Specialty Vertical Devices (SVD)
AT&T Advanced Enterprise Mobility Solutions
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and the AT&T logo are trademarks of AT&T Knowledge Ventures.
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Industry and Mobility Alliance Program (IMAP)
Manages an Enterprise Mobility Ecosystem which drives AT&T wireless data application revenue and
Line of Business solutions via Direct and Indirect business models.
SVD- Line of
Business
• 200+ Enterprise Mobility
Solution Providers focused
on Line of Business (LOB)
applications & Certified Non
Stocked Hardware
Enterprise Mobility
Integration
• Mobility Consulting
• Deployment services (device
staging/kitting, application
loading, activating & lifecycle
management)
• Application Development
Embedded
Computing
Machine-toMachine
• Applying mobile embedded
computing into business
channels
• Includes PC OEMs and their
key channels
• Manages the ABS M2M COE
• Responsible for Complex or
Emerging M2M solutions
• Ecosystem of 150 M2M
solution partners
Fixed Mobile
Convergence
Global Mobile
Management
• A solution portfolio delivering
a compelling ROI by extending
traditional fixed telephony
capabilities to mobile workers
• Solutions for both AT&T
Mobility and non AT&T Mobility
devices
• Strategic Carrier Management
• Centralized Transaction
Management
• Consolidated Reporting
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AT&T / BlueStar Co-Sell Program
Managing the mobility solution ecosystem
Multiple players are required to
provide a complete mobility solution
to today’s enterprise customers
AT&T
ISV’s
AT&T & BlueStar bring the players
together to deliver those complete
mobility solutions to the customers
AT&T
BLUESTAR
INTEGRATORS
•ISV’s
•Integrators
•Resellers
•OEM’s
COMPLETE
SOLUTION
BLUESTAR
RESELLERS
OEM’s
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Why Co-Sell?
•Activation commissions
•Funnel/Growth and support
•Streamlined certification process
•Service/Rate plan consultation
•Marketing Resources/Support
Co-Sell maximizes your Market Scope
AT&T
ISV’s
RESELLERS
BLUESTAR
INTEGRATORS
Added Co-Sell
opportunities
Opportunities without Co-Sell
OEM’s
Added Co-Sell
opportunities
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Sales Engagement Process
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SCG Direct Sales
MAC Segment Teams
SCG
1
PCG
SMB GEM
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3
Authorized
Mobility
Application
Partner
IMAP
Opportunity
Registration
System
CAM Review
Segment Channel Managers (SCAM)
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• Align Partner with MAC/Direct
Seller
• Project Management Sales
Engagement
• Virtual Member of MAC Segment
Team Velocity: Faster Deal
Replication
• Ability to Scale & Grow Larger
Funnel
By-Directional Deal Flow
Example: Partner (1) registers an opportunity for a Signature Customer in IMAP Deal
Registration System (2). The opportunity flows to a IMAP Segment Channel Manager (3)
who will in turn identify the appropriate MAC (4) and Direct Sales Team (5).
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WWAN
Solutions
•Primary Network
•Secondary/Backhaul
•Video Surveillance
Verticals
•Business Continuity
•Fleet/Asset Management
•Point of Sale
•Manufacturing
•Transportation
•Distribution
•Energy Utilities
•Healthcare
•Government
Business Case
Virtually ALL hospitals are deploying EHRs (electronic health record systems) and many are pursuing
business development activities that will link them organizationally and electronically to nearby clinics.
This means connectivity will shift from convenience to critical, but not to the point that the institution will
invest in diverse, survivable dual fiber circuits to guarantee the connection.
Problem
Cause
•The problem arises when their (the clinic’s) DSL, cable modem or T-1 circuit goes
down and they lose connectivity to the cloud.
•Multiple different causes of wire line network failures
Solution
•The solution is failover to cellular systems that integrate into their facility’s IP
network/router
Benefit
•Business operations continue uninterrupted during primary connection failure
allowing for smooth business transactions, resulting in increased customer
satisfaction.
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Rugged Handheld Computers
Solution Verticals
•Transportation/ Logistics
•Field Service/Field Sales
•Government
•Courier
AMA Certified Solutions
•Hospitality
•Retail
•Manufacturing
•Healthcare
Business Case
Problem
Cause
Solution
Benefit
•Our customer needed a solution to better track their employees and provide better
customer service for their clients
•Clients complained that drivers were not on time or did not complete the work
assigned
•AT&T bundled a rugged handheld with Office Reach & custom GPS application to
replace PTT and better track/guide employees
•Enhanced our service delivery times, & developed accountability with the
employees to ensure the job was completed and on-time.
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Why Leave Money On The Table?
Become a co-sell partner and grow your top and bottom line
AT&T / BlueStar
Co-Sell Program
•Activation commissions
•Funnel/Growth and support
•Streamlined certification process
•Service/Rate plan consultation
•Marketing Resources/Support
Added $ with Co-Sell
$ Before Co-Sell
Contact Information
BlueStar
Randy Smith
(800)354-9766 x3277
resmith@blustarinc.com
AT&T
Danny Seid (WWAN)
(404)219-2265
ds498r@att.com
David Krasny (Motorola Rugged HH)
(630)267-2010
dk598n@att.com
Terry Sellers (Non-Motorola Rugged HH)
(404)317-7032
ts110f@att.com
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