AT&T Workforce Manager. Sales Presentation

Transcription

1 AT&T Workforce Manager Sales Presentation

2 Simplifying solution selling Get More. Do More. Save More. The only solution enabling companies to digitize paper based processes, track and manage their entire mobile operation within a single app. Workforce Management Mobile Forms Work Order Management Time & Attendance Smart Device GPS Tracking Intra Company Text Messaging Manager App View Vehicle Tracking Plug and Play AVL Tracking Devices Driver Behavior and Scorecards Idle Time Monitoring & Reporting ELD & Diagnostics Mobile Asset Tracking Short and Long Term Deployment Options Dynamic Tracking Based on Movement Breadcrumb Trails, Movement Alerts & Time at Geofence Reporting 2

3 Customers use what they need Have a platform to grow Single software system tying everything together Digitize their operations Improve communications Make informed decisions Enhance customer service Automate processes Reduce costs Start with what s needed today, and have a platform that will take customers where they need to go, tomorrow and beyond. 3

4 Historical Challenges with Workforce Management Solutions: Most software systems Take days to get accounts setup Take weeks/months to implement Have complex management portals Are difficult for field workers to use Not versatile enough to accommodate various industry types Lacking function (Not robust enough) Requiring customers to use several non-integrated products Don t have adequate amount of support or infrastructure to support multiple customer types Current Market: Confusion and Uncertainty 4

5 Customer uploads logo and changes color scheme to match their brand Built in video training Dynamic menu structure Intuitively designed to generate page specific self help guides Visual timeline of mobile worker activities Event-Based and Intelligent tracking 5

6 AT&T Workforce Manager overview Customizable. Scalable. Flexible. AT&T Workforce Manager is a cost-effective, cloud-based business platform that gives companies an all-in-one solution for managing employees on-the-go. A fully customizable software, it allows companies of any size or industry the ability to build a solution to their specific business needs with modules for: Timekeeping Mobile forms Work Order Dispatching Tracking Event-Based GPS location reporting Intelligent Tracking Custom Geofences with importing capabilities Only tracking staff while they re clocked in Enhanced Push-to-Talk integration Integration with other AT&T services 6

7 Key differentiators Get Started Right Away User directed sign up experience through registration wizard. Up and running in less than 10 minutes Industry Starter Packs Customers see and select what is most commonly used for their particular vertical Simple and Intuitive Built from the ground up with customer experience and ease of use in mind Flexibility Customers can pick and choose the features and functionality they want without costly development Can easily modify modules to match their business Ad-hoc reports allow customers to chose exactly what they need Affordable Simple pricing plans with no setup fees 7

8 AT&T Workforce Manager Handsets Features Wireless Forms Messaging Timekeeping Job Dispatching Event-Based Tracking 8

9 Enhance Efficiency: Wireless Forms Wireless Forms Make paper records a thing of the past with Wireless Forms. Employees can send electronic documents back to their company s home office via mobile device directly from the field. Easily design customized forms using decision logic, which shows specific questions or options based on previous form answers Drastically reduce paper costs, eliminate paper trails, and view submitted information nearly instantly Barcode scanning lets employees scan barcodes and QR codes using the cameras of their mobile devices. Form Workflows Seamlessly hand off unfinished wireless forms from one mobile worker to another for completion. Chains of command and increased collaboration between employees can be fostered using this powerful feature to manage form submissions. (Printing accounts for 1-3 percent of a company s annual revenue - Gartner Group Study) Assign and transfer form pages to specific employees for effortless, accelerated processing Fluidize coordination between multiple different company departments, and establish approval systems for any digital form 9

10 Inventory Management Companies can use barcode scanning to log equipment, organize inventory, and better track their tools. By accessing the camera of most mobile devices, barcode scanning on AT&T Workforce Manager enables businesses to automate the process of manual data entry, and simplify recordkeeping. Efficiently manage equipment supplies. Easily identify which tools have been successfully returned at the end of work days. Consolidate daily logging processes, and enhance the precision of inventory archives. 10

11 Order Group Messaging and APIs: A Tandem of Efficiency Group Messaging: Reliable, inclusive communications Businesses can converse with multiple members of their organization at once using Group Messaging. Internal communications are kept private, secure, and solely between designated individuals. Update team members in near real-time Ensure that conversations are kept work-related to improve worker accountability Streamline information flows between administrators and employees, preventing vital company news from getting lost in translation Order APIs: Seamless third-party integration Any data that an employee submits directly from a remote job location can be digitally archived and accessed by company developers. These pieces of information can then smoothly integrate into existing storage systems. Consolidate business information, making for effortless archiving Access records quicker than ever before, reducing costs and the time lengths associated with manual data entry Find compatibility with multiple third-party systems, as eight different programming languages are supported 11

12 Improve Accountability: Timekeeping made flexible Employees can clock in and out from mobile handsets or tablets. Staff members can clock in, take breaks and lunches, clock out, and submit timesheets. View all time-punches on one screen See in near real-time employee time statuses See employees on a virtual map, if using intelligent tracking History to view punches on mobile app Administrators can view details employees time stamps View dashboard and reports Companies can use Wireless Forms barcode scanning feature in tandem with Timekeeping by having employees scan their IDs any time they register a mobile time-punch 12

13 Increase Productivity: Job Order Dispatching Companies can create and dispatch work orders to employees in the field. Generate new orders for deliveries, service calls, or any other type of task. Work order information is available instantly and sent to mobile employees phones or tablets. Send job information out, track progress, and manage workloads all in near real-time Streamline communication and daily tasks for faster billing Use the closest-to function to quickly display your employees in relevance to a job location Powerful dashboard Customizable with customers, services, and forms 13

14 Enhance Accountability: Event-based Tracking Companies can see the near real-time positions of their remote employees whenever they clock in, clock out, take breaks, or complete wireless forms. Keep worker accountability high. Easily verify the positions of staff. Improve employee safety with a more efficient way to track while on the job. 14

15 AT&T Workforce Manager for Vehicles and Mobile Assets 15

16 AT&T Workforce Manager for Vehicles AT&T Workforce Manager for Vehicles allows users to track vehicles from any web browser. Devices can be installed via direct wiring, or plugged directly into a vehicle s JBUS or OBD port. The application can be used to improve real-time route and decision making, minimize loss and vehicle/asset theft, or to curb unauthorized vehicle usage. Monitor and reduce engine idling Reduce costs for fuel, payroll, and maintenance Validate mileage reimbursement for employees Improve communication in all business sectors, ultimately increasing productivity while lowering costs Increase awareness of vehicles by knowing locations, arrival and departure times, excessive speeding and more Use traffic overlay options, helping drivers take the most efficient routes to new job sites 16

17 AT&T Workforce Manager for Mobile Asset AT&T Workforce Manager for Mobile Assets provides clarity by making it possible to set alerts to keep companies aware of their assets statuses. Alerts and reports eliminate the worry of the unknown when it comes to locating valuable equipment. Increase visibility into assets locations Reduce loss from unrecoverable mobile assets Near real-time alerts when motion is detected Attach trackers to stationary mobile assets Define how often position updates will send 17

18 Reinforce Accountability: AT&T Workforce Manager Intelligent Tracking Companies can streamline productivity with Intelligent Tracking. This add-on feature is a moving tracker that picks up the exact location of employees through the mobile device. Businesses may gain access to the whereabouts of their employees, and manage workflows with updates on when a job is completed. Monitor employees on-the-go with location ping Increase output and efficiency in the field Reduce errors by knowing when employees have arrived to location Show arrivals and departures from geo-fence locations along with time spent at the location Receive alert notifications when geofence keep-in and keep-out rules are violated Assign different alert types to specific groups of employees *Intelligent Based Tracking is an add-on feature. 18

19 Enhance Accountability: GPS Tracking Add-On GPS Tracking is an add-on feature that picks up and reports the near-exact locations of employees through the mobile device. Businesses can see staff positions in near real-time, and manage their teams accordingly. Increase efficiency by rerouting team members based on their proximity to a new job Boost productivity through knowing the locations of mobile employees while they re on the clock Hold workers more accountable 19

20 Battery Events Businesses will receive a notification when a battery alert is triggered, and then can take action as needed, preventing the loss of a small piece of any breadcrumb trails or events. Receive a notification if a device battery gets low, so the trailer can get reconnected with a truck/tractor before it stops sending GPS positions. The battery event will help notify that it is time to change the batteries before the device stops transmitting data. Battery event can help people know there is a potential problem and to go start a vehicle, so the vehicle battery can be recharged. 20

21 Vehicles Tracking & Management Offered as a standalone module or used along with any mobile resource management tiers Vehicles Management - $15 Per month / $21 Per month Track vehicles in near real time Review breadcrumb trails of routes travelled Easily see start and stop times Idle time monitoring and alerts to reduce fuel costs See driver behavior and scorecards to reduce costs and improve safety Hard acceleration Hard braking Dashboards and reports to analyze data Manager App PURCHASED BUNDLED Workforce Manager for Vehicles includes up to 1 free web portal users. Why Workforce Manager for Vehicles? Because Drivers Do More Than Drive Along with Standard, Enhanced or Premium you can have a single integrated portal for: Vehicles tracking & management Mobile forms Time & attendance Work order management Messaging Enhanced Push-to-Talk Mobile Asset tracking & management Review everything a worker did from start to finish, and everything in between. SOC: ATTWFMVEH 21

22 Mobile Asset Tracking & Management Offered as a standalone module or used along with any mobile resource management tiers Asset Management - $10 per month View locations of mobile assets deployed in the field Trailers Equipment Cargo And more Daily updates when mobile assets are stationary Alerts available when moved Near real-time location updates when in transit Reporting for time on site at geofence locations Manager App Along with Standard, Enhanced or Premium you can have a single integrated portal for: Mobile Asset tracking & management Vehicles tracking & management Mobile forms Time & attendance Work Order Management Messaging Enhanced Push-to-Talk SOC: ATTWFMFMA 22

23 * Does not include AT&T data plans Specs: Plugs into any OBD-II port No professional installation required Transferable from vehicle to vehicle Reports check engine light codes Specs: Internal or external antenna options Power management/sleep modes Wired device that prevents tampering Triple-axis precision accelerometer Features Up to the Minute Tracking Customized alerts for driver behavior Idle time monitoring and reporting Geo-fencing monitors unauthorized use Driver scorecards Automated or manual reports SOC: ATTWFM300 SOC: ATTWFM260 To learn more please visit att.com/workforcemanager 23

24 Vehicles Tracking Hardware Options Light and Medium Duty Vehicles Heavy Duty Vehicles 24

25 Tracking Device Options Battery Only Slap and Track Options Wired Installation with Battery Option 25

26 FLEET AND ASSET PROMO \ att.com/workforcemanager * Contract may be assessed on AT&T data plans 26

27 Single integrated portal: Keep tabs on people, vehicles, and mobile assets From live view, customers will be able to see all of their devices: Location Current status Ignition On/Off Idling Stopped/Moving Speed Low Battery Check Engine Codes Search will filter by stops and vehicle events 27

28 28 Vehicles equipped with OBDII devices such as the CalAmp 3000 series can alert to a check engine status and return the check engine code from the vehicles computer. These alerts can be sent to an administrator through an automated .

29 Powerful Reporting & Dashboards with snapshot of key statistics Businesses can use the power of AT&T Workforce Manager to analyze trends and data about their remote teams daily operations. See reports on: Idle time Vehicle usage Run time Instances of aggressive driving or speeding Geofence breaches, alerts, and more 29

30 Idling Dashboard Companies can view trends, use them to monitor changes, and see return on investment. Vehicles Idle Dashboard All idle information in a single place Monitor trends Review violations by vehicle 30

31 Vehicle Utilization Ensure vehicles are being used efficiently. Vehicle Utilization Days used within period Number of trips (starts & stops) Mileage Engine run time Average mileage Average usage 31

32 GPS and vehicle alerts manage by exception Multiple alert types: Create by vehicle Types available Aggressive driving Geofence breaches Idling Speed Scoring to allow for custom KPM s 32

33 Violation scorecards monitor key performance metrics, increase safety, and reduce costs Scorecard Dashboard: Violations summarized for simplified viewing Drill down to vehicles Compare periods to monitor change Show total violations and points setup for individual alerts Have multiple alerts based on severity 33

34 User Groups Create groups and assign mobile users or vehicles accordingly. Operational contacts and decision makers can segment their workforce to view business units and assess efficiency in their organizations. Admins will be able to determine groups of mobile users and vehicles Web portal users can see and access data including near real-time information as well as reports Web users will be able to efficiently manage their groups of users they are assigned to Manage privileges and visibility within organizations 34

35 Manager App on AT&T Workforce Manager Using the Manager App, administrators can access their Live View map and Users list on smartphones or tablets, directly from within AT&T Workforce Manager s mobile solution. This means that supervisors who are away from the office may still monitor the near real-time positions of their organization s employees. With the Manager App, company managers can: Keep tabs on their workforces while on-the-go Shorten response times to critical customer situations Stay up-to-date with near real-time activity updates See how their employees are dispersed in the field, from the field Improve productivity by strengthening staff accessibility to leadership 35

36 Enhanced Security with AT&T Workforce Manager Startup Events, Login/Logout Events, and GPS Enabled/Disabled Events Startup Events: Whenever the mobile devices of staff experience task kills, power cycles or application crashes, alerts can be set to automatically notify company administrators. GPS Tracking Schedules and only tracking while clocked in GPS Tracking Schedules: Companies can comply better with union concerns about employees being monitored outside of working hours by setting specific time periods for location tracking. Login/Logout Events: Alerts based on employee sign-ins and sign-outs are able to be received. GPS Enabled/Disabled Events: Create notifications for supervisors regarding any instances of workers turning off and on AT&T Workforce Manager s GPS Tracking feature while in the field. Only tracking while clocked in: AT&T Workforce Manager also has a feature for employee tracking to only begin once workers have punched in via their mobile devices. When staff members have clocked out after completing a shift, device tracking will cease. 36

37 AT&T Workforce Management ELD Solution Powered by VisTracks AT&T Workforce Manager s ELD solution is powered by VisTracks, an effective but easy-to-use tablet and smartphone-based service that is certified with the US Department of Transportation Federal Motor Carrier Safety Administration (FMCSA), with regulations for Electronic Logging Device (ELD) and vehicle inspections. 37

38 Features Fully FMCSA Certified Supports both ELD and AOBRD in same app Enhanced and Customized DVIR Inspections Slip Seat and Team Driving Offline support disconnected operation Two-way integration of portal edits with the device including full edit logging Fully integrated portal backend for driver dashboard at home office, feature rich, fully synchronized with tablet and all HOS product options Supports US, State and Canadian Rules even edge cases English, Spanish and French Language support Easy to use, minimal training required, on-screen documentation to minimize errors and support costs Easy to use administration tools for account, vehicle and driver management IFTA and DVIR included in the product price 38

39 How does it work? Get Connected View the Data Install Device Plug Device Into Vehicle JBUS or OBDII Port. Device establishes connection to vehicle ECM. Download VisTracks app on Smart Phone or Tablet. Login and pair to vehicle / device via Bluetooth. Be Compliant Go On Duty Record DVIR (optional). App will update driver duty status based on vehicle motion. Driver Log activity sent to the cloud. Logs and reports available within web portal for office personnel. Step 1 Step 2 Step 3 Step 4 39

40 Simply ELD CalAmp PT30 Ensure that your drivers are remaining compliant with Hours-of-Service (HoS) mandates, as established by the Federal Motor Carrier Safety Administration (FMCSA). Features J-Bus (J1939, J1708/J1587) and OBD-II compliant interfaces Integrated GPS engine and antenna Bluetooth Low Energy (BLE) wireless interface Large storage capacity for offline operations Works through smart device data plan no additional data plan required 40

41 Enhance ELD with Fleet Fleet Features GPS vehicle tracking 60 second ping tracking with breadcrumbs Record route history Find nearest vehicle Fleet usage dashboard Monitor driver behavior Monitor and reduce engine idling Reduce costs for fuel, payroll and maintenance Validate mileage reimbursement for employees Log important driving records automatically Simplify vehicle inspections and reduce inaccurate data CalAmp 4230 J-Bus (J1939, J1708/J1587) and OBD-II compliant interfaces* Integrated GPS engine and antenna Bluetooth Low Energy (BLE) wireless interface Large storage capacity for offline operations *Additional wiring required. 41

42 Ensure compliance with the ELD solutions FMCSA certified application GPS Fleet Tracking* ELD, Hours of Service, Customizable DVIR s & IFTA Support of Slip Seat and Team Driving Options and starter packs to get up and running right away Offline support data connectivity not required for up to date driver logs Plug and play device Simple to start, simple to use PT30 CalAmp 4230 ELD Hardware $125 $200 ELD Monthly Price $20 $20 WFM for Vehicle N/A $15 Fleet Data Plan N/A $2 Total Monthly Price $20 $37 Term None None *Requires CalAmp 4230 Fleet Device 42

43 AT&T Workforce Manager Voice Dispatch 43

44 AT&T Workforce Manager Voice Dispatch Voice Dispatch promotes transparency, accountability, and reliability. The software is designed to instantly improve communication in all business sectors, ultimately increasing productivity, while lowering operating expenses. Monitor employees on-the-go with location ping. Continuous view of workers, allowing for more effective dispatching with live GPS tracking Hold group discussions with up to 250 EPTT enabled devices Instantly see EPTT contacts and their availability via web portal Improve communication in all business sectors, ultimately increasing productivity, while lowering costs 44

45 Improve efficiency and continuity AT&T Workforce Manager Voice Dispatch Communicate with field workers directly from the workforce manager web portal: Additional features available in: Workforce Manager Mobile Forms Timekeeping Work Order Dispatching Intelligent Tracking Messaging Adding Enhanced Push-to-Talk allows companies these capabilities: Connect people in the office to the people they need in the field Collaborate with nearly anyone, anywhere one-to-one or oneto-many, with just one click Make your workforce more productive and more effective Management made smart, simple, and easy with Integrated Voice Dispatch Ease of use with a single platform See near real time locations on a map (using Intelligent Tracking) 45

46 View contacts, administer customized groups, and view call history in one location. Quickly view the status of employees; green (Available), red (Do not Disturb) and gray (Offline). 46

47 AT&T Workforce Manager Voice Dispatch Offered as a standalone module or used along with any mobile resource management tiers Voice Dispatch - $10 per month Live GPS Tracking enables dispatchers to have continuous view of workers, allowing for more effective dispatching Hold group discussions with up to 250 enabled devices Instantly see contacts and their availability via web portal Monitor arrival and departure times, in addition to planned vs actual route utilization Geo-fence (virtual boundaries around landmarks, or other specified locations) provide workforce clarity and accountability Why Workforce Manager Voice Dispatch? Knowing employee location is only half the battle; successful businesses need a way to instantly communicate with their employees, regardless of their physical locations. Our application promotes transparency, accountability and reliability. Improve communication in all business sectors, ultimately increasing productivity while lowering operating expenses. GPS locations make it easier to follow employee activities during their shifts and ensure they work from the correct locations. Cut fuel costs and promote more effective dispatching SOC: ATTWFMVCD 47

48 Resources 48

49 Why AT&T Workforce Manager? Navigate around solution confusion Low start-up cost no setup fees Simple, self-serve cloud-based setup process means faster time to market. Extensive pre-built digital forms library. Simple customization of mobile forms based app modules. Standard and customizable reporting options Improve or automate communications Make faster, smarter decisions Have instant access to information Personalize the Encore web tool and mobile app with your own branding and logos Enable command chains and improve collaboration with Form Workflows Use APIs (orders, client/user, forms, and GPS) to integrate with third-party systems Communicate with multiple people at once using Group Messaging 49

50 Why sell AT&T Workforce Manager Get MORE Impactful business conversations with customers about their operation Ways to put smart devices and data plans to work Smart device, fleet and asset activations Revenue and commission Add on business from customers Helping you sell MORE Helping you make MORE 50

51 Workforce Manager Pricing Tiers Standard - $10 per month Enhanced - $15 per month Premium - $20 per month Add up to 5 form modules from predefined module library Collect data in the field Dispatch orders Basic infographics and charts for modules One free web user Manager App SOC: ATTWFMS 51 Intelligent Based Tracking Add-on - $5 (SOC:ATTWFMADD) Add up to 10 form modules from predefined module library Collect data in the field Dispatch Orders Basic infographics and charts for modules Customize existing modules Customize and build your own charts and graphs for your form modules Schedule reports to be ed to you automatically Customize your dispatch module and build your own services and status workflows Enhanced Filter capabilities in Dispatch (Filter down to quickly view unassigned, open, completed jobs, etc.) Manager App SOC: ATTWFME Unlimited modules form predefined module library Collect data in the field Dispatch orders Basic infographics and charts for modules API access Customize existing modules Customize and build your own charts and graphs for your form modules Schedule reports to be ed to you automatically Customize your dispatch module and build your own services and status workflows Enhanced filter capabilities in dispatch Premium dispatch functionality (Drag and drop dispatching, get driving directions on mobile device to orders) Manager App SOC: ATTWFMP

52 Leading questions to ask: Would it be helpful if you could locate the closest employee to a job/assignment in an instant? How do you locate your field employees in an emergency situation? How do you pay your employees? Would it be helpful to know not only when your field employees clocked in/out, but where they were when they did so? How beneficial would it be for your dispatcher to see the current status of each order in the field as it pertains to their workflow? Would it be of benefit if you could be sure that your field employees drive the most economical and efficient routes? Are you able to efficiently track inventory in vehicles? Do you need to collect information from employees in the field? Would a report that shows you time and location for each employee in the field benefit you? How do you keep track of your workers job site or client visits? Do you have a system in place? Do your field employees produce manual reports for management? Can you improve decision making by obtaining management reports in a near real-time manner? How are you retaining the historical information of paper documents? How long does it take for you to receive paperwork from the field? 52

53 Qualifying questions AT&T Workforce Manager for Vehicles: Do you have mobile workers who use company or personal vehicles for their daily tasks? Are your company vehicles returned to the office at the end of the day, or do they go home with employees? Has a company vehicle ever been stolen? How do you verify where your employees are throughout the day? Have you ever had issues with the driving behavior of your employees? i.e. been involved in an accident, received complaints about speeding, hard accelerating or hard decelerating? How important is safe driving to upper management? How much money do you spend on fuel per month? Would it benefit you to save at least 10% in fuel costs? AT&T Workforce Manager for Mobile Assets: Do you have mobile workers who use high-value mobile assets? Would your decision making and productivity improve if you knew where all of your trailers or mobile assets were in near real-time? Have you ever had a situation where you were not sure where a particular asset was located in the field? Do you currently know when mobile assets are misused? How often are there opportunities for your company where GPS tracking is part of the contract? How do you verify that your mobile assets are used continuously? Have you ever had a high-value asset stolen from a job site? If so, how did you get that piece of equipment back? AT&T Workforce Manager Voice Dispatch: Do you have mobile workers? Would your decision making and productivity improve if you knew where all of your employees were at all times? Have you ever had a situation where you needed to contact an entire team about the same issue? Do you provide a company phone and land mobile radio (LMR) to your mobile workers? Do you have mobile workers that you lose visibility of during working hours? Are currently looking for a cost effective alternative to traditional LMR? Do you have a mobile workforce that spans a larger territory than a traditional LMR network can support? Are your company vehicles returned to the office at the end of the day, or do they go home with employees? How much money do you spend on fuel per month? Would it benefit you to save at least 10% in fuel costs? Do you want a Push-to-Talk network that connects your existing two-way radio systems? 53

54 Frequently Asked Questions What is AT&T Workforce Manager, and how is it different from similar platforms? AT&T Workforce Manager is cost effective, cloud based, all-in-one intuitive software for managing employees How do I sign up or do I need to have an AT&T account? AT&T customers can register for account at: Yes, this does require a current AT&T account number Where do I log in? AT&T customers can log into their account at: What mobile devices/os work with this solution? AT&T Workforce Manager is compatible with Apple devices on ios version 5 or higher and Android devices on version 3.0 or higher How much does it cost? AT&T Workforce Manager has a simple pricing structure. No setup fee. Three tiers, standard $10, enhanced $15 and Premium $20. AT&T Workforce Manager for Vehicles $15, AT&T Workforce Manager for Mobile Assets $10, AT&T Workforce Manager Voice Dispatch $10 How do I change my subscription? The account owner has the ability to change the subscription level. AT&T will have a contact #/person/ to add/delete licenses and change subscription levels Do I need to download or install any software? AT&T Workforce Manager lives on cloud connection, customers can access their application from anywhere How long does AT&T Workforce Manager store my data? Customer data is stored for one year on the portal Is there a limit of how many users I can have in a tier? An unlimited amount of users can exist under each tier 54

55 Sample Discovery Questions Highlighted Feature: TIMEKEEPING Phase I Understanding the Business Process: Can you walk me through the process of how your employees record their time today? (Manual clock in/clock out on a time clock, writing it down etc.?) Can you walk me through what happens with the time keeping information once it s received in the office? (Follow-up questions after this: How is the time tabulated for payroll? Where/how are you storing the information for record keeping? What issues have you encountered with this current process and what impact does this process have on your current operations) Phase II Uncovering the Business Challenges: How are you currently staying on top of overtime for your staff? What are some concerns with your current time keeping process? (When concerns are given by the client, follow-up by asking what kind of impact does that have on processing the time keeping for payroll? Then place a value or dollar amount, to that impact. They may respond by saying payroll is being done last minute, inaccurate pay checks, overtime hours for the folks processing the payroll etc.) Do your employees come to the office to clock in? Have you ever thought about having them go straight to the job site to start their day, instead of the office, to help increase productivity? Phase III Understanding the Buying Criteria: What kind of information do you have your employees record/document when they clock in and out? (Follow-up question: How are you using that information? What kind business impacting decisions are you able to make with this information? (E.g. job codes, project phase information, client name, type of work being done etc.) Something as little as 15 minutes per employee per day can impact your bottom line if the time is incorrect? (That s more than an hour per employee per week). If an hourly wage is $15/hour, that s $15 X 20 employees equals $ weekly we can save by implementing this solution. 55

56 Sample Discovery Questions Highlighted Feature: WIRELESS FORMS Phase I Understanding the Business Process: Walk me through the process of how your employees fill out documents today? (Time sheets, work orders, surveys, etc.) Are any of your documents customer facing? What kind of data is being captured on those documents? Any signatures, photos, notes etc.? What is your internal process with the paperwork as it s received from the field? (Processing an invoice, sending a bill to a client etc.) Phase II Uncovering the Business Challenges: What kind of impact does it have on your operations if paperwork is turned in late, incomplete, is hard to read or lost and never makes it to the office? (Chasing down the employee for the missing information, delaying processing of the data internally, including billing or invoicing) How are you retaining the historical information of these paper documents? (File cabinet, scanning it into a PDF for storage, manual keying it into a software application for storage). Do you purge your historical data at some point or keep it forever? If so, what is the standard time frame? Phase III Understanding the Buying Criteria: How long does it take for you to receive paperwork from the field? (Hours, days, weeks) If you were able to get form information from the field in near real time, what impact could you see that having on your business? How do you currently evaluate trends and measure progress? How much you are spending in paper and printing costs annually? [This is your immediate ROI] How many documents would you say each employee is filling out per day and how much time is it taking them typically to fill out this paperwork? 56

57 Sample Discovery Questions Highlighted Feature: DISPATCH Phase I Understanding the Business Process: Can you walk me through a typically day of your remote employees who are given job assignments? What type of information are you collecting from the employees when they complete a job, and how is that information recorded (paper, phone call, )? Are your jobs typically one man assignments or crew assignments? Are these jobs scheduled and planned out in advance or same day? Can a job last longer than a day? If so, how are you staying on top of the progress of those jobs to ensure they are being completed? Phase II Uncovering the Business Challenges: How do the employees notify the dispatcher that a job is completed? Is there paperwork that needs to be filled out during or after a job is completed? What impact does is have on your business operations if job tickets are lost, hard to read, or incomplete? How do you locate your remote employees to deal with on-the-fly job requests in determining who gets that assignment? What concerns do you have with your current way of dispatching job assignments? Phase III Understanding the Buying Criteria: How beneficial would it be for your dispatcher to see the current status of each job in the field as it pertains to their work flow? How many jobs per day would you say your employees are completing on average? (what kind of positive impact would it have on your bottom line if you could just increase one two jobs per week?) How much are you spending annually on paper for the job tickets that are created? If the fuel used during windshield time in going from one job to the next, was reduced by 10%-15%, what kind of impact can you see that having on your bottom line? How much are you currently spending in fuel? 57

58 Sample Discovery Questions Highlighted Feature: FLEET Phase I Understanding the Business Process: Do your vehicles come back to the office at the end of the day or do the employees take the vehicles home? How are you staying on top of the maintenance that is needed for the vehicles in your fleet to ensure they stay on the road? Do all the vehicles in your fleet perform the same type of function or do you have certain vehicles for certain jobs? If so, how do you keep on top of where those vehicles are located at all times? How are you monitoring the locations of your fleet? Phase II Uncovering the Business Challenges: Why are you looking at GPS tracking? What issues do you feel you re having with your fleet today? If you were able to see where your fleet is at all times even when you are not in the office, what are some things you could do with that type of data? How are you enforcing any rules or standards for idling? Gases prices are rising and overhead costs are continually increasing. What are some things you have in place now to help decrease those costs? How valuable would it be to provide a faster turnaround time to your customers? What impact can a downed vehicle in your fleet, have on your business? Phase III Understanding the Buying Criteria: How much are you spending each month in fuel? (industry average shows fleet tracking can reduce your fuel expenses by up to 15%) Have you considered the safety aspect of being able to curb potentially bad driving habits of your employees? (less wear and tear on the vehicles) Can you see where gaining near real time insight into the daily working of your fleet can help you become proactive in decision making instead of reactive? 58

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60 Customer Engagement 1. QUALIFY YOUR OPPORTUNITY 2. UTILIZE OUR RESOURCES 3. ENGAGE OUR TEAM IN THE CONVERSATION Ask customers how they are currently dispatching and collecting AT&T Workforce Manager Website data from the field? AT&T Workforce Manager Seller Portal How does your company Customer Presentations, Product Briefs, FAQ, distribute work orders or dispatch jobs to mobile employees? Are they conducting inspections for safety & compliance? How do your workers clock in and clock out, does it create additional expenses? etc. OIL TEAM.US AT&T Workforce Manager Territory Map Hoss Parandeh Andrew Bickers Vice President of Sales AT&T Project Manager

61 More Resources Sites For more information or questions or materials Main application landing page - AT&TWFM Sales Resources - AT&TWFM Training Site

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