Services - Warp Systems

Telstra Supply Agreement 

Rugged Mobile Data Devices 

Sales / Technical Workshop 

22 June 2009

Workshop Agenda 

• Subsidy Offers 

• Competitive Positioning 

• Warp Value Added Services 

• Telstra Web Portal 

• Sales Engagement Tools 

• Technical Brief if 

Commercial in Confidence Toll free: 1800 686 890



Telstra Exclusive Supplier Agreement 

• Contract signed Australia & New Zealand market 

coverage for EMS rugged devices. Mobile data 

devices –targeting commercial business 

applications. 

1. Equipment: 

• M3 X 3 Subsidy Offers. 

• New products –2010. 

• Accessories. 

• Portable Printers. 

2. Delivery Services – Asset registration, Staging 

and Application Loading. 

3. Lifecycle Services – Hardware Maintenance and 

Integrated Support Services under SLA’s. 

4. Adoption of other Rugged Data Devices & 

Technologies: 

1. Motion Tablets – Posted on our website. 

2. ETM Telemetry Devices – Ongoing 

discussions. 


4 Pillars of Value from Warp 

Supply Chain 

Management 

Inventory levels 

• Forecasting 

• Supply Chain 

Visibility 

Kits & 

Bundles: 

•Complex 

Configs 

•Market specific 

• Relevant 

•Ease of ordering 

• Succession 

planning 

Commercial in Confidence Toll free: 1800 686 890 

Services: 

• Device Staging 

•SIM 

Provisioning 

•DOA 

• Application 

i 

Loading 

• Asset 

Registration 

• Image 

Profiling 

Lifecycle 

Management: 

• Maintenance 

• Aligned Services 

•Tier 3 Support 

• Alignment with 

Telstra Services

Approach 

• Moto and Intermec selling directly and fulfilling 

through resellers who invoice. No commitment to ROI. 

• Moto does not underwrite their resellers. 

• Pi Price point positioning ii i now with ih FR68 and CN50 

being used as low cost alternatives to MC75 & CN4. 

• Split the sale into hardware, software decision i and 

network provider –pitch high cost of prime. 

• Moto focus on attaching SFS to every sale and provide 

additional incentives for resellers to maintain high 

attach rates. 


Comparison at glance 

Specification 

M3 Mobile Motorola Intermec Psion 

M3 SKY MC75 MC70 CN3 ikon 

Design 

OS 

CPU 

Windows Mobile 5.0 

(6.1 free upgrade Q1 '09) 

PXA-270(520 MHz) 

(624Mhz upgrade H1 '09) 

Windows Mobile 6.0 Windows Mobile 5.0 Windows Mobile 5.0 

Windows CE 5.0 

Windows Mobile 6.0 

PXA-270(624MHz) PXA-270(624 MHz) PXA-270(520 MHz) PXA-270(624MHz) 

System 

Memory 

RAM 128MB – 512MB 256MB 64MB(128MB) 128MB 128MB 

ROM 128MB(256MB) 128MB 128MB 256MB 128MB 

LCD 3.5”, QVGA, 65K Colors 3.5", VGA 3.5", QVGA, 65K Colors 3.5", QVGA, 64K Colors 3.7", VGA 

Dimension 78.6 x 163.5 x 24.9mm 84 x 152,4 x 44mm 76 x 153 x 37 81 x 160 x 33mm 81 x 160 x 45mm 

Weight 320g 452g 314g ~ 336g 397g ~ 454g 450g 

Battery Lithium Ion 2,200mAh Lithium Ion 4500mAh 

Std. : Lithium Ion 1,900mAh 

Extd. : Lithium Ion 3,800mAh 

Std. : Li-ion 2,200mAh 

Extd. : Li-ion 4,000mAh 

Li - ion 5,000mAh 

WLAN 802.11 b/g 802.11a/b/g 802.11a/b/g 802.11b/g 802.11 b/g 

Bluetooth Ver 2.0 Class 2 Yes Yes Yes Yes 

Option 

Sealing 

Scanner 1D/2D 1D/2D 1D/2D 1D/2D 1D/2D 

Camera 2.0MPixel, Flash, AF 2.0MPixel, Flash, AF Black/White Camera 2.0MPixel, Flash 2.0Mpixel, Fixed Focus 

GPS 

Built-in + External Cup for 

cradle + Antenna 

A-GPS Built-in No Yes Yes 

RFID Built-in No No No No 

Drop test 1.5m 1.2m 1.2m 1.5m 1.5m 

IP IP65 IP54 IP54 IP54 IP65

Recommended Sales Engagement 

Present the M3 – DO NOT DROP SHIP 

•Perform initial software review 

•Qualify objectives of trial 

•Perform Ride Along 

IT Support Meeting –Value Prop 

•Network Management & Support Planning 

• Access to their network 

•Security profile 

Rollout Planning –Value Prop 

• Dedicated Support Resources 

• Application Staging & Lockdown 

•Remote Troubleshooting 


M3 Positioning ‐ $900, $1100 or $1375 

Strengths 

Competitor Pitch 

• Only rugged device to achieve 

• M3 Mobile bl Brand 

subsidy –12 month process 

• Lack of Qwerty KB 

including mods for certification 

• Rlti l • Lightweight design & 

Relatively new device 

ergonomics 

• Local References 

• Flexible Configurations 

• Telstra Value Wrap and 

• Services designed to 

Bundled Pricing vs Direct 

compliment subsidy models and Manufacturer selling and 

leverage durability 

split software bids. 

• Telstra kits & accessories • Telstra relationship 

• Value Added services 

• Experience & Capabilities bl 


Moto MC75 ‐ 

Strengths 

• Brand 

• Perceived durability 

• Proven performance 

• Qwerty KB 

• Moto Price Exception 

• Installations 

• Battery Capacity. 

• Performance 

$1800 to $2500 

Weaknesses 

• Heavier 

• Larger Form Factor 

• Older technology ‐ screen 

• Small confusing keys 

• Lower durability specification 

• High failure rate – battery 

mechanism / durability 

• 12 month warranty 

• Channel Conflict –multiple 

resellers 

• Long Lead time / EOL 


Moto FR68 ‐ $1500 ‐ $2100 

Strengths 

• Fast processor and memory 

• Stylish & attractive unit 

• Small footprint t 2.8” screen 

• Qwerty KB 

• Low price point ‐ $1800 

• Positioning certification 

• Positioning comprehensive 

coverage on service. 

Weaknesses 

• Chinese Manufacturer 

• New release –no customers 

• 2.8” screen –3.5” screen 

• Very small keys. 

• Very low durability spec – 

built to a price. 

• No certification – tri band 

radio. 

• Only released for Asian 

market. 


CN50‐ $1300 ‐ $1900 

Strengths 

• Slightly l smaller –1cm shorter 

• Stylish & attractive unit 

• Small footprint 3.5” screen 

• Numeric & Qwerty KB 

• Low price point ‐ $1500 

• Positioning certification 

• 12 Channel GPS & Digital 

Compass. 

• 3.2 Megapixel Camera 

• 1.5mtr drop specification 

Weaknesses 

• 528 MHz Processor 

• IP54 Sealing Specification 

• New release –no customers 

• Very small keys. 

• Direct drop ship from 

Manufacturer. 

• No certification or committed 

time line 

• Intermec has a history of 

poor service performance. 


Lead with Basic Service 

Compliments Subsidy 

Leverages M3 Strengths 

Affordable Service 

Right Level of Service 

COVERAGE WARRANTY BASIC BUSINESS PREMIUM Warranty Bronze Silver Gold 

MANAGED SERVICE 

Call Logging & Monitoring 

TERM 

SLA 

(Same/Next day shipment of replacement) [2] 

VALUE ADDED TELSTRA SERVICES 

M3 

MC75 

Manufacturer Defects Only x x x 

Covers Normal Wear and Tear ‐ Comprehensive x x x x x 

Includes Materials, Part, Labour x x x x x x 

Coverage of Screen Damage due to Wear and Tear x x x x x 

Replacements from Spares pool [5] x x x x x 

Wilful Damage Exclusion x x x x x x x x 

4 Hour Call Back Response x x 

1 Hour Call Back Response x x x x 

Problem diagnosis & triarge x x x x x 

1 year Coverage [3] x 

2 year Coverage [3] x x x 

3 year Coverage [3] x x x x 

10 day Turnaround [1] ‐ Estimated not committed x x 

5 day Turnaround [1] x 

3 day Turnaround [1] x x 

Express Turnaround 

x x x 

Mandated Hardware Staging [4] x x x 

Application loading and configuration [4] x x x 

Asset Identification and Management x x x 

Customer Specific Image Profile & Management x x x 

Service M3 Motorola 

Period 2 years 3 years 

Coverage 

Price 

Positioning 

Manufacturer 

Defects 

Lower TCO 

Comprehensive 

With exclusion 

Higher 

Vl Value Addedd YES 

NO 

Services 

Call Support & YES 

Triage 

NO 


Business & Premium Service 

Competes head on with Moto 

Business for high volume 

Premium> 500 units 

Demanding SLA 

COVERAGE WARRANTY BASIC BUSINESS PREMIUM Warranty Bronze Silver Gold 

MANAGED SERVICE 

Call Logging & Monitoring 

TERM 

SLA 

(Same/Next day shipment of replacement) [2] 

VALUE ADDED TELSTRA SERVICES 

M3 

MC75 

Manufacturer Defects Only x x x 

Covers Normal Wear and Tear ‐ Comprehensive x x x x x 

Includes Materials, Part, Labour x x x x x x 

Coverage of Screen Damage due to Wear and Tear x x x x x 

Replacements from Spares pool [5] x x x x x 

Wilful Damage Exclusion x x x x x x x x 

4 Hour Call Back Response x x 

1 Hour Call Back Response x x x x 

Problem diagnosis & triarge x x x x x 

1 year Coverage [3] x 

2 year Coverage [3] x x x 

3 year Coverage [3] x x x x 

10 day Turnaround [1] ‐ Estimated not committed x x 

5 day Turnaround [1] x 

3 day Turnaround [1] x x 

Express Turnaround 

x x x 

Mandated Hardware Staging [4] x x x 

Application loading and configuration [4] x x x 

Asset Identification and Management x x x 

Customer Specific Image Profile & Management x x x 

Service Business Premium 

Period 2 years Custom 

Coverage Comp / Excl. Comp / Excl 

SLA 3 day in depot Same / Next day 

Value Added YES YES 


Call Support & YES 

YES 

Triage 

Spares Pool Shared Dedicated 


Customer Details 

Customer Name Signature 

Customer Contact Tel +61 2 9894 3240 

Delivery Address Unit 12/10 Gladstone Road 

Castle Hill 

NSW 2154 

Att: Glenn Harris 

Customer email glenn.harris@signaturesecurity.com.au 

Expected Del Date 

Order Volume 34 

Device Bundle Selected 

Ruggedised Device Provisioning Request - Subsidy $ 59 TMB Plan 

Request Details 

Connectivity Requirements 

M3 Mobile Basic Kit APN Connection Yes Application Loading Yes 

M3 Mobile Camera Kit Yes APN Address see Arun project manager Basic Service Yes 

M3 Mobile Scan Kit 

Business 

Motorola AN MC75 Kit 

Premium Service 

Motorola QWT MC75 Kit 

This form is to be sent to Shane Myers on shane.myers@team.telstra.com for all VIC, SA and WA Customers 

This form is to be sent to Claude Khoury on claude.khoury@team.telstra.com for all QLD, ACT and NSW Customers 

For any queries contact Shane Myers on 03 8647 0565 

Telstra Ac 

TRN 

MAXIM Op 

MICA Acco 

MAS Conta 

Service Contract Selected 

Order processing and timings 

1. Telstra Order Confirmation 

2. Warp Receipt of Order – 1 day 

3. Application loading process – 2 

weeks 

4. Estimated delivery schedule for 

hardware – 1 week. 

eta@warp.com.au 

5. Lead times range from ex stock 

to 5 weeks from order. 

6. Staging process – 20 to 50 units 

per day. 

7. Warp Asset Registration & 

Profiling. 

8. Delivery confirmation –order 

tracking on web portal 

• Visit www.warp.com.au 

• Login to Telstra Portal. 

• Position lead time to 

qualify project 6 weeks. 

• Schedule Service Review 

• Position Staging & App 

Loading meeting. 


Unique Value Added Services 

Automatic Registration on 

connection. 

Maintains unique IMEI & Serial 

information. 

Monitors critical Hardware 

components. 

Integrates with Telstra T2 Service 

Position 

Repair logging & history 

Maintains unique device image 

and profile for return repairs. 

Assigns staging and testing 

procedure for return repairs. 


Engaging Warp Service 

1. Client Contacts Telstra 

Tier 2 Service. 

2. Telstra Support Triage 

and confirm M3 failure 

3. Telstra contact Warp 

T3 Service –confirm 

fault. 

4. M3 Service option 

instigated t – Repair 

form sent with unit. 

www.warp.com.auwarp au 

• 1 hour call response 

return time. 

• SLA from contract – 5, 3 

or same/next day. 

• Customer funds inbound 

freight. 

• Warp covers return 

freight. 

• Asset Tracking & call 

history. 


Thank you 

Colin McGill 

Account Director – Telstra 

Call – 03 9375 8613 or 0427 866 274 

Graeme Killeen 

Technical Manager – Telstra 

Call – 03 9375 8607 or 0418 807 862 

WarpSystems 

Warp Systems Pty Ltd direct: +61 3 9375 8613 

317 Pascoe Vale Road mobile: 0427 866 274 

Essendon, 3040 facsimile: +61 3 9374 4544 

Victoria, Australia 

email: cmcgill@warp.com.au 

website: www.warp.com.au 


Background 

HISTORY 

TARGET 

MARKETS 

Korean company Mobilecompia setup in 

2000 and released the M3 in late 2005. 

Warp introduced M3 to Australian Market 

in 2006. 

•Transport and Logistics 

•Field Service & Field Sales 

•Government – Utilities and Protective 


•Healthcare 

NEWS 

M3 Mobile secures competitive wins 

20,000 devices Coway China 

23,000 devices SF Express Logistics 

1,100 devices Carrefour retail 

700 devices China Police 

7,000 devices Korean Post 

Current Capacity 20,000/mth

Australian and International 

References 

• Victrack – 900+ devices 

delivered of 3000+ 

• Signature Security – 

Remote monitoring 

• Norfolk Group – 

Recently moved from 

Moto to M3 following 

initial rollout. Required 

more durability 

• Bonds Couriers – 120+ 

POD application. 

• Coca Cola – Route 

Accounting. 

• Korean Police 

• Fd Fedex‐ POD 

• Companies actively 

trialling include 

Bunnings, Ceva 

Logistics, KONE 


Main Features – M3 Telstra HSDPA 

CPU 

- Intel X-scale PXA-270, 520MHz 

(624MHz, H1 ‘09) 

- High speed data processing 

O/S 

- WIN CE. NET 4.2 / 5.0 , WIN MOBILE 5.0 

(WM 6.1 upgrade Q1 2009) 

- Stability and Reliability proved 

through various industrial fields. 

- Customized OS 

Design / Ruggedness 

- Light & slim design (320g including battery) 

- IP65 rated sealing / 1.5m drop 

MEMORY 

- ROM : 256MB 

- RAM : 128MB 

Expansion 

- Compact Flash Slot (Mini SD) 

- Security Digital Slot 

LCD 

- 260K Color TFT LCD 

- 240 x 320, QVGA, 3.5” Screen 

KEY PAD 

- Easy data entry (Alpha-numeric) 

- Various input method

Configurability of Telstra M3 NextG 

WWAN 

WLAN 

- 3G(HSDPA) 

- Siemens module (HC-25) 

- Built-in GPS(Surf-III) 

SCANNER 

- 802.11b/g w/ all security level 

- Up to 54Mbps data TR/RV 

- 4 different scanner options 

(2 laser, 1 CCD, 1 2D imager) 

- All Std. 1D/2D, OCR & GS1 

CAMERA 

RFID 

- Built-in in Color Camera 

- 2.0 mega pixel (Auto Focus) 

Bluetooth 

- HF (13.56Mhz) built-in 

- ISO14443 / ISO15693 

- Up to 3inch(8cm) upon tag 

- Bluetooth th version 2.0 

- Class 2 : up to 10m

Key Differentiators 

IP65 

Torrential direct rain 

Highest sealing against 

dust and foreign 

particles 

Lowers TCO 

Improves customer 

retention 


Key Differentiators 

Durability 

1.5 Mtr Multiple drops to 

all sides across all temps 

Lighter g –up to 30% than 

major competitors 

Ergonomics 

Slimmest model in the 

market today 

Smallest form factor of the 

fully integrated rugged 

devices. 


Accessories 

All-in-1 single slot cradle plus 

extra battery charging 

ALSO AVAILABLE 

•4Slot tCradle (Ethernet) t) 

•Vehicle Mount with GPS antenna with 

external GPS puck. 

•Trigger Handle – Easy snap on / off 

option 

•Fabric/Leather Holster – spare battery 

carry 

•Vehicle Cradle with GPS option for 

M3 or onboard integrated. MC75 does 

not have GPS cradle or external 

antenna option.

Recap 

CPU: 520MHz VS 624MHz – 624MHz Processor due Mar 09 for M3. Same performance. 

Also providing 128MB RAM and 256M ROM as standard in future shipments of M3. 

Compared to 128MB RAM and ROM in MC75. 

Operating System: WinCE 4.2, WM5.x, WM6.X Mar 09 as opposed to the MC75’s WM6.0 

and 6.1 (Charge to Upgrade) – WM 6.0 & 6.1 due March 31 st , 2009 for M3 (Free Upgrade). 

Memory: 128MB – 512MB RAM option. The MC75 is released with 128MB memory option 

Battery: No extended battery option – only a 2000mAh (+200mAh backup) option. 2200mAh 

70% cycle time of MC75 even though much smaller battery. Fatback on MC75 has a major 

impact on ergonomics, weight and durability (battery door mechanism is prone to breakage). 

Microphone: No input microphone on the M3 device. No PTT capability. BT support for 

external devices. 

Vibrating Alert: Is not supported on the M3 previous models it is on WM 5.0 / HSDPA version 

for Telstra 

Management: No MSP style product – SOTI runs on the M3. 

VS 


M3 Vs MC75 

Card Slots: MiniSD card slot which only supports memory cards compared to the SDIO slot on 

the MC75 which will also support IO cards such as RFID cards – M3 supports RFID as a 

daughter board to maintain durability spec. 

X Configurations: Promising infinite configurations based on a modular design; however, if these 

are not truly “modular” designs like the MC9000 keypad then lead times will be longer and stock 

levels will be higher – M3 lead times 4 weeks avg for large orders / MC75 8 to 12 weeks for large 

orders. 

Service Capability: How scalable, consistent and flexible is support compared with Symbol 

centralised theatre support centres – Warp service model with Telstra is the same for MC75 and 

M3. 

WLAN: No support for 802.11a – irrelevant for HSDPA. 

VS

Tlt Telstra Rugged dDevices M3 Next tG 

CPU 

- Intel X-scale PXA-255, 400MHz / 520MHz 

- High- speed ddata processing 

O/S 

- Windows Mobile 5.0 

Free Upgrade to 6.1 Mar 09. 

- Proven Stability and Reliability 

through various industrial fields. 

- Customized OS supports 

Design / Ruggedness 

- Light & slim design (250g) 

- IP64 rated sealing / 1.5m drop spec 

MEMORY 

- 128 MB ROM 

- 128 – 512MB RAM 

Expansion 

- Mini SD 

LCD 

- 65K Color TFT LCD 

- 240 x 320, 3.5” Touch Screen 

KEY PAD 

- Easy data entry (Alpha-numeric) 


M3 Features & Functions 

WWAN 

- Real Time Information 

- Improved Visibility 

- Better Decision Making 

-Improved responsiveness 

- Reduced downtime for staff 

SCANNER 

- Accurate One time Capture 

- Reduced Time & Labor 

- Improved Inventory Accuracy 

- Better Customer Service 

WLAN 

CAMERA 

Bluetooth 

th 

- Real Time local visibility 

- Resource visibility 

- Improved OH&S tracking 

- Proof Of Quality 

- Incident Management 

- Improved Service Descriptions 

- Extends capabilities 

- Increases functions 

- Accurate Recording of 

invoices at Point of 

Activity 


M3 Detailed Specifications

Services - Warp Systems

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