© 2007 AT&T Knowledge Ventures. All rights reserved. AT&T and the AT&T logo are trademarks of AT&T Knowledge  Ventures.© 2007 AT&T Knowledge Ventures. All rights reserved. AT&T and the AT&T logo are trademarks of AT&T Knowledge  Ventures.

Specialty Vertical Devices (SVD)AT&T Advanced Enterprise Mobility Solutions

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• Applying mobile embedded computing into business channels

• Includes PC OEMs and their key channels

Embedded Computing

Global Mobile Management

• Strategic Carrier Management• Centralized Transaction

Management• Consolidated Reporting

Enterprise Mobility Integration

• Mobility Consulting• Deployment services (device

staging/kitting, application loading, activating & lifecycle management)

• Application Development

Fixed Mobile Convergence

• 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

• Manages the ABS M2M COE• Responsible for Complex or

Emerging M2M solutions• Ecosystem of 150 M2M

solution partners

Machine-to-Machine

• 200+ Enterprise Mobility Solution Providers focused on Line of Business (LOB) applications & Certified Non Stocked Hardware

SVD- Line of Business

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.

AT&T / BlueStar Co-Sell ProgramManaging the mobility solution ecosystem

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COMPLETE SOLUTION

Multiple players are required to provide a complete mobility solution to today’s enterprise customers

•ISV’s•Integrators•Resellers•OEM’s

BLUESTAR

INTEGRATORS

OEM’s

AT&T

ISV’s

RESELLERS

AT&T & BlueStar bring the players together to deliver those complete mobility solutions to the customers

AT&T

BLUESTAR

Why Co-Sell?

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Added Co-Sell opportunities

Added Co-Sell opportunities

•Activation commissions•Funnel/Growth and support•Streamlined certification process•Service/Rate plan consultation•Marketing Resources/Support

Opportunities without Co-Sell

BLUESTAR

INTEGRATORS

OEM’s

AT&T

ISV’s

RESELLERS

Co-Sell maximizes your Market Scope

Sales Engagement Process

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SCG PCG SMB GEM

Segment Channel Managers (SCAM) • 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

MAC Segment Teams

Authorized MobilityApplicationPartner

CAM

Rev

iew

SCG Direct Sales

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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IMAP Opportunity RegistrationSystem

•Primary Network•Secondary/Backhaul•Video Surveillance

•Business Continuity•Fleet/Asset Management•Point of Sale

Solutions Verticals•Manufacturing•Transportation•Distribution

•Energy Utilities•Healthcare•Government

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.

Business Case

• The problem arises when their (the clinic’s) DSL, cable modem or T-1 circuit goes down and they lose connectivity to the cloud.Problem

• Multiple different causes of wire line network failuresCause

• The solution is failover to cellular systems that integrate into their facility’s IP network/routerSolution

• Business operations continue uninterrupted during primary connection failure allowing for smooth business transactions, resulting in increased customer satisfaction.

Benefit

WWAN

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•Transportation/ Logistics•Field Service/Field Sales•Government•Courier

•Hospitality•Retail•Manufacturing•Healthcare

Solution Verticals AMA Certified Solutions

Business Case• Our customer needed a solution to better track their employees and provide better

customer service for their clientsProblem

• Clients complained that drivers were not on time or did not complete the work assignedCause

• AT&T bundled a rugged handheld with Office Reach & custom GPS application to replace PTT and better track/guide employeesSolution

• Enhanced our service delivery times, & developed accountability with the employees to ensure the job was completed and on-time.Benefit

Rugged Handheld Computers

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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

Contact InformationBlueStar

Randy Smith(800)354-9766 x3277

resmith@blustarinc.com

AT&TDanny Seid (WWAN)

(404)219-2265ds498r@att.com

David Krasny (Motorola Rugged HH)(630)267-2010

dk598n@att.com

Terry Sellers (Non-Motorola Rugged HH)(404)317-7032ts110f@att.com

Added $ with Co-Sell $ Before Co-Sell

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