Solution Sales Training 2020 be seen be heard bAlert Critical - - PowerPoint PPT Presentation

be seen be heard bAlert

Solution Sales Training 2020

Critical Communication Cycle

Critical Event Occurs

Community members alert authorities with Communication continues as community members & first responders can keep sending crucial updates to each other Accurate location information is sent

First Responders Deploy Critical Communication Cycle

Physical panic buttons for lanyards & keychains

Bluetooth Panic Buttons

Installed on desktops, laptops & tablets

Computer Panic Buttons

Authorities send critical updates back to the community

Mass Notification system Mobile Safety App

A Blue Light Tower in everyone’s pocket

Blue Light Tower

In parking lots, garages and walking paths

Personal Safety & Mass Notification Solution

Cloud Based

• Deployed with no additional hardware
• Accessed from any internet-enabled device

be seen - be heard - bAlert

Indoor Positioning System

IPS is unprecedented location technology utilized by the Computer Panic Buttons, Mobile Safety App, and Bluetooth Panic Buttons to help locate someone signaling for emergency assistance. IPS can locate a panic button signal down to the floor and room number, even if the person who activated it is on the move. Uses existing Wi-Fi Access Points to obtain an accurate location (no hardware). IPS was independently tested by NIST (The National Institute of Standards and Technology) in 2017, which found its location accuracy to far exceed FCC location requirements through 2021. be connected be secure bAlert be ready be confident bAlert be mobile be aware bAlert Providing end-to-end protection when a critical event strikes.

Indoor Positioning System

Indoor Positioning System FAQ’s

Q: How is IPS set-up?

A: Complete and upload the template contained within the portal: access point location and BSSID of that access point.

Q: What is a BSSID?

A: Unique identifier that all Wi-Fi access points have.

Q: How accurate will IPS be in my organization?

A: That depends on the density of the Wi-Fi network. Most mid to large size organizations can expect between 2-4 room level access.

Q: If I can’t access this data, should we still buy the app?

A: Yes, the data can be gathered at any time (it’s not required to launch the app) and the apps other benefits can still be received.

Mobile Safety App

be mobile be aware bAlert

Mobile Safety App

be mobile be aware bAlert

Emergency Slider – Places call to First Responders Geofences – Virtual Boundary Areas on Campus

• Within geofence
• Two-way communication with First Responders
• Important info sent to Portal
• Text or call sent to Emergency Response Team
• Outside geofence
• Calls 911 establishes two-way communication

Mobile Safet App Features

• Up to nine different features and functions
• Free to download and use by community members
• Available on iOS and Android devices

Mobile Safety App

be mobile be aware bAlert

Anonymous Tip – Send text and attach photos or videos See Something, Say Something

• Can choose to send anonymously
• Appears in bAlert Portal & can be forwarded to email address
• First Responders can respond with tip submitter via text

Mobile Safety App Features

Mobile Safety App

be mobile be aware bAlert

Safe Walk – Set a timer for duration of an activity Safety Timer

• Sends SMS Msg with location tracking to contacts
• When activity is complete enter secure pin to cancel
• Emergency contacts can proactively track user
• If timer expires up to 5 emergency contacts are notified
• Does not appear in bAlert Portal

Mobile Safety App Features

Mobile Safety App

be mobile be aware bAlert

Campus Locator – Identify physical location of assets, etc. Features

• Weather Shelters
• Locate Blue Light Towers on property
• Location of defibrillators
• Map bus stop locations
• Identify construction traffic or road closures

Mobile Safety App Features

Mobile Safety App

be mobile be aware bAlert

Resources – Keeps everyone in community informed Features

• Easy access to emergency procedures, calendars & documents
• Upload documents to bAlert Portal as file or URL
• Instantly available to Mobile Safety App
• Can create categories to locate documents easier
• No limit on amount of resources

Mobile Safety App Features

Mobile Safety App

be mobile be aware bAlert

Non-Emergency – Places call to Maintenance Garage Application

• Assistance with flat tire
• Battery dead need a jump
• Report a non-emergency situation

(123) 456-7890

Mobile Safety App Features

Q: What happens if thee App user does not allow access to location services? A: The App cannot determine if a person is within a geofence and thus, it prompts the user to call 911. Q: Does the App allow First Responders to track users anytime? A: No. App users must signal for assistance before tracking starts. Q: Does the App track locations when the panic button is pressed? A: Yes, the App will continue to track locations until First Responders signal the incident is over.

Mobile Safety App FAQ’s

Mobile Safety App

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Computer Panic Buttons

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Computer Panic Button

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Icon or Hotkeys – Activate by double clicking icon or use hotkeys Activation

• Information sent to Portal and Emergency Response Team
• Sent via call or text
• Includes the location of the panic signal
• Up to 4 customized incidents types can be selected
• First Responders mobilize to user’s precise location
• Can configure discrete mode to “greyed out” icon once activated

ALT Backspace

Computer Panic Button Features

More Discrete! Clients are choosing CPBs are a discreet software panic button that can easily be installed on desktops, laptops and tablet devices.

Remotely managed and updated! CPBs are downloaded, installed, tested and repaired from the cloud… and software updates are automatic. Cost savings! CPBs provide the client with complete coverage potential allowing them to protect their community affordably (an alternative to traditional ‘bank-style’ hardwired panic buttons). Easier to test! Traditional buttons are extremely labor intensive to test. The connectivity of CPB’s is available in the portal 24/7/365 Better Information! Using the tiles, safety forces have a much better idea of the situation before they arrive on scene.

Configurable communication! Admins have a virtually limitless variety

• f communication options to activate

when the CPB is used.

Computer Panic Buttons vs. “bank style” Buttons Clients are Choosing CPB’s because:

be connected be secure bAlert

Computer Panic Button

Q: Can CPB’s be installed on laptops? If so, will they report the correct location when activated? A: Yes. Unlike traditional panic buttons, CPB’s also use HIPS and, as long as access point information has been preconfigured into the system, will report the real-time location of an activation, not just the persons office. Q: Are the incident type ‘Tiles’ configurable? A: Yes. Each client can configure the incident type and image associated with the tiles to best match the most common situations in their environment. Q: When installed, does the program auto run or do people logging into the computer need to run it each time? A: The CPB auto runs on login, restart and bootup, so users don’t need to remember to start the application.

Computer Panic Buttons FAQ’s

be connected be secure bAlert

Computer Panic Button

Q: Does the computer panic button record video when it’s activated? A: Not at this point. The potential HIPAA ramifications need to be fully considered within healthcare and certain university settings. Q: Are CPB’s available for Mac and PC? Are there any technical requirements that need to be considered? A: Yes, CPB’s are available for Mac and PC (Mac version in beta). PC Deployments require a minimum OS of Windows 7 and minimum .NET Framework of 4.7.1. Mac deployments require a minimum OS of OSX 10.11 Q: How does an account setup their CPB’s? A: They simply need to download the software from the portal. Q: Can the CPB’s receive information (in addition to sending it)? A: Yes. Purchased with the mass notification system, screen takeovers are a supported method of sending.

Computer Panic Buttons FAQ’s

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Computer Panic Button

Bluetooth Panic Buttons

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Bluetooth Panic Button

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Physical Buttons – Attaches to lanyards, keychain, clothing or desk Application

• Quickest way for user to signal for emergency assistance
• Double click contacts institutions First Responder same as emergency slider
• First Responders mobilize to user’s precise location for desktop
• If mobile device is used will track location of someone on the move
• Connects via Bluetooth to desktop, tablet or smart phone
• Requires an MSA or CBP license
• Water resistant and powered by a lithium battery

Bluetooth Panic Button Features

Intelligent Call Routing

Many organizations prefer to deal with life safety matters internally, especially if they have their

• wn security personnel. If all calls are directly made to 911, the situation is no longer within their
• control. bAlert’s intelligent call routing capabilities enable that control.

Emergency Response Teams

Teams will receive a text or automated call with user information (including location) when a panic button is activated from within a Geofence.

Typical team members include:

• Officers patrolling the campus or facility
• Chiefs of police (who are not always in the command center but want to be informed)
• Persons who are stationed close to an area

Bluetooth Panic Button

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Bluetooth Panic Button Features

Q: Does the BPB need to be paired with a phone? Q: What is the range of the Bluetooth connection? Q: What happens if Bluetooth is turned off at the time of activation? Q: Can battery life and buttons in the field be monitored? Q: Can a device be paired with more then 1 BSB? A: Yes, the pairing takes place within the Mobile Safety App. Thus, the phone must also have the mobile safety app installed. A: This depends on environmental factors such as walls and building materials. Generally, within 75 feet of the phone is safe. A: The BPB makes a specific noise, so users know their activation has not reached safety

• forces. Note: the app sends a push notification

to users if they have force closed the app or turned Bluetooth off. A: Yes. This information is available in the portal A: Yes. You can pair up to 5 BSB’s with 1 device Q: Can institutions brand the BSB’s with their logo? A: Yes, minimum order quantity of 200 is required.

Bluetooth Panic Button

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Bluetooth Panic Button FAQ’s

Blue Light Tower Integration

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Blue Light Tower Integration

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Notification & Warning – Can send notification or receive warnings Activation

• Emergency button activation will appear on bAlert Portal
• Mass Notification will be broadcast through WEBS enabled tower
• Camera will display on bAlert Portal when emergency button is activated
• When a Mobile Safety App is activated it will turn on closest Blue Light

Tower camera

Blue Light Tower Integration Features

Mass Notification System (MNS)

be notified be informed bAlert

Mass Notification System

be notified be informed bAlert

Mass Notification – Send targeted alerts to any number of groups Methods of Sending

• Can send from any device anywhere in the world
• Can send to 11 different platforms
• Community feedback board provides 2-way communications

Mass Notification System Features

Methods of Sending

be ready be confident bAlert

Mass Notification System

SMS (Text): Sends a text message Phone Call: Sends a robocall with the message contents Email: Sends an email alert RSS Feed: Posts to one or more webpages App Alert: Sends push notifications to registered MSA users Computer Alert: Sends a screen takeover alert to CPB equipped devices CAP Alert: Displayed on CCTV, heard on loudspeakers and other CAP devices Facebook: Posts to one or more Facebook pages Twitter: Tweets to one or more Twitter accounts WebHook: Initiate custom code within your notifications to activate various devices BLT: Send audio to WEBS enabled Blue Light Towers

Community Registration Webpage

This is a custom website where community members can come are register. It can be posted to other websites for easy access.

Batch Upload by Portal Users

Portal users can complete the template available in the portal and upload multiple recipients at one time.

Via the Mobile Safety App

Those who download the MSA have the

• ption to opt-into receiving alerts.

Automatic Syncing via API

The created API allows accounts to link their human management systems with the portal and automatically upload on a scheduled interval.

Mass Notification System Getting Recipients Into the System

be ready be confident bAlert

Mass Notification System

Q: Can I segment out my community and only send alerts to certain groups? A: Yes. This MNS allows you to create an unlimited number of Lists, which can be chosen from based on the type of notification Q: Can alerts be sent via a mobile phone or tablet? A: Yes. The portal is mobile friendly. Q: Are there character restrictions? A: No. Accounts can send messages as long as they need. Q: Can I send photos via the system? A: Yes. But not all methods of sending support photos (like phone calling) Q: How are messages delivered? A: All SMS messages are delivered via a dedicated short code, which has been given approval by all major carriers to be sent as priority traffic. Q: Does the MNS record any analytics? A: Yes. Things like rate of delivery (per method of sending) and delivery speed are measured and stored in the system

Mass Notification System FAQ’s

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Mass Notification System

Pricing and Quoting

be seen be heard bAlert

Just 6 Questions to Prepare a Quote

1. How many Mobile Safety Apps will you need? 5,000 2. Do you want to White Label the Mobile Safety App? Yes 3. How many Computer Panic Buttons will you need? 20 4. How many Bluetooth Panic Buttons will you need? 5 5. How many times do you estimate sending text messages each year? 12 6. Do you want assistance with setup/onboarding Yes

MSRP Pricing – Sliding Scale Licensing

SKU bAlert Product Description MSRP BA-MSA-50 Mobile Safety App bAlert Mobile Safety App single user license, 1-year, for 1-50 users 120.00 $ BA-MSA-100 Mobile Safety App bAlert Mobile Safety App single user license, 1-year, for 51-100 users 68.00 $ BA-MSA-250 Mobile Safety App bAlert Mobile Safety App single user license, 1-year, for 101-250 users 32.00 $ BA-MSA-500 Mobile Safety App bAlert Mobile Safety App single user license, 1-year, for 251-500 users 20.00 $ BA-MSA-1000 Mobile Safety App bAlert Mobile Safety App single user license, 1-year, for 501-1,000 users 12.00 $ BA-MSA-2500 Mobile Safety App bAlert Mobile Safety App single user license, 1-year, for 1,001-2,500 users 7.52 $ BA-MSA-5000 Mobile Safety App bAlert Mobile Safety App single user license, 1-year, for 2,501-5,000 users 4.24 $ BA-MSA-10000 Mobile Safety App bAlert Mobile Safety App single user license, 1-year, for 5,001-10,000 users 2.76 $ BA-MSA-25000 Mobile Safety App bAlert Mobile Safety App single user license, 1-year, for 10,001-25,000 users 2.40 $ BA-MSA-50000 Mobile Safety App bAlert Mobile Safety App single user license, 1-year, for 20,001-50,000 users 2.40 $ BA-MSA-WL-FEE Mobile Safety App bAlert Mobile Safety App one-time white label fee 6,995.00 $ BA-CPB-50 Computer Panic Button bAlert Computer Panic Button single user license, 1-year, for 1-50 users 120.00 $ BA-CPB-100 Computer Panic Button bAlert Computer Panic Button single user license, 1-year, for 51-100 users 80.00 $ BA-CPB-250 Computer Panic Button bAlert Computer Panic Button single user license, 1-year, for 101-250 users 48.00 $ BA-CPB-500 Computer Panic Button bAlert Computer Panic Button single user license, 1-year, for 251-500 users 30.00 $ BA-CPB-1000 Computer Panic Button bAlert Computer Panic Button single user license, 1-year, for 501-1,000 users 26.00 $ BA-CPB-2500 Computer Panic Button bAlert Computer Panic Button single user license, 1-year, for 1,001-2,500 users 20.00 $ BA-CPB-5000 Computer Panic Button bAlert Computer Panic Button single user license, 1-year, for 2,501-5,000 users 15.00 $ BA-CPB-10000 Computer Panic Button bAlert Computer Panic Button single user license, 1-year, for 5,001-10,000 users 10.00 $ BA-CPB-20000 Computer Panic Button bAlert Computer Panic Button single user license, 1-year, for 10,001-20,000 users 7.52 $ BA-CPB-50000 Computer Panic Button bAlert Computer Panic Button single user license, 1-year, for 20,001-50,000 users 6.80 $ BA-BPB-10 Bluetooth Panic Button bAlert Bluetooth Panic Button single user license, 1-year, for 1-10 users 200.00 $ BA-BPB-25 Bluetooth Panic Button bAlert Bluetooth Panic Button single user license, 1-year, for 11-25 users 180.00 $ BA-BPB-50 Bluetooth Panic Button bAlert Bluetooth Panic Button single user license, 1-year, for 26-50 users 160.00 $ BA-BPB-100 Bluetooth Panic Button bAlert Bluetooth Panic Button single user license, 1-year, for 51-100 users 140.00 $ BA-BPB-200 Bluetooth Panic Button bAlert Bluetooth Panic Button single user license, 1-year, for 101-200 users 120.00 $ BA-BPB-500 Bluetooth Panic Button bAlert Bluetooth Panic Button single user license, 1-year, for 201-500 users 112.00 $ BA-BPB-1000 Bluetooth Panic Button bAlert Bluetooth Panic Button single user license, 1-year, for 501-1,000 users 100.00 $ BA-BPB-1KP Bluetooth Panic Button bAlert Bluetooth Panic Button single user license, 1-year, for 1,001 or more users 80.00 $ BA-MNS-TX-25000 Mass Notification System bAlert Mass Notification System per SMS/per phone call minute fee for 1-25,000 annual units 0.16 $ BA-MNS-TX-100000 Mass Notification System bAlert Mass Notification System per SMS/per phone call minute fee for 25,001-100,000 annual units 0.12 $ BA-MNS-TX-250000 Mass Notification System bAlert Mass Notification System per SMS/per phone call minute fee for 100,001-250,000 annual units 0.11 $ BA-MNS-TX-500000 Mass Notification System bAlert Mass Notification System per SMS/per phone call minute fee for 250,001-500,000 annual units 0.10 $ BA-MNS-TX-500KP Mass Notification System bAlert Mass Notification System per SMS/per phone call minute fee for 500,001 or more annual units 0.09 $ BA-P-FEE Portal bAlert Portal one-time setup/onboarding fee 5,000.00 $

End User Estimator

Pricing Template

Cost per Year 4.24 $ Licenses 5,000 21,200.00 $ White Label 6,995.00 $ 6,995.00 $ Cost per Year 120.00 $ Licenses 20 2,400.00 $ Cost per Year 200.00 $ Licenses 5 1,000.00 $ # Recipients 5,000 # Send Annually 12 Units 60,000 Cost/unit/year 0.120 $ Cost per year 7,200.0 $ Phone Call n Enter Y/N 7,200 $ Fee Charged 5,000 $ 5,000.00 $ Total Yearly Cost 31,800 $ Total Initial Fixed Cost 11,995 $ First Year Total 43,795 $ bAlert Mobile Safety App bAlert Computer Panic Buttons bAlert Bluetooth Panic Buttons bAlert Mass Notification System Portal Launch and Support

Selling the bAlert Solution

be seen be heard bAlert

Higher Education Title IX compliance (Clery Act), brand perception Healthcare Assaults on employees (ER, home health providers, late shift workers, etc.) Corporate Workplace Efficiently protecting employees, overall communication deficiencies K-12 Protecting our children without militarizing schools

The above challenges are not necessarily constrained to each industry, and these challenges can also affect airports, government institutions, park systems, religious organizations, etc.

Benefits by Industry Vertical

Selling the bAlert Solution

Industry Vertical Estimated Sales

Projected Percentage of Sales

Selling the bAlert Solution

Industry Crime Rates

Healthcare

No industries have signaled any decrease in appetite, but workplace violence in healthcare has steadily increased*, and awareness seems to be growing. Compound that with competitive hiring climate and healthcare facilities are working hard to attract talent. Additionally, the bAlert Solution is the most complete for the healthcare environment, which has organically attracted opportunities.

*IAHSS 2019 Healthcare Crime Survey

Selling the bAlert Solution

Industry Decision Makers and Influencers

Healthcare

Influencers Sample Influencer Title: Head of Nursing Nurses are subject to a higher rate of assaults then any other position and the Head of Nursing is always concerned with protecting them. Sample Influencer Title: Head of Home Health Care Home health represents one of the most profitable divisions within healthcare, it’s also one of the most vulnerable positions. Sample Influencer Title: Chief of Police Oftentimes the Chief is a strong advocate, but rarely can Chief fund the project without assistance. Sample Decision Maker Titles:

• Chief Operating Officer
• VP Security
• Director of Security

Typically do not control budget, but can apply upward pressure on decision makers

Selling the bAlert Solution

Mass Notification Systems

• Everbridge
• Send Word Now

Computer Panic Buttons

• Little Green Button
• Alertus

Mobile Safety Apps

• App Armor
• Very expensive and customer feedback generally

points to it being difficult to use. Not integrated with an MSA or CPB.

• Character limits for SMS messages makes

crafting messages complicated. Not integrated with an MSA or CPB.

• No IPS so it can only be installed on

stationary computers. Not built for enterprise deployment. Not integrated with MSA or MNS.

• No IPS so it can only be installed on

stationary computers. Not integrated with MSA.

• No IPS, BSB or CPB.

Competitive Landscape

Healthcare

Selling the bAlert Solution

Typically, the IT groups are most likely to have an objection Objection #1: Unsure of how to implement and maintain IPS

• The CPB and MSA systems contains a self-healing network that detects unknown

access points and records them in the system. This ensures that Portal Admins can simply log into the system and update the database 24/7/365. Example: We change access points all the time, how do we keep the system up to date? Objection #2: Concerns over increased Wi-Fi network traffic Example: What’s the impact of this system on our network?

• MNS-Nothing
• MSA-The app only passes traffic when someone signals for assistance.

The traffic is low especially relative to how serious this activation is

• CPB-Passes small amounts of traffic ONLY on check-in and activation

Potential Challenges

Healthcare

Selling the bAlert Solution

Objection #3: Do we need to open new ports in the firewall?

• The system only requires for inbound and outbound traffic through standard ports,

which is almost certainly happening already so no changes will be needed. Example: We don’t want to compromise our network security by making firewall changes. Objection #4: Our machines don’t have the minimum .NET Framework requirements (CPB only). Example: We run .NET Framework version 4.6 and are unsure of upgrading

• Machines can run multiple versions of .NET Framework AT THE SAME TIME, so

there’s no need to uninstall the version your other applications are using. You can simply install 4.7.1 in addition to your existing framework.

Potential Challenges

Healthcare

Selling the bAlert Solution

Industry Decision Makers and Influencers

Higher Education

Influencers Typically do not control budget, but can apply upward pressure on decision makers Sample Decision Maker Titles:

• VP Facilities
• VP Student Affairs
• Director of Emergency Management

Sample Influencer Title: Head of Student Government Presidents of student government associations are very active in school safety and are very interested in making a difference. Sample Influencer Title: Director of IT Especially with MNS and CPB purchases, IT can be advocates if they feel the transition will be simple. Sample Influencer Title: Chief of Police Often the Chief is a strong advocate, but rarely can a Chief fund the project without assistance.

Selling the bAlert Solution

Mass Notification Systems

• Rave Mobile Safety
• Blackboard Connect

Computer Panic Buttons

• Alertus

Mobile Safety Apps

• LiveSafe
• Very expensive and has had some high-profile

failures; UC Davis failure, Oklahoma failure.

• No CPB or BSB.
• Customer feedback has indicated some feel

Blackboard is more concentrated on their

• ther products and has not made

advancements with their MNS system.

• No MSA, BSB or CPB.
• No IPS so it can only be installed on

stationary computers. Not integrated with MSA.

• No white labelling, IPS type solution

requires large investment in hardware no BSB’s.

• Rave Guardian
• Several reports of low download rates
• News report. Second Report (Boise State)
• No white labelling, IPS or BSBs.

Competitive Landscape

Higher Education

Selling the bAlert Solution

Typically, the IT group and Emergency Manager are most likely to have an objection Objection #1: Unsure of how to implement and maintain IPS

• The CPB and MSA systems contains a self-healing network that detects unknown access points

and records them in the system. This ensures that Portal Admins can simply log into the system and update the database 24/7/365. Example: We change access points all the time, how do we keep the system up to date? Objection #2: Already have MNS and worried about transition Example: We’ve already invested a lot in making this system work.

• This MNS system comes with templates and API’s for easy transitions.

Potential Challenges

Higher Education

Selling the bAlert Solution

Objection #3: Police/safety do not have budget.

• In many cases, student government associations will make significant contributions towards

launching a safety app on campus. They should be brought into the conversation. Example: We like the program but do not have the money. Objection #4: We already have an MSA Example: We are using Rave Guardian or LiveSafe

• Rave clients-ask about download numbers, likely low due to generic branding and lack of

marketing efforts.

• Livesafe-Download numbers as well, plus a lack of IPS and integration.

Potential Challenges

Higher Education

Selling the bAlert Solution