Post on 03-Jan-2016
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Wavecom Confidentiel
2007 Wavecom Distributor Conference
Maximizing Wavecom Resources
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Wavecom Confidentiel
Agenda
Market Outlook
Wavecom Indirect Sales Channel approach
Wavecom value proposition
Maximizing Sales in new Product Portfolio
Conclusion
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Wavecom Confidentiel
Market Outlook
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Wavecom Confidentiel
Sub-segmentation (M Units)Worldwide
-
5 000
10 000
15 000
20 000
25 000
30 000
35 000
40 000
45 000
50 000
2004 2005 2006 2007 2008 2009 2010
Automotive/Tier 1 After Market Control&Monitoring Home & Security
Sales & Payment Automatic Metering Management Vehicle Remote Management Fixed Voice
Mobile Computing Entertainment
8.75011.477
15.410
19.750
25.944
34.054
44.757
CAGR31,2%
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Wavecom Confidentiel
Volumes by Segment (M Units)Worldwide
0
5 00010 000
15 000
20 00025 000
30 000
35 000
40 00045 000
50 000
2004 2005 2006 2007 2008 2009 2010
AUTO M2M Mobile Prof.
CAGR
27,5%
36,5%
26,6%
8.750
11.477
15.41019.750
25.944
34.054
44.757
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Wavecom Confidentiel
Segments Potential - Worldwide
Revenues (2006)
CA
GR
(2006-2
010)
20%
30%
10%
5m€ 50m€ 100m€+
AMM
AutoTier1
FixedVoiceRev. 2010
Mob.Comp.
SalesPayment
VRMAfter-
Market
Home&SecurityControl
Monit.
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Wavecom Confidentiel
Wavecom Indirect Sales Channel Approach
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Wavecom Confidentiel
The Basic Business Model / Value Chain Diagram
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Distribution Value Added to Wavecom
Sells within the assigned territory/region/country
Manage relationships with key players in the ecosystem
Maintains inventory for customer demand
Provides support to end customers on Wavecom portfolio
Provides additional components that are critical to the total integration of the Device
Promotion, advertisement, Project Management, etc. in local language
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Wavecom Confidentiel
Did you know?
Sells within the assigned territory/region/country– Your Regional Sales Manager available to support local needs
Manage relationships with key players in the ecosystem– Your Regional Sales Manager and Field Application Engineers are available
to assist with relationship management, meet with and support customers, engage into Carrier and local type approvals.
Maintains inventory for customer demand– Your RSM should be notified on monthly basis on the Distributor inventory
levels in order to assist you on the sale through
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Wavecom Confidentiel
Did you know?
Provides support to end customers on Wavecom portfolio– Wavecom services may enhance support and increase revenue
Provides additional components that are critical to the total integration of the Device
– Wavecom has partnerships with complementary component manufacturers (think eRide and companion technologies) which enable you to increase your commission by selling additional parts of the solution
Promotion, advertisement, Project Management, etc. in local language– Wavecom provides art files and guidelines for localization of marketing
materials online at the partners section. To obtain access, ask your RSM. – Wavecom offers financial, staff and materials support for local marketing by
distributors including trade shows (subject to certain restrictions).
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Wavecom Confidentiel
Wavecom Value Proposition
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Wavecom Confidentiel
(RDMS)
What We Are Providing to our Customers
®
®
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Wavecom Confidentiel
Wavecom value proposition
Extensive Wireless CPU® portfolio from Plug and Play to Wireless Microprocessor®
Virtually addresses all segments in the M2M Cellular space
Heavy push in increasing value to our customers
Particular analysis in reducing BOM and TCO– Distributors have provided key elements on BOM reduction– TCO reduction in DOTA and Remote Management
Increased Quality in products, IPR protection
The most advanced Roadmap in the industry
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Wavecom Confidentiel
Did you know?
Extensive product portfolio from plug and play to Wireless Microprocessor®
– A Wireless CPU® brochure covering the complete portfolio is available on line and in print.
– New sample kits are available to help your customers visualize a Wireless CPU® for their applications.
Virtually addresses all segments in the M2M Cellular space– Segment and marketplace information is closely monitored by Wavecom
and is available to help you size up opportunities and customize your approach.
Heavy push in increasing value to our customers– Extensive information is available to you to help you sell the improved value
offered by Wavecom. Keep up to date by participating in events like this, visiting the Web site and maintaining close contact with your RSM.
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Did you know?
Particular analysis in reducing BOM and TCO– Wavecom is dedicated to responsiveness to customer requirements in
these areas. Please keep your RSM abreast of customer pain points in order that we may address them in upcoming products.
Increased Quality in products, IPR protection– Wavecom is in the process of recertification for ISO 9001 based on
ISO/TS16949 – the highest quality standards.– Wavecom is committed to IPR ownership in all possible areas.
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Maximizing Sales in New Product Portfolio
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Wavecom Confidentiel
Product Portfolio: 1H2007
Hardware FamilyHardware FamilyHardware FamilyHardware Family
Wireless CPUWireless CPU®®Wireless CPUWireless CPU®®
Quik SeriesQuik SeriesQuik SeriesQuik Series
Wireless MicroprocessorWireless Microprocessor®®Wireless MicroprocessorWireless Microprocessor®®
Wireless CPU® FamilyWireless CPU® Family
Q2438 & CM52Q2438 & CM52Q2438 & CM52Q2438 & CM52
Plug & Play SeriesPlug & Play SeriesPlug & Play SeriesPlug & Play Series
Fastrack M1306Fastrack M1306Fastrack Supreme 10*Fastrack Supreme 10*Fastrack Supreme 20*Fastrack Supreme 20*
Fastrack M1306Fastrack M1306Fastrack Supreme 10*Fastrack Supreme 10*Fastrack Supreme 20*Fastrack Supreme 20*
Q2501 Q2501 (LA)(LA) Q2501 Q2501 (LA)(LA)
Integra M2106Integra M2106Integra M2106Integra M2106
Version: 27FEB2007
New New Q24 Q24 SeriesSeries
Q24 AutoQ24 AutoQ24 ExtendedQ24 ExtendedQ24 PlusQ24 PlusQ24 ClassicQ24 Classic
New New Q24 Q24 SeriesSeries
Q24 AutoQ24 AutoQ24 ExtendedQ24 ExtendedQ24 PlusQ24 PlusQ24 ClassicQ24 Classic
100 100 SeriesSeries100 100 SeriesSeries
GR64 & GS64GR64 & GS64GR64 & GS64GR64 & GS64
Professional ServicesProfessional ServicesProfessional ServicesProfessional Services
WavecomWavecomUniversityUniversityWavecomWavecomUniversityUniversity
Open ATOpen AT®®
ClassClassOpen ATOpen AT®®
ClassClass
ClassesClasses
*Wireless CPU*Wireless CPU®®
ClassClass*Wireless CPU*Wireless CPU®®
ClassClass
Class TargetClass Target
DeveloperDeveloperDeveloperDeveloper
SupporterSupporterSupporterSupporter
ApplicationApplicationSupportSupport
ApplicationApplicationSupportSupport
Design ReviewDesign ReviewDesign ReviewDesign Review
Open ATOpen AT®®
Code ReviewCode ReviewOpen ATOpen AT®®
Code ReviewCode Review
Customer Customer CertificationCertificationCustomer Customer
CertificationCertification
DesignDesign
*see roadmap for availability**3rd party component
Customer IMEICustomer IMEICustomer IMEICustomer IMEI
Tailored DeliveryTailored DeliveryTailored DeliveryTailored Delivery
Tailored Tailored ConfigurationConfiguration
Tailored Tailored ConfigurationConfiguration
BuildBuild
OOW RepairOOW RepairOOW RepairOOW Repair
Fast ReconfigFast ReconfigFast ReconfigFast Reconfig
Ext. WarrantyExt. WarrantyExt. WarrantyExt. Warranty
After salesAfter sales
Software FamilySoftware FamilySoftware FamilySoftware Family
Open ATOpen AT®® Software Suite Software SuiteOpen ATOpen AT®® Software Suite Software Suite
Open ATOpen AT®® built on Eclipse built on EclipseTMTMOpen ATOpen AT®® built on Eclipse built on EclipseTMTM
Open AT® IDEsOpen AT® IDEs
Open AT® Plug-InsOpen AT® Plug-InsTC
P/IP
TCP/
IPTC
P/IP
TCP/
IP
408
M2M Dev Suite**M2M Dev Suite**M2M Dev Suite**M2M Dev Suite**
Inte
rnet
Inte
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Inte
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Inte
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411
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Secu
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Secu
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Secu
rity*
420
IBM
MQ
TTIB
M M
QTT
IBM
MQ
TTIB
M M
QTT
312
M2M
Con
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2M C
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Con
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2M C
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RTOSRTOSRTOSRTOSVariPowerVariPowerwwVariPowerVariPowerww
Open AT® OSOpen AT® OS
DOTA I, II, IIIDOTA I, II, IIIDOTA I, II, IIIDOTA I, II, III
Open AT® FirmwareOpen AT® Firmware
GSM / CDMA / W-CDMAGSM / CDMA / W-CDMAGSM / CDMA / W-CDMAGSM / CDMA / W-CDMA
BluetoothBluetoothBluetoothBluetooth *Other Wireless*Other Wireless*Other Wireless*Other Wireless416
VariSpeedVariSpeedwwVariSpeedVariSpeedww
Native C ExecutionNative C ExecutionNative C ExecutionNative C Execution
*Multitasking*Multitasking*Multitasking*Multitasking
Open AT® ApplicationsOpen AT® Applications
GTi
& T
CP/IP
GTi
& T
CP/IP
GTi
& T
CP/IP
GTi
& T
CP/IP
508
DeviceDeviceDriversDriversDeviceDeviceDriversDrivers
M2m
powe
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2mpo
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M2m
powe
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2mpo
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405
M2mpowerM2mpowerM2mpowerM2mpowerOpen ATOpen AT®® GTi GTiOpen ATOpen AT®® GTi GTi
GTi
& In
tern
et
GTi
& In
tern
et
GTi
& In
tern
et
GTi
& In
tern
et 511Q26 Series:Q26 Series:
Q2686 / 87Q2686 / 87Q26 Ultra*Q26 Ultra*Q26 Extreme*Q26 Extreme*
Q26 Series:Q26 Series:Q2686 / 87Q2686 / 87Q26 Ultra*Q26 Ultra*Q26 Extreme*Q26 Extreme*
Repair BenchRepair BenchRepair BenchRepair Bench
Protocol EnablersProtocol Enablers
HTTP 1.1HTTP 1.1**HTTP 1.1HTTP 1.1**End-to-End SecurityEnd-to-End Security**End-to-End SecurityEnd-to-End Security**
TCP/IPTCP/IPTCP/IPTCP/IP
RDM ServicesRDM ServicesRDM ServicesRDM Services
ServicesServices
Remote MonitoringRemote MonitoringServiceService
Remote MonitoringRemote MonitoringServiceService
Download Over The Download Over The Air ServiceAir Service
Download Over The Download Over The Air ServiceAir Service
UpdateUpdate** UpdateUpdate**
OTA AgentsOTA Agents
OMA-DM DownloadOMA-DM Download** OMA-DM DownloadOMA-DM Download**
MonitoringMonitoring**MonitoringMonitoring**
Operated ServicesOperated ServicesOperated ServicesOperated Services
300 300 SeriesSeries300 300 SeriesSeries
500 500 SeriesSeries500 500 SeriesSeries
IESM:IESM:IOIOGPSGPS
IESM:IESM:IOIOGPSGPS
Integra M2106+Integra M2106+Integra M2106+Integra M2106+
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Wavecom Confidentiel
Hardware Sales Approach
Sizing up the opportunity– Plug & Play, Quik, Wireless Microprocessor®
Address the Wireless essentials– Present a broad overview of Portfolio– Ask the right questions: What is it you’re developing?
Then answer by offering more than just a modem.
Bring up Wavecom differentials– TCO, BOM, IPR, VariPower, ARM
Use the sample kit provided to illustrate offering. Leave a brochure behind.
Engage into Software capabilities– To strengthen TCO and BOM arguments
Hardware FamilyHardware FamilyHardware FamilyHardware Family
Wireless CPUWireless CPU®®Wireless CPUWireless CPU®®
Quik SeriesQuik SeriesQuik SeriesQuik Series
Wireless MicroprocessorWireless Microprocessor®®Wireless MicroprocessorWireless Microprocessor®®
Wireless CPU® FamilyWireless CPU® Family
Q2438Q2438Q2438Q2438
Plug & Play SeriesPlug & Play SeriesPlug & Play SeriesPlug & Play Series
Fastrack:Fastrack:M1306M1306Supreme 10*Supreme 10*Supreme 20*Supreme 20*
Fastrack:Fastrack:M1306M1306Supreme 10*Supreme 10*Supreme 20*Supreme 20*
Q2501 Q2501 (LA)(LA) Q2501 Q2501 (LA)(LA)
Integra:Integra:M2106M2106M2106+M2106+
Integra:Integra:M2106M2106M2106+M2106+
New New Q24 Q24 SeriesSeries
Q24 AutoQ24 AutoQ24 ExtendedQ24 ExtendedQ24 PlusQ24 PlusQ24 ClassicQ24 Classic
New New Q24 Q24 SeriesSeries
Q24 AutoQ24 AutoQ24 ExtendedQ24 ExtendedQ24 PlusQ24 PlusQ24 ClassicQ24 Classic
100100100100
GR64GR64GR64GR64CM52CM52CM52CM52
300300300300
*see roadmap for availability**3rd party component
Q26 Series:Q26 Series:Q2686Q2686Q2687Q2687Q26 Ultra*Q26 Ultra*
Q26 Series:Q26 Series:Q2686Q2686Q2687Q2687Q26 Ultra*Q26 Ultra*
GS64GS64GS64GS64
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Wavecom Confidentiel
Software Sales Approach
Evaluate the software needed– TCP/IP, RTOS, Internet, C-GPS, Etc.
Bring up the unparalleled value of Open AT– Eliminates Microprocessors (Less PCB design)– Free: IDE, Compiler, Source code examples– Compelling value proposition about BOM cost reduction
Enhance the TCO value proposition– DOTA in O&M (15% & 85%)
Leave behind a brochure as a reminder.
Visit the Distributor Web site to download or create your own development kit for your customers.
Engage into Services offering– Extended Warranty– Field Software upgrade (TCP/IP to Internet)– Training
*see roadmap for availability**3rd party component
Software FamilySoftware FamilySoftware FamilySoftware Family
Open ATOpen AT®® Software Suite Software SuiteOpen ATOpen AT®® Software Suite Software Suite
Open ATOpen AT®® built on Eclipse built on EclipseTMTMOpen ATOpen AT®® built on Eclipse built on EclipseTMTM
Open ATOpen AT®®Open ATOpen AT®®Open AT® IDEsOpen AT® IDEs
Open AT® Plug-InsOpen AT® Plug-Ins
TCP/
IPTC
P/IP
TCP/
IPTC
P/IP
408
M2M Dev Suite**M2M Dev Suite**M2M Dev Suite**M2M Dev Suite**
Inte
rnet
Inte
rnet
Inte
rnet
Inte
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411
C-G
PSC-
GPS
C-G
PSC-
GPS
430
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*aq
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*aq
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440
Secu
rity*
Secu
rity*
Secu
rity*
Secu
rity*
420
IBM
MQ
TTIB
M M
QTT
IBM
MQ
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M M
QTT
312
M2M
Con
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2M C
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M2M
Con
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2M C
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RTOSRTOSRTOSRTOS VariPowerVariPowerVariPowerVariPowerOpen AT® OSOpen AT® OS
DOTA I, II, IIIDOTA I, II, IIIDOTA I, II, IIIDOTA I, II, III
Open AT® FirmwareOpen AT® Firmware
GSM / CDMA / W-CDMAGSM / CDMA / W-CDMAGSM / CDMA / W-CDMAGSM / CDMA / W-CDMA
BluetoothBluetoothBluetoothBluetooth *Other Wireless*Other Wireless*Other Wireless*Other Wireless416
VariSpeedVariSpeedVariSpeedVariSpeed
*Multi Binary*Multi Binary*Multi Binary*Multi Binary*Multitask*Multitask*Multitask*Multitask
Open AT® ApplicationsOpen AT® ApplicationsG
Ti &
TCP
/IPG
Ti &
TCP
/IPG
Ti &
TCP
/IPG
Ti &
TCP
/IP
508
DeviceDeviceDriversDriversDeviceDeviceDriversDrivers
M2m
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2mpo
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M2m
powe
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2mpo
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405
M2mpowerM2mpowerM2mpowerM2mpower
Open ATOpen AT®® GTi GTiOpen ATOpen AT®® GTi GTi
GTi
& In
tern
et
GTi
& In
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et
GTi
& In
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et
GTi
& In
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Wavecom Confidentiel
Services Sales Approach
Portfolio is sophisticated…– Offer Wavecom University
Professional Services for:– Design, Code review– Application Pre-Certification
Tailored product build– On a request basis
Other Services:– Need? Is in the portfolio?– Part number available?– Project Management from
Distributor?
Professional ServicesProfessional ServicesProfessional ServicesProfessional Services
WavecomWavecomUniversityUniversityWavecomWavecomUniversityUniversity
Open ATOpen AT®®
CourseCourseOpen ATOpen AT®®
CourseCourse
CoursesCourses
*Wireless CPU*Wireless CPU®®
CourseCourse*Wireless CPU*Wireless CPU®®
CourseCourse
Course TargetCourse Target
DeveloperDeveloperDeveloperDeveloper
SupporterSupporterSupporterSupporter
ApplicationApplicationSupportSupport
ApplicationApplicationSupportSupport
Customer DesignCustomer Designreviewreview
Customer DesignCustomer Designreviewreview
Open ATOpen AT®®
Appli. Code ReviewAppli. Code ReviewOpen ATOpen AT®®
Appli. Code ReviewAppli. Code Review
Customer Appli. Customer Appli. certificationcertification
Customer Appli. Customer Appli. certificationcertification
DesignDesign
*see roadmap for availability**3rd party component
Customer IMEICustomer IMEIdownloaddownload
Customer IMEICustomer IMEIdownloaddownload
Tailored deliveryTailored deliveryTailored deliveryTailored delivery
Tailored Soft. Tailored Soft. configurationconfigurationTailored Soft. Tailored Soft. configurationconfiguration
BuildBuild
OOW RepairOOW RepairOOW RepairOOW Repair
Fast Reconfig.Fast Reconfig.Fast Reconfig.Fast Reconfig.Ext. WarrantyExt. WarrantyExt. WarrantyExt. Warranty
After salesAfter sales
Repair BenchRepair BenchRepair BenchRepair Bench
Protocol EnablersProtocol Enablers
HTTP 1.1HTTP 1.1**HTTP 1.1HTTP 1.1**End-to-End SecurityEnd-to-End Security**End-to-End SecurityEnd-to-End Security**
TCP/IPTCP/IPTCP/IPTCP/IP
Machine NetworkMachine NetworkMachine NetworkMachine Network
ServicesServices
Remote MonitoringRemote MonitoringServiceService
Remote MonitoringRemote MonitoringServiceService
Download Over Download Over The Air ServiceThe Air ServiceDownload Over Download Over The Air ServiceThe Air Service
UpdateUpdate** UpdateUpdate**
OTA AgentsOTA Agents
OMA-DM DownloadOMA-DM Download** OMA-DM DownloadOMA-DM Download**
MonitoringMonitoring**MonitoringMonitoring**
Operated ServicesOperated ServicesOperated ServicesOperated Services
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Conclusion
Most comprehensive M2M Cellular product portfolio in the industry
Identified key segment targets and growth trends
Strong commitment to and support for the Distribution Channel
Particular stress adding value by optimizing BOM and TCO
Expanding portfolio with Services offering
Increased Quality in products
Worldwide coverage and strong Mobile Carrier acceptance
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THANK YOU !