Barco ClickShare Conversation Guide
ClickShare – one click opens your world
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Barco ClickShare Conversation Guide
Introduction
ClickShare is set to revolutionize the meeting room technology market.
It radically improves the way people present and share information at meetings.
With millions of meetings taking place every day and widespread dissatisfaction with
the complexity of current meeting room technology - the potential is huge and is an
opportunity ready to be exploited.
ClickShare has widespread appeal and many organizations would benefit from the
product. In the first instance, we would recommend that you target large
organizations with over 500 employees or more than $500 million revenue per year.
Office relocations or refurbishments could lead to particularly interesting sales
opportunities for ClickShare.
Organizations who are very concerned about creating the right impression with their
customers are also good targets, e.g. marketing agencies.
There are three main groups of stakeholder to consider in each of these
organizations:
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Economic buyers – typically facilities managers
Technical buyers – the AV manager or increasingly the IT department
Influencers – a larger group of people, including C-level executives, senior
sales and marketing managers or external influencers, such as consultants
This document outlines what we believe is one of the most effective ways of selling
ClickShare to any of these stakeholders and includes specific topics or questions to
discuss with each of the different roles.
Our recommended sales conversation is based around the six steps shown in the
diagram below:
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Barco ClickShare Conversation Guide
1 Set the scene
Before providing details about
ClickShare it helps if you spend
some time setting the scene and
determining how important
meeting room technology issues
are to the stakeholder you are
talking to.
We recommend that you do this in five stages:
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Discuss the vast number of presentations that are produced every day – to
give the customer an appreciation of scale
Ask them a series of questions to gain an understanding of their current
situation
Inform them of a few of the statistics associated with presentation problems
Talk about their specific issues
Position cables and how they lead to problems connecting laptops and displays
a) Presentations
Ask them whether presentations are a common feature of meetings within their
company.
Ask them how many PowerPoint presentations do they think are created in the world
every day.
Mention the following key facts:

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According to Microsoft, over 30 million PowerPoint presentations are created
every day,
That’s equivalent to 11 trillion presentations a year
If you printed just one day’s worth of slides it would form a pile 67 times the
height of the Empire State building (assuming the average presentation is 10
slides and the paper used has a thickness of 0.1 mm per sheet)
b) Understand their current situation
Work through the questions below to get an understanding of the stakeholder’s role,
their influence in the buying decision and their interest in the area.
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Barco ClickShare Conversation Guide
Role
All
All
All
Technical
buyers
Economic
buyers
Economic
buyers
Economic
buyers
Questions to ask to understand their current situation
How many meeting rooms are there … on your floor, in your building, in
the company worldwide?
Do you and your colleagues make many presentations?
Do you have many meetings where all the presentations are collected
beforehand?
Do you and your colleagues support the technology used in the meeting
rooms?
Have you any idea how much time your company’s best people spend in
meetings?
Are you happy that the technology provided allows all attendees to
present and share information? Can they do this easily and in an ad-hoc
manner?
How important is sharing information and collaboration for the success of
these meetings?
c) Presentation problems
Begin a dialogue about the technical issues found in meeting rooms, by leveraging
these facts derived from market research:
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It takes an average of 23 minutes and 6 seconds for an IT manager to resolve
a meeting room technology problem
20% of meetings that overrun, do so because of problems with equipment equivalent to almost 3 working days wasted per year per meeting participant
An IT manager typically faces 447.2 incidents with meeting room technology
every year and has to walk 41.4 km (almost the distance of a marathon) to
deal with them
d) Talk about their issues
Ask the questions below to get them to identify their meeting room issues.
Role
All
All
All
Technical
buyers
Technical
buyers
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Questions to ask to start a dialogue on meeting room issues
What problems do you typically encounter?
Do people often have problems getting their computer to work with the
projector?
How do you typically switch between presenters?
How much time do you spend on this?
How frustrated do people get when they have problems?
Barco ClickShare Conversation Guide
e) Position the cable
Ask some or all of the questions below to position the cable as being the root of
many meeting room technology problems:
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How often do you need to replace cables?
How many cables are there typically in your rooms?
Are they long enough to reach everyone?
Do they support both analog and digital display outputs?
What about audio – how is that supported?
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Barco ClickShare Conversation Guide
2 Get buy-in
To get customers buy-in it is
important to get them to:


Acknowledge that they
need a solution to their
problems
Gain their agreement that
they are prepared to
consider something new
a) Get acknowledgement that they need a solution
Ask them to imagine a situation where they had no connection issues and then ask
them to think about the benefits that would bring them in terms of:

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Time & money
Efficiency
Meeting quality & effectiveness
Ask the following questions to ensure they realize that they need a solution:
Role
All
All
All
All
Technical
buyers
Technical
buyers
Technical
buyers
Technical
buyers
Economic
buyers
Economic
buyers
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Questions to get acknowledgement that they need something
How much time do you think is wasted trying to sort things out?
Have you ever thought about the cost of this, having all those people
hanging around waiting?
Have you ever had problems trying to present? What did that feel like?
Wouldn’t it be nice not to have to collect presentations before meetings?
Have you ever thought about the cost fixing these issues, particularly
when you could be doing something else instead?
Do you ever wish that issues connecting laptops to projectors would just
go away?
Are you ready for laptops with digital rather than analog display outputs?
If you’ve found a solution, is it compatible with all laptops with analog as
well as digital display outputs?
Have you any idea how much it would cost to update existing meeting
rooms?
Do people ever complain and hold you responsible for the performance
of the technology
Are you aware of the investment you might need to cater for laptops
with digital rather than analog display outputs?
Barco ClickShare Conversation Guide
b) Gain agreement that they will consider something new
Ask them if they are prepared to:
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Try a new, attractive and innovative approach to resolving their issues
Implement a wireless solution
Use the latest totally digital approach
Change things so that everyone can present wherever they are in the meeting
room (e.g. “democratize the meeting room”)
c) Remember the points to discuss
Ensure that you cover the following four points, while you are getting buy-in from
your customer:
Further information about the pain points for the different stakeholders and how
ClickShare addresses them is included in Appendix A of this document.
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Barco ClickShare Conversation Guide
3 Introduce ClickShare
Introduce your customer to
ClickShare.
We recommend that you keep this
really simple; at least to start off
with, e.g. you could use the
following dialogue:

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Let me introduce you to ClickShare.
It consists of two items – a base station, connected to your projector and as
many dongles as you need.
With just one click it opens your world.
Simply plug a dongle into your Mac or PC and click the button - instant display
of images, video and audio connectivity.
It’s that easy.
Anyone with a dongle can click to share and click to stop.
Up to four displays can be shared at any one time.
Move on to talk them through the short-form version of the ClickShare value
proposition, i.e.
Present the right image with ClickShare. An eye-catching, innovative product that
never fails to impress. No cables, no problems, just one click to share your screen.
It works first time every time, building confidence, increasing collaboration and
delivering significant improvements in the productivity of meetings. One click opens
your world!
Alternatively pick elements from the long-form version of the ClickShare value
proposition, which is included in Appendix B of this document.
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Barco ClickShare Conversation Guide
4 Gain conviction
Summarize the benefits and value
using the table below.
Finish up with the simple
statement below to gain their
agreement that ClickShare could
really benefit their business …
Would a really simple, attractive
solution to this be of interest to you? Something you could plug into a PC or Mac and
press a button and it all worked! First time, every time!
Users
 You are in control
 One click operation
 Allows you to concentrate
Influencers
 ClickShare is new,
unique and backed by a
major global brand
 It is extremely easy to
use
 It works first time, every
time
 It changes the dynamics
of meetings
 It replaces the anxiety of
waiting to share with
eagerness to use
ClickShare
 It looks great!
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on what you are there for
Technical Buyers
 ClickShare uses
standard, secure
technologies e.g. WLAN
& a Linux base station
 It is very easy to use
 Works first time, every
time
 It is a high performance
digital product with DVII, VGA & DisplayPort
video input & audio
output
 It provides high res
images up to 3 MP
 It is extremely reliable
 Simply swap out dongles
or base stations
All stakeholders
Ease of use
Ease of operation
Just plug in and click
 No batteries required!
No software to install
 No training needed
Pre-connected display
 Custom welcome screen
Automatic layout
 Easy to swap and extend
Smart status lighting
 You control pairing of
Works for all resolutions,
dongles & base stations
leaves screen unchanged
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
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
Economic Buyers
ClickShare is new,
unique and backed by a
major global brand
It radically improves the
way people present and
share information at
meetings
It is very easy to use
It works first time, every
time
It works for Macs & PCs
It allows you to share
images, video & audio
It is ready for the move
to laptops with digital
display outputs
It looks great as well!
Security
 WPA2-PSK
authentication
 CCMP encryption
 No data is written on the
dongle
 No software is installed
on users’ computers
Barco ClickShare Conversation Guide
5 Handle objections
During our conversations with
different stakeholders, we’ve
identified several common themes
that come up when discussing
ClickShare.
These potential objections and our
recommendations for handling
them are shown below:
Price
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What does it cost to have meeting
attendees waiting for half an hour
while things get fixed?
What’s the cost of an unsuccessful
presentation or meeting?
What’s the cost of failing to get your
message across?
What would it cost to provide a
second best alternative including
scaling, PIP and at least four
sources simultaneously?
How much do cable installs cost?
It takes 23.1 minutes to fix meeting
room presentation issues – what is
everyone doing when this happens?
How often do you or your people
have to help fix things?
How much does that cost in terms
of your people’s time?
What’s the lost opportunity cost,
considering they could have been
working on something else instead
Wouldn’t you rather be doing
something else?
ClickShare is often the cheapest
solution
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Set-up
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Set-up is simple, just plug in the
base station, turn it on and you’re
ready to start
Further configuration is available,
but not necessary
Additional dongles can be paired to
the base station, by simply plugging
them into the USB port
ClickShare uses its own wireless
connection independent of your
corporate network
Its wireless network can be
configured just the way your IT
department likes it
ClickShare is a zero footprint
application. Users don’t need
administration rights and no
software is installed or left on the
client PC or Mac
Barco ClickShare Conversation Guide
If they are concerned about price, talk to them about the ROI calculator we provide.
Work through the calculations with them and highlight the positive Return on
Investment.
Functionality


It has impressive functionality –
sharing imagery, applications, video
and audio at the touch of a button
New functionality will only be added
if it adds user value – ease of use
comes first
Compatibility
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Security
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ClickShare uses standard 802.11n
WLAN technology with WPA2-PSK
authentication
There is no need to share the WLAN
password (it is held securely on the
dongle) so security is tighter than
most WLANs
No data can be written on the
dongle
Support
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ClickShare already works seamlessly
with Macs and PCs
We’re looking into iPads and other
mobile devices
In the business world, Macs and PCs
are still dominant
ClickShare is only sold through
authorized resellers who are trained
and certified
We offer convenient service
programs to meet the need of our
demanding business customers
ClickShare is easy to set up and
maintain
Dongle and base unit can be easily
swapped out in the unlikely event
they go wrong
Our helpdesk number for ClickShare
in <country> is <to be inserted
here>
Barco ClickShare Conversation Guide
Limitations
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If full frame HD video is an essential
requirement you may also need to
provide a separate video cable
This is high performance product we
can share high resolution images
typically up to 3 or sometimes even
8 Megapixels – higher than other
wireless solutions
ClickShare is not currently
compatible with iPads, due to
restrictions by Apple, however
compatibility is planned for Windows
8 and Android-based tablet
computers
If “auto-run” is switched off, users
will need to start the “.exe” program
themselves
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Lost Dongles
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People sometimes think meeting
room attendees will walk off with
the dongles
The design and weight of the dongle
is such that it is unlikely it would be
taken away
This isn’t that common and anyway
the dongle only works with
ClickShare and is paired to work
with a specific base station
People tend to return any dongles
they take
Barco ClickShare Conversation Guide
6 Arrange a demo
You can direct customers to
barco.com/ClickShare to see the
online animation and product
video.
Ideally your sales conversation
should be concluded by arranging
a demonstration at a meeting
scheduled with the customer.
Every authorized reseller should be equipped with demonstration equipment and
should be trained and certified in its use.
Inform the customer that all you need is “3 minutes and a display to connect to” –
that is all it should take to setup ClickShare and give a compelling demonstration.
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Barco ClickShare Conversation Guide
Summary
ClickShare is a ground-breaking product and is set to revolutionize the meeting room
technology market.
It is the key to unlocking a huge potential revenue opportunity and can be sold in the
simple steps shown in the diagram below.
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Barco ClickShare Conversation Guide
Appendix A: How ClickShare addresses individual pain points
Paint Point
Efficiency
Influencers
How they could
improve the
productivity of their
people, if they could
reduce the time
wasted at meetings
Technical buyers
How this could help
them if they are
having to make do
with limited
resources
ClickShare provides a
single, standard
solution for all
meeting rooms
Economic buyers
How they could
benefit from fewer
meeting over-runs,
as no time would be
lost setting
computers up to
work with projectors
It is easy to integrate
within existing rooms
Expansion is easy,
just provide
additional dongles
Effectiveness How their people
could get more
successful outcomes
at meetings or better
decision making, if
we could get rid of
the technical issues
How this could free
their people up to
work on more
important and
valuable work
ClickShare provides
digital images, with
crisp image quality
and the correct
aspect ratio!
No concerns about
cables and no
function key
combinations to
remind users about
Automatic Picture-inPicture (PIP)
configuration by the
base unit
Teamwork
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How they could
improve collaboration
and cooperation
across business units
if they had the right
tools available
With ClickShare
people should have
more effective
meetings, improve
decision making and
make better use of
the investment in
meeting rooms and
meeting room
technology
Barco ClickShare Conversation Guide
Paint Point
Control
Influencers
Technical buyers
Economic buyers
How ClickShare gives
them more control
over the technology
Once it is set up
there’s no need for
anyone to change the
configuration
Dongles can normally
only be paired to a
base unit by an
administrator
Cost
How they could
reduce the costs of
fixing issues
ClickShare is often
cheaper than other
solutions, due to:
Economies of scale
(there are just two
key components)
Unlimited and ad-hoc
expansion – just add
dongles
Ease of integration
No training required
Reputation
How ClickShare could
help enhance their
reputation internally
and externally
Demonstrates how
forward thinking and
helpful they are
introducing such a
game-changing
product such as
ClickShare
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Barco ClickShare Conversation Guide
Appendix B: Long-form version of ClickShare value proposition
Present the right image with Barco ClickShare
Present the right image to your clients and colleagues with ClickShare. At last - a
professional, attractive solution to presentation problems that anyone can pick up
and use. It works! Just plug in and click – no more embarrassing moments* setting
things up when clients or guests want to present. What’s on your screen is what’s
shared with the meeting – we maintain the same aspect ratio of displays, so no more
stretched, squashed or distorted images.
Business life can be messy, that’s why we’ve spent so much attention on getting the
details right (even down to the dispensing tray to store and share your ClickShare
dongles). Clear out unsightly cables, smarten up your meeting rooms and let
participants focus on their meeting not the technology. After all ...
 You deserve great design
 You deserve fewer problems in your working day
 You deserve more time to focus on what’s important
 You deserve ClickShare
A simple, but impressive solution that improves the productivity of your
meetings
One click operation – it’s so easy!
 It saves time wasted setting up computers and switching presenters
 It avoids problems getting the projector to work**
 It allows more than four different PCs and Mac displays to be shared at once
 It even changes meeting dynamics – participants are more actively engaged
and more likely to present or share information
Positive technology for positive meetings
Impressively robust and reliable - ClickShare gives you confidence. Confidence that
the technology will work. Confidence that you can focus on getting your message
across. Confidence your meeting will be a success.
It’s great for IT
Barco ClickShare is proven technology from a prestige brand. A brand trusted for
visualization solutions throughout the world.
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Barco ClickShare Conversation Guide
“Getting the projector to work” takes a typical IT manager almost 40 minutes out of
every working day or almost 23 days a year. With one-off server setup, no client
setup and extremely simple operation – support is minimal – giving IT and meeting
participants precious time back in their day.
One click opens your world
With ClickShare, just one click opens your world to focused and productive meetings.
Take the first click by clicking barco.com/ClickShare or ask your IT or AV supplier
about Barco ClickShare today …
* Almost half of meeting room hosts feel embarrassed and frustrated when
meeting room technology fails
** Problems happen on average three times a month and cause more than 20% of
meetings to over-run
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