introducing a genuine turnkey digital signage solution for the smb market vernon r. slack office:...
TRANSCRIPT
Introducing A Genuine Turnkey
Digital Signage Solution for the SMB Market
Vernon R. SlackOffice: 801 623 [email protected]
TODAYS AGENDA
What is a Genuine Turnkey Digital Signage Solution?
A brief Market Update
How do we address the Customer’s Pain Points?
Current Market Constraints
The Optimal Digital Signage Solution for the SMB Market
The Solution Ecosystem
The ‘Services’ Overview
What is our Solution Methodology?
What’s our Value Proposition?
Who is your Solution Support Team?
What does your collateral look like?
Offers the customer strategic consulting services to help plan, select, evaluate and deploy the optimal digital signage solution
Includes all of the required hardware, software and infrastructure to meet the customer’s business and communications requirements over the life of the network
Is easy to use, highly reliable and scalable built around a certified software stack and commercial grade components to meet the special needs of unattended systems
Seamlessly integrates components, software and infrastructure with existing systems to insure minimal disruption to the customer's business continuity
Offers a suite of cost effective ‘Managed Services’ for Help Desk support, remote monitoring & repair, mobile & social engagement services and viewer analytics
Delivers to the audience relevant and timely digital media Provides the customer with a single point of contact during the planning, evaluation
and deployment phases and a single service provider over the life of the network through strategic partnerships
A Genuine Turnkey Digital Signage Solution …
A Brief Digital Signage Market Update
US Digital Signage Market Update
There were 1,250,000 digital display systems installed in the US at the end of 2010; a 25% unit growth over 2009
Over 50% were in the SMB Market
The ‘average’ Digital Signage Network is 75 to 100 displays
62% of the 2010 shipments were networked
300,000+ Displays in Retail & 100,000+ Workplace Communications Displays
425,000+ Ad Network Displays with 2010 Ad Revenue of $2.1 Billion on 200 Ad Networks
Still a very fragmented market
Point ofTransit
Three Types of Digital Signage Networks
Point ofWait
Point of Sale
Three Digital Signage Business Models
Merchandising/Ad-Supported Networks
Retailers, restaurants, hotels,
Digital Out of Home (DOOH) Advertising Networks
Malls, airports, train stations, doctor’s waiting rooms, clinics,
Information - Entertainment Networks
Schools, workplaces,
Return on Investment
Increase Sales and Lower Costs
Enhanced Customer Experience
Return on Investment
Advertising Revenue
Return on Objectives
Better informed audience, more efficient communications,
The Six Businesses of Digital Signage(US Total Available Market)
$1,4500MTechnology
$150MDeployment
$2,150MOperations
$2,500MDigital Content
Production
$2,100MAd Networks
New Market Measurement
The 2010 Total Available US SMB Market - $3.1 Billion
The Market Constraints
The market is extremely fragmented and the supply chain is overly complex
There is little experience among users and vendors on how to plan, select, evaluate, deploy and operate digital signage networks … for every 12 digital signage projects announced, only 1 is ever fully deployed
There is little capability among users to cost effectively produce timely and relevant digital media
2010 Average CAPEX at $3,720 per system is down 50% from 2005 (hardware, software & installation) … but the ‘Total Cost of Ownership’ is only down 15% from 2005 at $5,900/system ($16.15/day)
The Overly Complex Supply Chain
Digital SignageProject
Mounting Hardware
ContentManagement
Software
DeploymentServices
Aggregators
DisplaysOutdoor
LCD DisplaysLarge
LEDs
TVs
Ultra ThinDisplays
Display Tiles
VideoWalls
SystemIntegrators
ManagedServices
ContentServices
ForAd Networks
PCPlayers
CommodityPCs
CommercialPCs
Work-stations
OutdoorEnclosures
StandardMounts
Custom Enclosures
PlayerImaging
HardwareConfiguration
Servers
Work-stations
IndustryStandardServers
DisplayInstallation
VideoCabling
Fixtures/Enclosures
Kitting/Distribution
SaaS
Premise-based
NetworkedStreaming
Players
Picture Frames
StandaloneMPEG
Players
Non-PCPlayers
Distributors & VARs
NetworkServices
Video/Flash
Templates
DataFeeds
BrandStrategy
Reporting/Analytics
ScheduleMgt.
NetworkMonitoring
ApplicationHosting
OnsiteService/Repair
InternetISP
Satellite
WiMax
Cellular
Corp.EnterpriseNetwork
Agencies
AdCreative
Install20.3%
LCD Display 37.5%
PC Player 24.7%
Software17.5% Op
er-ational La-bor 29.5%
Content Production 34.4%SaaS
0.7%
Maintenance 8.1%
Network
6.3%
Capital Cost (3 Years) 21.0%
Services - 80% of the ‘Total Cost Of Ownership’
$1,7403 Year Amortization
$1,240
$2,030
CAPEX 1
$3,720
Total Cost of Ownership = $5,900 per system per annum
1 30” display systems to video walls (excludes <30” displays and LED systems)
1. Content Management SaaS Meets the functional requirements of each targeted vertical market Easy to use media management, playlist scheduling and placement Supports digital media from standard graphic packages - Photoshop, Illustrator, Flash,
Adobe After Effects, MS PowerPoint, Quark, Triggers media from inputs such as viewer proximity and Anonymous Viewer Analytics Local input and control of a predefined area to present content relevant to the location Easily integrated with existing systems (PLU pricing, inventory, etc.)
2. Remote Managed Services Help Desk support Hardware, software & network monitoring for remote problem detection Remote hardware and software repair using Intel’s vPro Software upgrades and changes to system’s configuration Optional ad placement and playlist delivery services
3. Digital Content Managed Services Media production automation using our ‘Media Mapping’ methodology Integration with external data sources & feeds On-going creative services, digital media repurposing & Flash Template development Local digital media creation capability with centrally controlled processes to drive re-use
What Services Are Offered?
4. Mobile and Social Engagement Services Near Field Communication (NFC) Mobile e-wallet and QSR Codes for transactional business Facebook connection for mobile latent conversations Coupon downloads for immediate and future discounts
5. Viewer Analytics and Customer Engagement Services Digital content Proof-of-Play data collection and analysis Anonymous Video Analytics (AVA) data synchronized with Proof-of-Play data Interactive usage data analysis for audience engagement measurement (touchscreen,
mobile device, NFC,) Sales by product promotion from the retailers POS and/or Trade Promotion Management
systems
6. Digital Signage Consulting Services Requirements Discovery Module – Identify the client’s optimal usage model, business and
communications goals and digital media requirements Qualification Module – How to cost effectively address the client’s key Business,
Marketing and Communications goals Strategic Media ‘Blueprint’ Module – A roadmap for relevant and cost effective media
production Evaluation & Production Deployment Modules - Program Management support
What Services Are Offered?
Retail Regional Grocery, Convenience, Specialty, Apparel, Home Centers,
Card/Gift/Novelty, Auto Aftermarket, Sporting Goods, General Merchandising, Home Furnishing, Office Products,
Financial Regional Banks, Credit Unions,
Internal Communications Corporate Campuses, Hospitals, Back Office
Restaurants (Menu Boards) QSR & Casual Dining (privately owned or franchises)
Hospitality Hotels (privately owned or franchises), Casino’s
What Vertical Markets will be Served?
SMB Bundled Solutions
Vukunet PC Media Player No Cost Content
Manager Very basic
functionality
SuperSign Basic Content
Management functionality plus newsfeeds from CNN
3 year agreement with PC Player + 47” Display + SaaS: $149/mo
iCompel Player appliance with
software included Controlled with a
server Advanced Player
(Core2): $2,995
ScalaQuickStart HP PC Media
Player: $1,120 47” LCD Monitor SaaS: $45/mo
Our Genuine Turnkey Solution’s ‘Total Cost of Ownership’ is a third lower than the leading Digital Signage Bundled Solutions
NEC Vukunet
LG SuperSign
Black Box iCompel
Scala QucikStart
PC Player (Core II Duo or i5) $1,000 $2,995 $1,12046"/47" Commercial Grade LCD Monitor $1,300 $1,300Installation $750 $750 $750 $750Mounts, cable, etc $250 $250 $250 $250
Total CAPEX $3,300 $1,000 $3,995 $3,420Annual Ammortization/3 year lease $1,100 $1,788 $1,332 $1,140SaaS $0 $0 $0 $540Hardware Maintenance $65 $0 $0 $0Operational Labor Costs/Managed Service $1,740 $1,740 $1,740 $1,740Content Production/Automated Content Production $2,030 $2,030 $2,030 $2,030
Total Cost of Ownership $4,935 $5,558 $5,102 $5,450
Open Services
$1,000$1,300
$750$250
$3,300$1,100
$600$0
$600$1,200$3,500
AOpen America – The largest supplier of commercial PC media players in North America
AOpen’s ‘Open Services’ – Contracts with the customer for the required ‘Managed Services’ – Offers Content Management SaaS, Remote Monitoring & Repair, Automated Media Production, Mobile/Social Engagement, Audience Analytics and Strategic Consulting Services
Content Management ISV’s – ‘Best of Breed’ Content Management software for each of the 5 vertical markets
Certified System Builders – Build AOpen PC media players configured to meet customer’s specific hardware requirements and imaged with the software stack needed to insure seamless integration
Partners – ‘The single point of contact for the prospect’ for coordinating the planning, evaluation and deployment a Turnkey Digital Signage Network … Open Services does all the rest over the life of the network
Our Solution Ecosystem
ClientDigital Displays
&Other Hardware
Turnkey Solution Deployment Model
Partners
HardwareDistributorsIngram Micro, Avnet, Arrow, Bluestar, …
AOpen America
AOpen Imaged
PC Players
Certified Reseller’s
System Builders
Seneca, Micro Industries, M&A
Technology, …
Site Surveys & Hardware Installation
AOpenPC Media PlayerCommissioning
Sprint Intel
What’s the Value Proposition?
Using our ‘Remote Managed Services’ reduces operational labor costs at least 60% and maintenance costs by 75%
Customers are able to display relevant and timely high-impact digital media using our automated ‘Media Production Services’ at 40% to 70% lower than the industry average
Our ‘Consulting Services’ will reduce the time required to plan, evaluate and deploy a digital signage solution by up to 50%
Our Turnkey Solution with ‘Managed Services’ significantly improves overall ROI by reducing the ‘Total Cost of Ownership’ at least 33% saving $2,000 per system per annum
These savings recover all the CAPEX in 22 months
The Customer Value Proposition
CLOSE DEALS FASTER - Accelerates the decision process by simplifying the planning, selection, evaluate and deployment
WIN MORE DEALS – The only Genuine ‘Turnkey Digital Signage Solution’ available for the SMB market with a simplified ‘Sales Engagement Model’
MAKE HIGHER GROSS MARGINS – Focuses on the Total Cost of Ownership which shifts the customer away from obsessing over finding the ‘lowest cost’ hardware/software solution
CREATE A HIGH MARGIN RECURRING REVENUE STREAM – Creates recurring commissions for YOU from all contracted consulting and ‘Managed Services’ over the life of each digital signage network
What’s In It for YOU?
QUESTIONS?
Call Vernon Slack801 623 8252