DS6878 Series Partner Brief (SR/DL)

Transcription

1 PARTNER BRIEF DS6878 Series Partner Brief (SR/DL) Executive Summary As premium products in Motorola s general purpose scanning portfolio, the DS6878-SR and DS6878-DL cordless imagers offer an enhanced feature set and industry-leading data capture performance to help your customers streamline and error-proof a wide range of everyday processes. An easy to use and ergonomic design combines with dependable and rapid data capture, future proofing, businessclass durability and Bluetooth cordless freedom providing the extraordinary low total cost of ownership (TCO) required to easily justify this technology investment. Two models are available to meet your customer s application needs: DS6878-SR: This general purpose cordless imager can capture all common bar codes (1D, 2D and PDF417). When paired with the hands free presentation cradle, it can also capture and transfer images, documents, signatures and more. DS6878-DL: This model offers all the features and functionality of the DS6878-SR, with the addition of an on-board Driver s License parsing agent (for use with U.S. Drivers Licenses). Both models offer the comprehensive data capture capabilities required to enable automation and error-proofing at the point of sale, returns desk, entrance gate or check-in counter. In addition to traditional scanning of printed bar codes, this scanner family can also decode 1D and 2D bar codes from mobile phone displays, providing support for emerging applications such as mobile coupons, mobile payment, mobile boarding passes and digital loyalty programs. When paired with the hands-free presentation base accessory, additional advanced features are available, including OCR functionality to capture actual text in documents, as well as MICR technology to capture the numeric information on the bottom of checks to turn paper checks into electronic debit transactions. The DS6878-DL includes an on-board Driver s License parsing agent for the instant parsing of the bar coded information on driver s licenses, automating a wide range of activities in retail, hospitality and government. For example, by scanning a PDF417 code on a driver s license, the DS6878-DL can auto-populate a credit card or loyalty card application with the customer s personal information such as name, address and birth date. It can also automate age verification for age-restricted purchases, help prevent fraud at the returns desk and capture customer information at the pharmacy counter. Motorola s revolutionary SE4500 engine is integrated into the DS6878 Series, offering blazing performance on both 1D and 2D bar codes. As a result, your customers no longer need to sacrifice speed and

2 scanning quality to benefit from the rich versatility of imaging. Exceptional motion tolerance enables extraordinary scanning speed on all bar codes. And omni-directional 1D and 2D scanning eliminates the need for workers to waste time orienting the bar code and scanner. Cordless freedom via Bluetooth allows users to easily move to the bar code, eliminating the hazards associated with cables. The flexible mounting options on the standard base enable easy mounting horizontally or vertically on checkout stands, walls, cabinets, workstations and other flat surfaces, allowing the scanner to be placed comfortably within arm s reach, without taking up valuable workspace. And the DS6878 Series can be charged over the USB cable, reducing costs by eliminating the need for a separate power supply and simplifying installation. Motorola management solutions and support services help address one of the most costly aspects of any mobility solution day-to-day management. Compatibility with Motorola s Remote Scanner Management (RSM) enables centralized and remote automated configuring, updating of firmware and configurations and asset management, dramatically reducing the time and cost associated with managing the DS6878-SR and DS6878-DL devices especially crucial for large, multi-scanner, multi-location environments. And Motorola s Service from the Start Advance Exchange Support program provides the service level required to ensure maximum device uptime next-business-day delivery of a replacement device. The Market Opportunity The following market assessment reveals that this product category is expected to outperform all other handheld scanner technologies, with robust growth and substantial sales opportunities. VDC Research Group: Robust growth for 2D imaging According to a 2008 report by Venture Development Corporation (VDC), the worldwide revenue from handheld scanner shipments is expected to grow at a 7.6 percent compound annual growth rate (CAGR), nearing revenues of $1.24 billion by As shown in Figure 1, 2D imagers are projected to outpace all other handheld scanning technologies with a robust 17.8 percent CAGR, particularly as lower prices and enhanced performance strengthen imaging s position as a viable alternative. In 2009, VDC reiterated the importance of the 2D imaging market: Historically laser got the nod because users perceived the technology as established, more dependable, easily ruggedized and attractively priced. In 2008, laser scanners were the preferred handheld solution. However, the proportion of users planning subsequent investment in laser scanners is disproportionately lower than in other faster growing product categories i.e. linear and 2D imaging solutions. This increased interest for the enhanced capabilities of 2D imagers presents an excellent opportunity for the DS6878 Series. In particular, DS6878 customers Figure 1: Forecasted global shipments of handheld bar code scanners (millions of dollars) Historical Base Year CAGR Laser Scanner % Linear Imager % 2D Imager % Pen/Wand Scanner % Total % VDC, AIDC Global Industry Business Planning Service, Volume 1: Handheld Barcode Scanners, May VDC Research, Market Drivers, Customer Requirements & Customer Plans

3 do not need to sacrifice scan performance, durability and reliability in order to benefit from the increased versatility of a 2D imager. And while the handheld scanner market is becoming increasingly commoditized, the imaging market has not experienced the severe price erosion as customers are looking for high resolution, faster and more accurate reads. With its industry-leading scan performance, the DS6878 Series gives partners an excellent opportunity to sell a premium product at a higher price point. Mobile promotions and ticketing: A trend on the rise The DS6878-SR and DS6878-DL are both capable of reading bar codes displayed on smartphones, cell phones and other mobile devices enabling your retail, hospitality and travel customers to take advantage of the rising trend in mobile commerce (M-commerce) technologies. From mobile coupon campaigns to location-based marketing and mobile loyalty club status and personalized offers, retailers can engage shoppers in a uniquely personalized way via the mobile device. As senior analyst at Juniper Research, Howard Wilcox, explained: Marketers can use the mobile device as the ultimate personal marketing channel. It is almost permanently switched on and physically with the consumer. This makes a great opportunity for brands and marketing agencies to access clients immediately, driving footfall and encouraging an instant decision. Mobile commerce is an emerging channel that many predict will become a game changer in retail. Juniper Research predicts that mobile coupon usage will triple exceeding 300 million people globally by 2014 and that consumer use of mobile coupons will generate nearly $6 billion in retail redemption by the year A 2009 Motorola survey of retailers confirms the importance of M-commerce technologies to retailer s current and future strategies. The following results reflect the percentage of organizations that are planning or have completed the deployment of the following advanced marketing initiatives: Targeted promotions/personalized coupons: Promotions or coupons sent to shopper s device based on prior purchases 47%: partially deployed, evaluating or piloting 18%: planning to deploy in 12 months 9%: planning to deploy in 24 months Mobile coupon redemption at store POS: shopper displays a coupon on a mobile device and is able to redeem it at POS 42%: partially deployed, evaluating or piloting 12%: planning to deploy in 12 months 6%: planning to deploy in 24 months Location-based marketing: advertising is sent to mobile device based on real-time location of shopper 38%: partially deployed, evaluating or piloting 14%: planning to deploy in 12 months 7%: planning to deploy in 24 months 2 - Juniper Research, Press Release: Mobile Coupon usage to triple exceeding 300 million people globally by 2014 says Juniper Research. December 8, Juniper Research, Press Release: Mobile Coupon redemption value to approach $6BN globally by 2014, according to Juniper Research. November 4, Motorola Enterprise Mobility Barometer: State of Mobility in Retail. October

4 Market positioning The DS6878 Series is a premium offering in Motorola s ADC portfolio, providing industry-leading imager performance and advanced cordless ergonomics. Designed and targeted for cordless general purpose data capture in the enterprise, the DS6878-SR/DS6878-DL has one major competitor, the Honeywell At a comparable price point, the DS6878 Series features several major advantages over the 4820, including: IP43 sealing to protect against liquids and dust Charging via USB to reduce clutter on the POS or workstation Industry-leading 2D scan performance with the revolutionary SE4500 scan engine Industry-leading motion tolerance to improve scan productivity Ability to extract information from drivers licenses (DS6878-DL only) to streamline a range of admissions (applicable in the US and other geographies where drivers licenses or national ID cards include PDF417 or 2D bar codes) Figure 2: Price Performance Comparison 4

5 Vertical and horizontal markets Applications DS6878-SR DS6878-DL Retail POS purchase transactions Mobile loyalty and couponing Electronic recordkeeping* Check processing (convert to electronic debit transactions)* Age verification Returns Credit/loyalty card applications Controlled item sales in the retail pharmacy (signature/proof of identity) Medication management and inventory in the retail pharmacy Hospitality Event admissions gates Expedited guest check-in Loyalty card sign-up Travel and transportation Boarding gates (paper and mobile tickets) State and local government Libraries: book checkout and returns Payment/check processing at city departments* Federal government Border security: scanning of passports, visas, and other ID cards Border security: scanning of drivers licenses Healthcare Admissions: patient check-in * Application requires the DS6878 be paired with the hands free presentation base. 5

6 Market opportunity by company size The primary targets for the DS6878-SR and DS6878-DL are: Tier 3: 10% SMB (1-99 employees) Tier 2: 40% Midsize companies ( employees) Tier 1: 50% Enterprise (1000+ employees) Target customer: prospect titles Decision-makers for a DS6878-SR and DS6878-DL sale include: IT Manager General Manager CIO CFO Business Line VP or Director (for example: operations, customer service) RFP Project Manager/Purchasing Director Business proposition This section outlines the investment required to sell the DS6878 Series, the revenue opportunities associated with hardware and accessories, as well as the incremental revenue opportunities associated with software application development and enhanced services. Your investment The investment required by Motorola business partners to sell the DS6878-SR/DS6878-DL is summarized in the following chart: Initial partner investment Description Motorola Sales Tools Certification Costs Cost for Demo Units Approximate cost to partner Available at no cost Not required Available in limited quantities through account manager The many revenue opportunities Hardware revenue: product and accessories The following charts list the available DS6878-SR and DS6878-DL configurations, as well as the available accessories and peripherals. For a complete and up-to-date list of all available configurations and accessories for the DS6878 Series, please refer to Solution Builder. DS6878 Series Configurations Customer Order P/N Description Discount Category List Price DS6878-SR DS6878-SR0001WR Cash Register White DS6878 Cordless Bluetooth TM Digital Scanner 1A $780 DS6878-SR0007WR Twilight Black DS6878 Cordless Bluetooth TM Digital Scanner 1A $780 DS6878-DL DS6878-DL0001WR DS6878-DL0007WR Cash Register White DS6878 Cordless Bluetooth TM Digital Scanner with drivers license parsing agent Twilight Black DS6878 Cordless Bluetooth TM Digital Scanner with drivers license parsing agent 1A $830 1A $830 6

7 DS6878 Series Kits and Accessories Customer Order P/N DS6878-TRBU0100ZWR DS6878-TRBR0100AWR Description Black DS6878-SR Cordless BluetoothTM Digital Scanner Kit with Standard Base and USB Cable Black DS6878-SR Cordless BluetoothTM Digital Scanner Kit with Standard Base, 850 ma 5V P/S and Serial Cable Discount Category List Price 1A $1, A $1, NOTE: Handsfree presentation cradle required for imaging and OCR will be available in Q Software revenue Application development and integration provides an additional revenue opportunity. Many customers will require the development of new end-user or other supporting software, as well as the ability to extend existing business applications to the DS6878. As a result, software partners will have the opportunity to develop and integrate a range of applications including image capture solutions and those that utilize the data from PDF417 codes found on drivers licenses to verify age or autopopulate credit card applications, loyalty program applications or customer return forms. Integration and enhanced services revenue Selling Enterprise Mobility Services as part of the complete solution provides you with a significant opportunity to earn more revenue and increase your profit margin. Motorola s flexible, channel-ready services are structured to allow for a seamless lifecycle model, fostering complete customer satisfaction and reduced overall service delivery costs. In addition, they deliver ongoing support and maintenance post deployment, helping to ensure maximum uptime and peak system performance for your customers. When you resell Motorola s Enterprise Mobility Services, you ensure your customers get the services they need when they need them. Industry research shows that customers are more likely to select service plans when they re bundled with a hardware quote. As our partner in selling Motorola products, it benefits you, as well as your customer, to include Motorola s industry-leading services into each sale. There s no better way to give your customers total service peace of mind by ensuring their investment is protected. Key selling points In this section, we take a look at the value proposition the DS6878 delivers to your customers, the key product differentiators and questions that can help you qualify a DS6878-SR or DS6878-DL solution sales opportunity. The value proposition The DS6878 Series delivers a number of strategic business benefits: Improves scan throughput and productivity: The DS6878 Series delivers the performance, features and ergonomics to automate data capture, streamline processes and maximize end user productivity, even in the busiest enterprise environments: Built on Motorola s revolutionary SE4500 scan engine, the cordless imager delivers rapid fire, omni-directional scan performance for virtually any type of bar code, even poor quality and damaged bar codes. As a result, more items get scanned with less time spent preparing to scan or rescanning after an error. Cordless freedom via Bluetooth enables operators to easily move to the bar code. The DS6878 Series versatility automates a wide range of enterprise applications including capturing signatures, scanning driver s licenses to auto-populate applications, capturing insurance cards, electronically processing checks and more. 7

8 Offers outstanding investment protection: The DS6878 Series supports a wide range of value-added applications, such as image capture and auto-population of forms, enabling your customers to take advantage of cost-saving applications today, and tomorrow. The versatile imager supports emerging bar code symbologies and industry trends (such as 2D GS1 Data Bar and bar codes displayed on cell phone screens). The result is a future proof solution that helps protect technology investment and product lifecycle for your customers. Reduces total cost of ownership (TCO): With best-in-class drop specifications and IP43 sealing, the DS6878 Series easily meets the tough environmental requirements in the enterprise. The scanner offers dependable operation, despite the inevitable drops, bumps and spills. And while the DS6878 Series is built for the heavy demands of the enterprise environment, accidents happen and when they do, your customers want to know that the support they need to maintain peak operational efficiency is right at their fingertips. Service from the Start Advance Exchange Support is an easy, fast and reliable service that will provide your customers with next-businessday replacement of devices, maximizing uptime, protecting productivity and reducing TCO. Differentiators The DS6878-SR and DS6878-DL offer a number of strategic and technical product differentiators including: Comprehensive advanced data capture support: The DS6878 Series brings a new level of versatility and performance to enterprise data capture applications, by combining a 1D and 2D bar code scanner, along with the capture of signatures, checks, documents, mobile coupons and images. No matter what type of data capture is required, the DS6878 has the feature set to streamline everyday processes. Support for driver s licenses (DS6878-DL only): The DS6878-DL contains an integrated driver s license parsing agent, enabling the instant decoding of the bar coded information on driver s licenses and other national ID documents. With a quick scan of a driver s license, the DS6878-DL effortlessly auto-populates a customer s credit card, loyalty card or other application form, as well as simplifies and error-proofs age verification. (Applicable in the US and other geographies where driver s licenses or national ID cards include AAMVA compliant PDF417 or 2D bar codes.) Integrated MICR technology: With support for MICR (Magnetic Ink Character Recognition) technology, the DS6878 Series captures the numeric information on the bottom of checks. As a result, your retail, government and other customers can streamline their recordkeeping and instantly convert paper checks to electronic debit transactions. Mobile bar code data capture: The DS6878 Series is capable of reading bar codes on mobile devices, enabling your customers to leverage the latest trend in marketing and CRM by offering fun and innovative mobile coupons and mobile loyalty programs. Aggressive 1D and 2D scan performance: With amazing swipe speeds and laser-like performance on 1D and 2D bar codes, the DS6878 Series ensures rapid fire scanning of any bar code. The device is built on Motorola s revolutionary SE4500 scan engine that breaks the barriers by providing 1D laser scanning on 2D bar codes. As a result, your customers no longer need to sacrifice speed and scanning quality for bar code scanning diversity. And end users can scan damaged, scratched or smudged labels with a high degree of accuracy on the first scan, eliminating the need to rescan keeping productivity and throughput high. Superior motion tolerance: With exceptional motion tolerance, the DS6878 Series lets users move rapidly from one bar code to another without pausing in between. Flexible horizontal or vertical mounting: The DS6878 Series is easy to mount in virtually any environment from countertop to invisible under-the-counter installation in spaceconstrained areas. Horizontally mount on a countertop, shelf, workstation or other flat surface Vertically mount on a wall, cabinet, workstation or other flat surface 8

9 Lightweight ergonomic design: Easy to hold regardless of hand size; reduces fatigue; enables all day scanning comfort to protect productivity in scan-intensive applications Superior durability for demanding enterprise environments: The DS6878 Series features leading durable construction to endure the rigors of all day, every day use throughout the enterprise Best-in-class drop specification: 6 ft./1.8m drops to concrete Scratch-resistant tempered glass lens IP43 sealing to protect sensitive electronic components from exposure to dust and liquids Cordless Bluetooth freedom: The DS6878 Series supports the latest Bluetooth technology (V2.1 with EDR), giving users the freedom to roam up to 300 ft./100m away from a host device. This cable-free convenience improves workplace safety and allows the extension of advanced data capture in more applications and industries. Bluetooth V2.1 with EDR technology improves security and power management. Simple USB charging connection: The DS6878 Series charges via a USB connection to the cradle eliminating the costs associated with purchasing and managing a separate power supply. Without the need for a separate power supply and cord, the DS6878 reduces clutter on the counter, workstation or wherever the scanner is installed and used. Supports 123Scan scanner configuration tool for rapid and easy customized set-up of remote devices on the network through a powerful, free, wizard-based PC software tool. In addition, 123Scan can be used to update each device on the network to the latest firmware version available, so customers do not need to pay to send the device to Motorola to obtain the latest updates. Supports Motorola s Remote Scanner Management (RSM) for unprecedented simplicity in day-to-day device management: The addition of Motorola s RSM enables enterprise organizations to configure, deploy, provision and manage bar code scanners across all locations from a centralized remote location. This remote management solution reduces the time and costs typically associated with the management of mobile devices, and keeps IT free to focus on additional strategic technology initiatives. Investment protection: Enterprise Mobility Services are one of the top differentiators of Motorola products. Customers rely on Motorola to keep their businesses running. Now they can rely on the most complete services that Motorola has ever offered. The DS6878-SR and DS6878-DL are eligible for Service from the Start Advance Exchange Support, which speeds response time through next-businessday replacement of devices requiring repair. This service includes Comprehensive Coverage, which covers normal wear and tear, as well as internal and external components damaged through accidental breakage for no additional charge. In addition, it entitles customers to the technical software support and software releases they need to help keep their DS6878 Series devices operating at peak performance levels. There s no better way to give your customers total peace of mind. Qualifying your customer The following questions will help uncover underlying needs that can be addressed with the DS6878-SR and DS6878-DL cordless imagers. Uncover the specifics of the opportunity and areas where the strengths of the DS6878 Series are key selling points: What bar code symbologies do you need to support? Do you need to support 2D symbologies (including GS1 DataBar) now or in the future? Do your current scanners support 2D symbologies? How do you deal with damaged or smudged bar codes in your environment? Could you benefit from the ability to capture information on United States drivers licenses? (Specific to DS6878-DL) Do you need to capture signatures and documents up to 4 in. x 6 in. (101.6 mm x mm)? Do you need to capture images up to 4 in. x 6 in. (101.6 mm x mm)? 9

10 Do you need to capture bar codes from mobile phone displays, either now or in the future? Do you handle paper check payments? Would you like a way to instantly process these as electronic debit transactions? Would you like to eliminate the hazards and limitations associated with scanners that are tethered to a host via cables? Do you experience high staff turnover rates or hire seasonal workers, where ease of use and a low learning curve would be crucial? Is your IT staff spending time manually performing routine management activities such as initial provisioning, updating and asset tracking? Are your scanners installed in multiple locations? Specific questions for retail opportunities: Is associate productivity at the POS maximized? Do you need to increase checkout throughput? Do you need to capture images, for example, copies of receipts or signatures at the returns desk? Would your business benefit from the ability to electronically process paper checks as debit transactions? Would that streamline your current processes and improve cash flow? Are you planning or have you considered implementing mobile promotions for your customers? (Examples: mobile coupons, targeted offers to select customers, mobile loyalty/ CRM program?) Are you able to scan bar codes displayed on cell phones today? DS6878-DL specific questions: If driver s license applications are important to your customer, position the DS6878-DL for the opportunity: Do you need to verify or save customer identification? i.e. for controlled pharmaceuticals? How do associates verify age for age-restricted purchases? Would productivity or accuracy increase via automation? Do customers have to fill out paper forms to apply for a credit card or loyalty card? Would you like to increase the number of applicants by streamlining the application process through automated data capture? Service-related questions: What level of post-sales service and support do you expect? How long can you afford to be without your product? Is turnaround time flexible? Is cost more important than turnaround time? What is the impact of downtime on your business? If we could offer you a service plan that covers your DS6878 Series investment from accidental breakage for a one-time, upfront cost, would you be interested? Enterprise Mobility Services opportunity As our partner in selling Motorola products, you can benefit from offering your customers a complete solution that includes our industry-leading Enterprise Mobility Services. Selling services up front results in a higher attachment rate. In addition, it provides a unique opportunity to increase your profit margin while providing a renewable revenue stream for your business. Motorola s flexible, channel-ready services are designed to give your customers the services they need when and where they need them. In addition, Enterprise Mobility Services benefit your customers businesses by: Providing expert product repair and telephone technical support Protecting product uptime Ensuring they get the most value from their Motorola investment Protecting their investment in our technology The following Enterprise Mobility Services are available to keep the DS6878-SR and DS6878-DL operating at peak performance throughout their lifecycles: 10

11 Enterprise Mobility Services Service Description Time of Purchase Length of Coverage Service Part Number Service from the Start Advance Exchange Support Advance Exchange Support Advance replacement of devices requiring repair Includes Comprehensive Coverage Includes coverage for cradles Full access to technical support resources Rights to download and use software releases and supporting documentation Up front with the hardware (prepaid) or within 30 days thereafter Three years SXB-DS Any time One year AXB-DS Multiple years of seamless coverage at a one-time cost Service from the Start Bronze Covers normal wear and tear Includes all materials, parts and labor SSB-DS Service from the Start Gold Includes coverage for cradles Bronze-level service delivers depot repair with 3-day in-house turnaround time Gold-level service includes advance device replacement and the Commissioning service Full access to technical support resources Up front with the hardware (prepaid) or within 30 days thereafter Three years SSG-DS Rights to download and use software releases and supporting documentation Seamless coverage, renewable in oneyear increments Service Center Support Bronze Covers normal wear and tear Includes all materials, parts and labor Includes coverage for cradles SCB-DS Bronze-level service delivers depot repair with 3-day in-house turnaround time Any time One year Service Center Support Gold Gold-level service includes advance device replacement and the Commissioning service Full access to technical support resources SCG-DS Rights to download and use software releases and supporting documentation Enterprise Mobility Software Support Full access to technical support resources Rights to download and use software releases and supporting documentation Any time One year Three years SWS-EMTS-10 SWS-EMTS-30 NOTE: please refer to Solution Builder for the most up-to-date information and global pricing. You have an excellent opportunity to upsell Service from the Start programs with the DS6878 Series. Service from the Start guarantees a specific level of support for your customers mission-critical mobility operations. Customers can pay a little now for extended services or pay a lot later in the event of a repair and lost downtime. 11

12 Sales tools This section details the product classification, where you can find additional information, available training and certification programs, and dates of availability. Key dates Public announcement: June 1, 2010 Available for customer orders: May 24, 2010 Sales and reference materials For the latest information and sales support materials, please visit the following resources: Partner Hallway: DS6878-SR Product Home: DS6878-DL Product Home: Enterprise Mobility Services: Public: Partners: services/index.html Internal: Developer Tools: Product classification The DS6878-SR and DS6878-DL are Class 2A products. Partners that meet this segmentation designation have authorization to sell these devices. 12

13 Why Motorola When it comes to delivering mobility solutions your customers can depend on, turn to the company chosen by enterprises around the world in nearly every industry Motorola. Every day, companies of nearly every size from a majority of the Fortune 500 companies to small to medium size organizations count on Motorola to streamline processes and maintain a competitive edge. When you choose Motorola Enterprise Mobility Solutions, you choose a leader that offers over 30 years of experience in bar code reading, mobile computing and wireless infrastructure technology development and deployment including a long history of industry firsts. When you choose Motorola s mobility solutions, you give your customer the power to drive inefficiencies out of business operations and productivity and profitability in. Contact information For more information on how the DS6878-SR, DS6878-DL and other Motorola enterprise mobility solutions can help your customers, please contact us at or , or visit us on the web at: 13

14 PARTNER BRIEF DS6878 Series (SR/DL) Partner Brief motorola.com Part number PB-DS6878-SR-DL. Printed in USA 05/10. MOTOROLA and the Stylized M Logo are registered in the US Patent & Trademark Office. All other product or service names are the property of their respective owners. Motorola, Inc All rights reserved. For system, product or services availability and specific information within your country, please contact your local Motorola office or Business Partner. Specifications are subject to change without notice.