization Plans of UC Clients Among Non-users • Which applications are your company currently using? Web conferencing? Video? Instant messaging? Skype, or other PC calls, etc? North America, 2012 (N=120) Note: All figures are rounded. Source: Frost & Sullivan Question: Please indicate your organization's plans for unified communications clients over the next twelve months? We plan to implement this within the next 12 months. 12.4% 33.8% 20.5% We plan to implement this within the next 2–3 years. We are considering this, but have no plans in place yet. 33.3% We are not considering this. Key Takeaway: UC clients have a big future potential. Although a modest 20% of the participants are currently using UC clients, about 66% of current non-users have plans for or are considering implementing them in the future. WELCOME THE OPPORTUNITY HOW TO SELL • Who makes the decision about, or approves the purchase of, audio devices? • Are employees using softphones? Mobile phones/ PDAs? Home phones? • How often does your company use web conferencing, video, instant messaging, call conferencing, or webinars? Are employees using telephones (handsets) or headsets for these calls? WHAT TO SELL SALES RESOURCES 10 Office or Enterprise Opportunities Even the most traditional offices can benefit from adopting new technologies. The changing workplace represents new opportunities for you to show your customers how they can collaborate more effectively, increase productivity and employee satisfaction. The Vertical Market Opportunity You’re able to offer specialized Plantronics solutions for government/public sector, healthcare, finance and legal vertical markets. Unit Shipment and Revenue Forecast, Global, 2010–2020 Note: Revenue CAGR, 2013–2020 = 16.6%, Unit Shipment CAGR, 2013 –2020 = 18.0%. All figures rounded. Source: Frost & Sullivan 27.9 23.9 UNITS SHIPPED (Millions) 0.5 25.0 20.0 17.3 14.5 10.3 1.0 4.9 6.5 7.5 30.0 20.4 1.5 • On average, how many conference calls do they make each day? • Are you investing in telephony solutions from Avaya, InterTel, Mitel, Nortel, Polycom, Siemens, or Shoretel? • What communication devices are your on-site employees using? Are they different from what your remote workers use? • Do you have associates who rely on their mobile phones for business calls in the office? 15.0 12.2 8.8 10.0 UNITS (Million) REVENUE ($Billion) REVENUE ($Billion) 2.0 • How do your employees make conference calls? • Do you have associates who participate in video conference calls or webinars? TOTAL ENTERPRISE MARKET: 2.5 Qualifying Questions that Uncover Opportunities: • Do you have associates who consult with colleagues, access or print documents while on a call? 5.0 0.44 0.0 2010 0.53 2011 0.58 2012 0.68 2013 0.79 2014 0.92 2015 1.08 2016 1.28 2017 1.49 2018 1.73 2019 2.00 2020 0.0 Key Takeaway: Office headset revenue is expected to almost triple between 2013 and 2020—at a CAGR of 16.6%. Increased worker multi-tasking, mobility and efficiency, plus the demand for high-quality headsets for PC-based communications will be growth drivers. WELCOME THE OPPORTUNITY HOW TO SELL WHAT TO SELL SALES RESOURCES 11 The Company We Keep Why does 100% of the Fortune 100 rely on Plantronics? Because our devices work hand-in-hand with leading UC platforms for integrated deployments that are seamless and simple. We also work closely with our strategic alliance partners to ensure that our industry-wide compatible solutions will help you meet your customer’s business needs. TECHNOLOGY PARTNER WELCOME THE OPPORTUNITY HOW TO SELL WHAT TO SELL SALES RESOURCES 12 Find the Right Plantronics Product for Your Customer Once you’ve identified the sales opportunity, you’ll need to find the right audio devices for each customer’s needs. Plantronics has products that cancel out the noise, keep your hands free, and provide reliable audio quality in a variety of situations. Here is an overview of some of our most popular audio devices to help you identify the best choice for your customers. For Office Phones: WELCOME For Unified Communications: THE OPPORTUNITY For Contact Centers: HOW TO SELL For Mobile Workers: WHAT TO SELL For Gaming: SALES RESOURCES 13 What to Sell: Unified Communications WELCOME THE OPPORTUNITY HOW TO SELL WHAT TO SELL SALES RESOURCES 14 Unified Communications Portfolio Savi® 700 Series Savi 400 Series With a focus on clear, consistent and reliable voice collaboration, Plantronics is dedicated to partnering with enterprises to provide superior audio devices for unified communications deployments. The Plantronics Unified Communications portfolio offers a broad range of solutions for diverse working styles. Voyager Legend® UC Calisto® 620 Calisto 800 Series Connects to Desk phone + PC + mobile phone PC1 PC + mobile phone/tablet1 PC + mobile phone PC + mobile phone6 Recommended for Office workers with mixed desk phone, mobile and PC communication Users with PC communication in office or on-the-go Mobile professionals who use PC audio, mobile phone, or tablet communications; featuring smart sensor technology, now with voice command menu5 Users on-the-go to transform any workspace into a conference room Home and private office workers with multiple communication devices Wearing style Lightweight convertible: over-the-ear, over-the-head, behind-the-head options; Over-the-ear; Over-the-head (monaural or binaural) Lightweight convertible: over-the-ear, over-the-head, behind-the-head options; Over-the-ear; Over-the-head (monaural or binaural) Over-the-ear Speakerphone Speakerphone + wireless mic Roaming range Up to 350 feet2 Up to 300 feet2 Up to 33 feet Up to 33 feet Up to 33 feet Wireless frequency DECT 6.0, Bluetooth® v2.1 DECT 6.0 Bluetooth v3.0 + EDR Bluetooth v2.1 + EDR Bluetooth v2.1 + eSCO Audio performance PC + desk phone wideband PC wideband PC and mobile (HFP 1.6) wideband, echo cancellation, A2DP PC wideband, echo cancellation, A2DP PC wideband, echo cancellation, noise reduction, full duplex Hearing protection SoundGuard® DIGITAL™, SoundGuard® (W730) SoundGuard DIGITAL, SoundGuard (W430) SoundGuard N/A N/A Microphone noise reduction Noise-canceling Noise-canceling 3 mics offer dynamic noise reduction, WindSmart® technology Noise reduction with bi-directional auto switching microphones Wireless mic: Dual omni-switching microphones Remote call control Call answer/end/flash, mute, volume +/- Call answer/end, mute, volume +/- Call answer/ignore/end, mute, volume +/- Call answer/end, mute, volume +/- Call answer/end, volume +/-, mute, dial pad, call switching; Wireless mic: call answer/end, mute Talk time3 Unlimited (W745)4; Up to 7 hours (W740)4 Up to 6 hours (W730) Up to 9 hours (W720, W710) Unlimited (W445)4; Up to 7 hours (W440)4 Up to 6 hours (W430) Up to 9 hours (W420, W410) Up to 7 hours Up to 7 hours Up to 5 hours (wireless mic) Limited warranty 1 year 1 year 1 year 2 years 2 years Model number W745 (convertible+deluxe charging cradle kit) W740 (convertible); W730 (over-the-ear) W720 (binaural); W710 (monaural) W445 (convertible + deluxe charging cradle kit) NEW W440 (convertible); W430 (over-the-ear) W420 (binaural); W410 (monaural) B235 P620 P825 (PC+mobile+mic) P835 (PC+mobile+home landline+ mic) Accessories included N/A Hard carrying case (W410/420/440/445) Hard charging/carrying case, desktop charging stand Soft carrying case N/A MSRP (USD) $399.95 (W740, W730, W710) $421.95 (W720); $449.95 (W745) $279.95 (W440, W430, W410) $299.95 (W420); $329.95 (W445) $199.95 $149.95 $179.95 (P825) $199.95 (P835) ™ 1 Add desk phone connectivity when used with MDA200 (see next page). 2 Features adaptive power which optimizes for range and talk time to save battery life and maximize density. 3 Performance dependent on battery and may vary by device. 4 Unlimited talk time with deluxe charging cradle kit, comes standard with Savi 745/445. Available as an accessory with Savi 740/440. 5 Answer/Ignore voice commands are currently for mobile phone only. 6 The Calisto 835 connects to PC+mobile+home landline. WELCOME THE OPPORTUNITY HOW TO SELL For more product information, reviews and partner-specific recommendations visit plantronics.com/uc WHAT TO SELL SALES RESOURCES 15 Unified Communications Portfolio Calisto® 240 Blackwire® 300 Series Blackwire 435 Blackwire 500 Series Blackwire 700 Series Connects to PC via USB PC via USB1 PC via USB1 PC via USB1 PC via USB + mobile phone/tablet via Bluetooth2 (up to 10 hrs talk time) Recommended for PC telephony users in the office or on-the-road Users transitioning to PC telephony Users requiring a portable PC headset Users with extensive PC communication and multimedia; featuring smart sensor technology Users with extensive PC audio and some mobile phone communications; featuring smart sensor technology Wearing style/usage Handset Monaural, stereo Stereo/mono convertible Monaural, stereo Monaural, stereo Audio performance Wideband, echo cancellation, full duplex speakerphone Dynamic EQ: wideband (voice), hi-fi stereo (C320/325 only); echo cancellation Dynamic EQ: wideband (voice), hi-fi stereo; echo cancellation Dynamic EQ: wideband (voice), hi-fi stereo (C520 only); echo cancellation Dynamic EQ: wideband (voice), hi-fi stereo (C720 only), A2DP (up to 6 hrs listening time) Hearing protection SoundGuard SoundGuard SoundGuard SoundGuard SoundGuard DIGITAL (PC) Microphone noise reduction Noise-canceling Noise-canceling Noise-canceling Noise-canceling Noise-canceling Call control Call answer/end, mute, volume +/-, dial pad Call answer/end, mute, volume +/- Call answer/end, mute, volume +/- Call answer/end, mute, volume +/- Call answer/end, mute, volume +/- Limited warranty 1 year 2 years 2 years 2 years 2 years Model number P240 C310 (monaural, foam ear cushions) C315 (monaural, leatherette/foldable ear cushions) NEW C320 (stereo, foam ear cushions) C325 (stereo, leatherette/foldable ear cushions) NEW C435 C510 (monaural) C520 (stereo) C710 (monaural) C720 (stereo) Accessories included Drawstring pouch, desktop stand Soft carrying case (C315/325) Hard carrying case Neoprene case Hard carrying case MSRP (USD) $79.95 $44.95 (C310); $69.95 (C315) $49.95 (C320); $74.95 (C325) $79.95 $89.95 (C510) $99.95 (C520) $129.95 (C710) $149.95 (C720) 1 Add desk phone connectivity when used with MDA200. 2 Wireless frequency: Bluetooth v3.0 + EDR. 3 For a list of Plantronics headsets that are compatible with MDA200, visit plantronics.com/configurator. MDA200™ Belonging to our UC Enabler category, the MDA200 headset communication hub allows a corded or wireless USB headset3 to connect to and switch between calls from both PC and desk phone. MSRP: $129.95 WELCOME Technology Legend Dynamic EQ Optimizes voice quality on calls and automatically adjusts EQ settings when listening to music or for multi-media playback. A2DP A Bluetooth® profile that allows high quality audio content to be streamed from one device to another. Listen to streaming media, music and navigation through your headset. Hi-fi Stereo Full-range dual channel audio playback capable of frequencies from 20 to over 20,000Hz. Adaptive Power Automatically downshifts to low power when the wireless headset is close to the base to save battery life and maximize density. THE OPPORTUNITY HOW TO SELL Smart Sensor Technology Built-in sensors deliver automatic functionality like answering a call by placing the headset on and automatically transferring calls between mobile phone and headset. WHAT TO SELL SoundGuard® Acoustic limiting for protection against sounds above 118 dBA. SoundGuard DIGITAL™ All the benefits of SoundGuard, plus anti-startle protection which detects sudden increase in sound and eliminates the increase, and Time Weighted Average (TWA) measurement which prevents average daily sound exposure from exceeding 85 dBA. Wideband Frequency range up to 6,800 Hz. Meets TIA-920 standard for genuine wideband response. SALES RESOURCES 16 What to Sell: Enterprise WELCOME THE OPPORTUNITY HOW TO SELL WHAT TO SELL SALES RESOURCES 17 Enterprise Portfolio Savi® 700 Series At Plantronics, we recognize that the landscape of enterprise communications is changing and we are committed to delivering innovative products with unsurpassed audio quality, functionality and comfort allowing you to communicate simply and clearly regardless of your work style. Savi 400 Series CS500™ Series1 Voyager Legend® CS Voyager Legend UC Calisto® 620 Connects to Desk phone + PC + mobile phone PC2 Desk phone Desk phone + mobile phone/tablet PC + mobile phone/tablet2 PC + mobile phone Recommended for Office workers with mixed desk phone, mobile and PC communications Users with PC communication in office or on-the-go Office workers using traditional desk phone, but needing hands-free wireless mobility Professionals who use desk phone audio and mobile phone or tablet communications; featuring smart sensor technology, now with voice command menu Mobile professionals who use PC audio, mobile phone or tablet communications; featuring smart sensor technology, now with voice command menu Users on-the-go to transform any workspace into a conference room Wearing style/usage Lightweight convertible: over-theear, over-the-head, behind-the-head options; Over-the-ear; Over-the-head (monaural or binaural) Lightweight convertible: over-theear, over-the-head, behind-the-head options; Over-the-ear; Over-the-head (monaural or binaural) Lightweight convertible: over-theear, over-the-head, behind-the-head options; Over-the-ear; Over-the-head (monaural or binaural) Over-the-ear Over-the-ear Speakerphone Roaming range Up to 350 feet 3 Up to 300 feet 3 Up to 350 feet 3 Up to 33 feet Up to 33 feet Up to 33 feet Wireless frequency DECT 6.0, Bluetooth® v2.1 DECT 6.0 DECT 6.0 Bluetooth v3.0 + EDR Bluetooth v3.0 + EDR Bluetooth v2.1 + EDR Audio performance Narrowband or wideband PC wideband Narrowband or wideband Mobile (HFP 1.6) wideband, echo cancellation, A2DP PC and mobile (HFP 1.6) wideband, echo cancellation, A2DP PC wideband, echo cancellation, A2DP Hearing protection SoundGuard® DIGITAL™ SoundGuard® (W730) SoundGuard DIGITAL SoundGuard (W430) SoundGuard (CS540, CS530) SoundGuard DIGITAL (CS510, CS520) SoundGuard SoundGuard N/A Microphone noise reduction Noise-canceling Noise-canceling Noise-canceling 3 mics offer dynamic noise reduction, WindSmart® technology 3 mics offer dynamic noise reduction, WindSmart technology Noise reduction with bi-directional auto switching microphones Call control Call answer/end/flash, mute, volume +/- Call answer/end, mute, volume +/- Call answer/end, mute, volume +/- Call answer/ignore/end, mute, volume +/- Call answer/ignore/end, mute, volume +/- Call answer/end, mute, volume +/- Talk time4 Unlimited (W745)5; Up to 7 hours (W740)5; Up to 6 hours (W730) Up to 9 hours (W710, W720) Unlimited (W445)5; Up to 7 hours (W440)5; Up to 6 hours (W430) Up to 9 hours (W420, W410) Up to 7 hours (CS540); Up to 6 hours (CS530); Up to 9 hours (CS510, CS520) Up to 7 hours Up to 7 hours Up to 7 hours Limited warranty 1 year 1 year 1 year 1 year 1 year 2 years Model number W745 (convertible + deluxe charging cradle kit) W740 (convertible) W730 (over-the-ear) W720 (binaural); W710 (monaural) W445 (convertible + deluxe charging cradle kit) NEW W440 (convertible) W430 (over-the-ear) W420 (binaural); W410 (monaural) CS540, CS540/HL106 (convertible) CS530, CS530/HL106 (over-the-ear) CS520, CS520/HL106 (over-the-head, binaural); CS510, CS510/HL106 (overthe-head, monaural) Voyager Legend CS Voyager Legend CS/HL106 B235 P620 Accessories included N/A Hard carrying case (W410/420/440/445) N/A USB headset charging cable Hard charging/carrying case, desktop charging stand Soft carrying case MSRP (USD) $399.95 (W740, W730, W710) $421.95 (W720) $449.95 (W745) $279.95 (W440, W430, W410) $299.95 (W420) $329.95 (W445) $319.95, $399.95 (CS540, CS540/HL10) $329.95, $409.95 (CS530, CS530/HL10) $349.95, $429.95 (CS520, CS520/HL10) $329.95, $409.95 (CS510, CS510/HL10) $299.95 (Voyager Legend CS) $379.95 (Voyager Legend CS/HL10) $199.95 $149.95 ™ 1 For high density wireless environments consider the CS500 XD Series, our 900MHz version (North America only). Visit plantronics.com for more information. 2 Add desk phone connectivity when used with MDA200 (see next page). 3 Features adaptive power, which optimizes for range and talk time to save battery life and maximize density. 4 Performance dependent on battery and may vary by device. 5 Unlimited talk time with deluxe charging cradle kit, comes standard with Savi 745/445. Available as an accessory with Savi 740/440. 6 Includes HL10 Handset Lifter for remote desk phone call control. WELCOME THE OPPORTUNITY HOW TO SELL For more product information, reviews and partner-specific recommendations visit plantronics.com/uc WHAT TO SELL SALES RESOURCES 18 Enterprise Portfolio Blackwire® 435 Blackwire 500 Series Blackwire 700 Series DuoSet® EncorePro® Vista® M22™ Audio Processor Connects to PC via USB1 PC via USB1 PC via USB + mobile phone/tablet via Bluetooth2 (up to 10 hrs talk time) Desk phone via audio processor or Quick Disconnect™ cable Desk phone via audio processor or Quick Disconnect cable Desk phone, headset Recommended for Users requiring a portable PC headset Users with extensive PC communication and multimedia; featuring smart sensor technology Users with extensive PC audio and some mobile phone communications; featuring smart sensor technology Users with extensive desk phone communication Users with extensive desk phone communication Use with a Plantronics corded headset Wearing style/usage Stereo/mono convertible Monaural, stereo Monaural, stereo Convertible: over-the-ear, over-thehead, behind-the-head options Monaural, binaural N/A Audio performance Dynamic EQ: wideband (voice), hi-fi stereo; echo cancellation Dynamic EQ: wideband (voice), hi-fi stereo (C520 only); echo cancellation Dynamic EQ: wideband (voice), hi-fi stereo (C720 only), A2DP (up to 6 hrs listening time) Narrowband Wideband Wideband, Clearline™, advanced echo management, automatic gain control Hearing protection SoundGuard SoundGuard SoundGuard DIGITAL (PC) SoundGuard SoundGuard SoundGuard Plus Microphone noise reduction Noise-canceling Noise-canceling Noise-canceling Noise-canceling or voice tube Noise-canceling N/A Call control Call answer/end, mute, volume +/- Call answer/end, mute, volume +/- Call answer/end, mute, volume +/- N/A N/A Mute, volume +/- Limited warranty 2 years 2 years 2 years 2 years 2 years 2 years Model number C435 C510 (monaural) C520 (stereo) C710 (monaural) C720 (stereo) H141 (voice tube) H141N (noise-canceling) HW301N (binaural) HW291N (monaural) M22 Accessories included Hard carrying case Neoprene case Hard carrying case N/A N/A N/A MSRP (USD) $79.95 $89.95 (C510) $99.95 (C520) $129.95 (C710) $149.95 (C720) $86.00 (H141) $102.00 (H141N) $137.00 (HW291N) $160.00 (HW301N) $120.00 1 Add desk phone connectivity when used with MDA200. 2 Wireless frequency: Bluetooth v3.0 + EDR. 3 For a list of Plantronics headsets that are compatible with MDA200, visit plantronics.com/configurator. Technology Legend A2DP A Bluetooth® profile that allows high quality audio content to be streamed from one device to another. Listen to streaming media, music and navigation through your headset. Clearline™ Audio Provides advanced echo management, automatic gain control and acoustic limiting. It is compatible with both traditional phones and headsets as well as with wideband VoIP phones and headsets. WELCOME Dynamic EQ Optimizes voice quality on calls and automatically adjusts EQ settings when listening to music or for multi-media playback. Smart Sensor Technology Built-in sensors deliver automatic functionality like answering a call by placing the headset on and automatically transferring calls between mobile phone and headset. SoundGuard DIGITAL™ All the benefits of SoundGuard, plus anti-startle protection which detects sudden increase in sound and eliminates the increase, and Time Weighted Average (TWA) measurement which prevents average daily sound exposure from exceeding 85 dBA. Wideband Frequency range up to 6,800 Hz. Meets TIA-920 standard for genuine wideband response. SoundGuard® Acoustic limiting for protection against sounds above 118 dBA. THE OPPORTUNITY HOW TO SELL WHAT TO SELL MDA200™ Belonging to our UC Enabler category, the MDA200 headset communication hub allows a corded or wireless USB headset3 to connect to and switch between calls from both PC and desk phone. MSRP: $129.95 SALES RESOURCES 19 What to Sell: Contact Center WELCOME THE OPPORTUNITY HOW TO SELL WHAT TO SELL SALES RESOURCES 20 Contact Center Portfolio For more than 40 years, contact centers worldwide have turned to our trusted solutions for clear, precise sound, all-day wearing comfort and mission critical reliability. Learn more about our award-winning business solutions. Wireless Solutions Savi® 700 Series CS500™ Series1 Connects to Desk phone + PC + mobile phone Desk phone Recommended for Agents and Supervisors using multiple audio sources, needing mobility, simplified training and call intervention by multiple headset subscription, and easy hot-desking through interchangeable docking modules Agents and Supervisors using deskphones needing wireless mobility, with simplified training and call intervention by multiple headset subscription (eXtreme Density) variants to standard ones in high density environments Wearing style/usage Lightweight convertible: Over-the-ear, Over-the-head, Behind-the-head options; Over-the-ear; Over-the-head (monaural or binaural) Lightweight convertible: Over-the-ear, Over-the-head, Behind-the-head options2; Over-the-ear; Over-the-head (monaural or binaural) Roaming range Up to 350 feet3 Up to 350 feet3 Wireless frequency DECT 6.0, Bluetooth® v2.1 DECT 6.0 as standard, 900 MHz on XD models ( for eXtreme Density) Audio performance Narrowband or wideband (configurable) Narrowband or wideband (configurable) Hearing protection SoundGuard® DIGITAL ; SoundGuard (W730) SoundGuard DIGITAL (CS510, CS520, and XD variants); SoundGuard (CS530, CS540, CS545, and XD variants) Microphone noise reduction Noise-canceling Noise-canceling ™ Electronic Hook Switch (EHS) Cables ™ ™ Call control Call answer/end/flash, mute, volume +/- Call answer/end, mute, volume +/- Talk time4 Up to 9 hours (W710, W720); Up to 6 hours (W730); Up to 7 hours (W740)5; Unlimited (W745)5 Up to 9 hours (CS510, CS520, and XD variants); Up to 6 hours (CS530); Up to 7 hours (CS540 and CS540-XD8); Unlimited (CS545-XD)8 Limited warranty 1 year 1 year Model number W710 (monaural); W710-M (monaural)6 W720 (binaural); W720-M (binaural)6 W730 (over-the-ear); W730-M (over-the-ear)6 W740 (convertible); W740-M (convertible)6 W745 (convertible + deluxe charging cradle kit)5; W745-M (convertible + deluxe charging cradle kit)5/6 CS510, CS510-XD, CS510/HL107 (monaural, over-the-head) CS520, CS520-XD, CS520/HL107 (binaural, over-the-head) CS530, CS530/HL107 (over-the-ear) CS540, CS540-XD, CS540/HL107 (convertible) CS545-XD (convertible + extra battery and charger)8 MSRP (USD) $399.95 (W710, W710-M, W730, W730-M, W740, W740-M) $421.95 (W720, W720-M) $449.95 (W745, W745-M) $329.95, $409.95 (CS510 and CS510-XD, CS510/HL10) $349.95, $429.95 (CS520 and CS520-XD, CS520/HL10) $329.95, $409.95 (CS530, CS530/HL10) $319.95, $399.95 (CS540 and CS540-XD, CS540/HL10) $389.95 (CS545-XD) 1 For high density wireless environments consider the CS500 XD Series, our 900 MHz version (North America only). Visit plantronics.com for more information. 2 CS540 (behind-the-head), sold separately. 3 Features adaptive power, see technology legend. 4 Performance dependent on battery and may vary by device. 5 Unlimited talk time with deluxe charging cradle kit, comes standard with Savi 745. Available as an accessory with Savi 740. 6 Optimized for Microsoft® Lync™ Microsoft OCS 2007. 7 Includes HL10 Handset Lifter for remote desk phone call control. 8 Unlimited talk time with extra battery and charger, comes standard with CS545-XD. Available as an accessory with CS540-XD. WELCOME THE OPPORTUNITY Accessories for Remote Desk Phone Call Control Ideal for phones with electronic hookswitch (EHS) capabilities. MSRP $79.95 Multiple model numbers. Please contact us to find the right one for you. HL10™ Lifter Ideal for phones without electronic hookswitch (EHS) capabilities. MSRP $79.95 For more product information, reviews and partner-specific recommendations visit plantronics.com HOW TO SELL WHAT TO SELL SALES RESOURCES 21 Contact Center Portfolio Corded Solutions SupraPlus® EncorePro® Duoset® Tristar® Connects to Desk phone via audio processor or Quick Disconnect™ cable Desk phone via audio processor or Quick Disconnect cable Desk phone via audio processor or Quick Disconnect cable Desk phone via audio processor or Quick Disconnect cable Recommended for Agents and Supervisors requiring premium comfort and audio quality Agents and Supervisors requiring ultimate comfort, audio quality and style Regular contact center environments Noisy contact center environments Wearing style/usage Monaural2, binaural Monaural2, binaural Over-the-ear, over-the-head or behind-the-head with optional neckband Over-the-ear Audio performance Wideband Wideband Standard band Standard band Hearing protection SoundGuard® SoundGuard SoundGuard SoundGuard Microphone noise reduction Noise canceling (HW251N/HW261N) Noise canceling Noise canceling (H141N) Noise canceling (H81N) Call control N/A N/A N/A N/A Limited warranty 2 years 2 years 2 years 2 years Model number HW251N (monaural)2 HW261N (binaural) HW251 (monaural, voice tube)2 HW261 (binaural, voice tube)2 HW291N (monaural)2 HW301N (binaural) H141N (Monaural) H141 (Monaural, voice tube) 2 H81N H81 (voice tube) $102.00 (HW251N); $122.00 (HW261N); $82.00 (HW251); $108.00 (HW261) $137.00 (HW291N) $160.00 (HW301N) $104.00 (H141N) $86.00 (H141) $140.00 (H81N) $124.00 (H81) MSRP (USD) VistaPlus® AP15™ Clearline Audio Provides advanced echo management, automatic gain control and acoustic limiting. Is compatible with both traditional phones and headsets as well as with wideband VoIP phones and headsets Narrowband Frequency range of 300 Hz to 3.4 KHz found within PSTN and mobile voice networks. Quick Disconnect Lets agents conveniently unplug their headset so they can walk away from their phone without removing their headset. DA Series Connects to Desk phone, headset Desk phone, headset PC USB port, headset Recommended for Regular contact center environments Noisy contact center environments Agents and Supervisors using PC for VoIP telephony Wearing style/usage N/A N/A N/A Audio performance Wideband, Clearline™, advanced echo management, automatic gain control Narrowband, AudioIQ dynamic EQ, advanced echo management, automatic gain control Wideband Hearing protection SoundGuard Plus SoundGuard Plus N/A Microphone noise reduction N/A N/A N/A Call control Volume +/-, mute Call answer/end, volume +/-, mute Call answer/end, volume +/-, mute Limited warranty 2 years 2 years 2 years Model number M22 AP15 DA45; DA601,2 MSRP (USD) $120.00 $150.00 $99.00 (DA45); $150.00 (DA60) WELCOME THE OPPORTUNITY HOW TO SELL WHAT TO SELL Adaptive Power Automatically downshifts to low power when the wireless headset is close to the base to save battery life and maximize density. AudioIQ dynamic EQ Automatically adjusts graphic EQ and voice levels so that every word can be clearly heard on both sides of the call. Audio Processors1 Vista® M22 Technology Legend SoundGuard DIGITAL All the benefits of SoundGuard, plus anti-startle protection which detects sudden increase in sound and eliminates the increase, and Time Weighted Average (TWA) measurement which prevents average daily sound exposure from exceeding 85 dBA. SoundGuard Acoustic limiting for protection against sounds above 118 dBA. Wideband Frequency range to 6,800 Hz. Meets TIA-920 standard for genuine wideband response found within IP telephone voice sound. 1 If Audio Processor function is not desired and phone is headset ready, your phone requires a Direct Connect Cable. There are multiple model numbers, please contact us to find the right one for you. 2 Image not shown. SALES RESOURCES 22 What to Sell: Small & Medium Business WELCOME THE OPPORTUNITY HOW TO SELL WHAT TO SELL SALES RESOURCES 23 Small & Medium Business Portfolio Blackwire® 300 Series The essential tools for smarter business. Plantronics is a global leader in audio communications for both businesses and consumers. To learn more about Plantronics products for small and medium businesses, visit plantronics.com/smb Voyager Legend® UC Voyager Legend CS Calisto® 620 Connects to PC via USB1 PC + mobile phone/tablet1 Desk phone + mobile phone/tablet PC + mobile phone Recommended for Users transitioning to PC telephony Mobile professionals who use PC audio, mobile phone, or tablet communications; featuring Smart Sensor technology, now with voice command menu2 Professionals who use desk phone audio and mobile phone or tablet communications; featuring Smart Sensor technology, now with voice command menu2 Users on-the-go to transform any workspace into a conference room Wearing style/usage Monaural, stereo Over-the-ear Over-the-ear Speakerphone Roaming range N/A Up to 33 feet Up to 33 feet Up to 33 feet Wireless frequency N/A Bluetooth® v3.0 + EDR Bluetooth v3.0 + EDR Bluetooth v2.1 + EDR Audio performance Dynamic EQ: wideband (voice), hi-fi stereo (C320/325 only); echo cancellation PC and mobile (HFP 1.6) wideband, echo cancellation, A2DP Mobile (HFP 1.6) wideband, echo cancellation, A2DP PC Wideband, echo cancellation, A2DP Hearing protection SoundGuard® SoundGuard SoundGuard N/A Microphone noise reduction Noise-canceling 3 mics offer dynamic noise reduction, WindSmart® technology 3 mics offer dynamic noise reduction, WindSmart technology Noise reduction with bi-directional auto switching microphones Call control Call answer/end, mute, volume +/- Call answer/ignore/end, mute, volume +/- Call answer/ignore/end, mute, volume +/- Call answer/end, mute, volume +/- Talk Time3 N/A Up to 7 hours Up to 7 hours Up to 7 hours Limited warranty 2 years 1 year 1 year 2 years Model number C310/C310-M (monaural, foam ear cushions) C315/C315-M (monaural, leatherette/foldable ear cushions) C320/C320-M (stereo, foam ear cushions) C325/C325-M (stereo, leatherette/foldable ear cushions) B235 B235-M Voyager Legend CS Voyager Legend CS/HL105 P620 P620-M MSRP (USD) $44.95 (C310) $69.95 (C315) $49.95 (C320) $74.95 (C325) $199.95 $299.95 (Voyager Legend CS) $379.95 (Voyager Legend CS/HL10) $149.95 1 Add desk phone connectivity when used with MDA200. 2 Answer/Ignore voice commands are currently for mobile phone only. 3 Performance dependent on battery and may vary by device. 4 Unlimited talk time with deluxe charging cradle kit, comes standard with Savi W745. Available as an accessory with Savi W740. 5 Includes HL10 Handset Lifter for remote desk phone call control. 6 For a list of Plantronics headsets that are compatible with MDA200, visit plantronics.com/configurator MDA200 For Desk Phone Connectivity ™ The MDA200 headset communication hub allows a corded or wireless USB headset6 to connect to and switch between calls from both PC and desk phone. MSRP: $129.95 WELCOME THE OPPORTUNITY Technology Legend A2DP A Bluetooth® profile that allows high quality audio content to be streamed from one device to another. Listen to streaming media, music and navigation through your headset. AudioIQ2 Keeps calls clear in any environment. Automatically adjusts calls to a comfortable listening level. Smart Sensor™ Technology Built-in sensors deliver automatic functionality like answering a call by placing the headset on and automatically transferring calls between mobile phone and headset. SoundGuard® Acoustic limiting for protection against sounds above 118 dBA. SoundGuard DIGITAL™ All the benefits of SoundGuard, plus anti-startle protection which detects sudden increase in sound and eliminates the increase. Wideband Frequency range up to 6,800 Hz. Meets TIA-920 standard for genuine wideband response. WindSmart® Technology Aggressively blocks intrusive fast motion and wind noise. HOW TO SELL WHAT TO SELL SALES RESOURCES 24 Sales and Marketing Resources Supporting your sale — we will stand by you before, during and even after your sale with a wealth of free services. Connect Partner Portal Login at: plantronics.com/partners to gain access to exclusive tools, programs, product launch information, partner resources and sales information: • Connect University (training and certifications) • Connect Rewards (sales incentive program) • Connect Deal Registration • Customer-Trial Program (free samples) • Booth-Loaner Program (event support) • Channel Employee Purchase Program —and more. WELCOME THE OPPORTUNITY HOW TO SELL WHAT TO SELL Additional Resources UC Information Portal: plantronics.com/uc UC Toolkit: plantronics.com/uctoolkit Contact Center Information: plantronics.com/contactcenter Government Resources: plantronics.com/gov Compatibility Guide: plantronics.com/findproduct Literature and Collateral Library: plantronics.com/marketingtools Plantronics White Papers and Case Studies: plantronics.com/whitepapers Product Documentation — Search online tech support resources: plantronics.com/documentation Product Support: plantronics.com/support SALES RESOURCES 25 Sales Support We are committed to your success. If you need more information than what’s in this sales guide, or want additional sales support, please contact us at: • Connect Partner Hotline: 800.682.0384 • Connect Partner Portal: plantronics.com/partners • If you, your sales team, or counterparts need a login to the Connect Partner Portal: plantronics.com/requestaccess • For login assistance email: [email protected] • For sales assistance email: [email protected] Service and Warranties To make products even more valuable, we provide advance warranty replacement shipping within 48 hours through Quick Web. Simply submit your request in real time at plantronics.com/warranty. Plantronics provides the industry’s best warranties and services so you can support your customers without compromise. WELCOME THE OPPORTUNITY HOW TO SELL WHAT TO SELL In our UC lab we use real-world scenario tests to pair our UC audio devices in more than a million potential combinations of applications, clients, operating systems, and media players —for FREE. We’ll test products in your customers’ environments before they buy, during installation, or long after they’ve purchased our audio devices. And when they’re ready for an upgrade, we’ll troubleshoot, ask questions and get them ready for the best solution. SALES RESOURCES 26 Customer Support To make your job easier, refer customers to us directly for worldwide headset service in 148 languages. 24-hour support is available from Sunday 3:00 pm to Friday 5:00 pm (Pacific time), closed Saturday and all major U.S. holidays. Customer Support: 800.544.4660 Connect Partner Hotline: 800.682.0384 Quick Links Compatibility Guide: plantronics.com/findproduct Technical Support: plantronics.com/support WELCOME THE OPPORTUNITY HOW TO SELL WHAT TO SELL SALES RESOURCES 27 Connect Partner Hotline 800.682.0384 Pre-Sales Support 800.544.4660 (press 4) Order Management (for distributors only) 800.544.4660 (press 3) Customer Care/Technical Support 800.544.4660 (press 2) 345 Encinal Street Santa Cruz, CA 95060 T 800.544.4550 831.426.5858 F 800.279.0612 plantronics.com ©2014 Plantronics, Inc. All trademarks are the property of their respective owners.