John Convery,Founder and CEO, John Convery Consulting

Chris Gerhardt,Chief Transformation Officer, Denali Advanced Integration

Motorola Scanners – one of the earliest and most common implementations

Challenges of first client opportunities was two-fold:

1. Mobility as a solution sale - not product play2. Varying verticals: distribution, retail

Overcoming the challenges:

1.Built up SE team for pre- and post-sales engineering (costly resources) sacrificed professional services billings2.Matured project management process over time (complex projects often part of ERP deployments)

Warehouse applications and uses grew steadily

Implemented new mobility processes:

1. Synchronized the multiple disciplines needed for delivery

2. Recognized that sale process was easier than managing expectations

Learned from early mobility clients:

1.Mid-marketing firms provided first project challenges2.Niagara Bottling for example:

a) deployed wireless nodesb) ADC equipmentc) printing for distribution systemsd) addressed different water brands from

one source

New mobility in healthcare uses emerge with our client-base

We took three very important steps:

1. Specialized the mobility sales team

2. Managed the complex logistical process for service delivery

3. Built up multiple technology specialists for pre-sale

Exploring Together: Denali, Motorola and the Customers

+

< Woodinville Winery Event:Summit on Healthcare Mobility Needs

partnered with

< Attending Motorola Partner Event:Scotland gathering grows relationship

iPad accelerates consumerization of IT:Denali becomes Apple VAR

Mobile device use in workplace grows:And so do the partnerships

Customer Conway creates and uses its own app for trucking on iPads, grows our sales activity with them

Steps we took to grapple with the emerging mobility needs:

1. Applied and received VAR status with Apple due to tablet requests

2. Rolled out freight tracking solution on iPads – case study

3. Mobile Device Management requests come pouring in:

a) How to manage the Bring Your Own Device challenges

b) Leverage existing infrastructure to manage security

4. The new partnerships required:

a) MDM Vendors: AirWatch, Fiberlink as well as others

b) Some customers selected vendors based infrastructure which created a need for new partnerships

Held Apple partner events with different Mobile Device Management partners

Key to Growth: Learn from past successes with partners

Executive Roundtables with Leaders:Oracle CEO with Denali and Customers

Attending distributor events

Getting our infrastructure partners involved in our mobility solution plans and events

Creating memorable events, giving back to the community