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Editor's Notes

• #5: The SMB customers we are talking about represent a huge market – they make up >90% of global businesses.1 The segment we’re focusing on today have 25-499 employees. They have dedicated IT staff. Technology decisions are most often made by the business owner or the IT Pro. In general, business owners tend to be most concerned with the productivity of their workers, their data security, and they want to know they are making wise spending decisions. IT leaders tend to focus on making sure their company’s devices, data, and user identities are secure, that they can manage their tech infrastructure simply and efficiently, and that employees are able to work productively from virtually anywhere. Small- and medium-sized businesses have been especially hard hit by the pandemic, and many have adopted remote or hybrid work environments. It’s important for us to keep this context in mind and partner with every single customer to help them get through this time.
• #7: To help put these ideas together, we have developed an elevator pitch – a quick, 30-second sound bite that captures your customers’ attention and captures the key ideas in this campaign:   “During these challenging times, aging devices can hold your business back. Invest in modern devices to stay agile and productive in today’s business environment. Give your hybrid team the tools to work confidently and securely—whether they’re at the boardroom table or the kitchen table. Get built-in security features, remote management, and productivity tools with Surface devices equipped with Intel® and Microsoft 365.”
• #9: There are some important facts to keep in mind about what the business world is like right now for your customers. The pandemic has shown them that they need to be agile to survive. 59% of surveyed SMBs CEOs believe agility is the new currency. 1   With 79% on the path to digital transformation that means they are embracing hybrid work and are increasingly concerned about three areas: productivity, security, device management.1
• #11: Even before COVID, we saw trends telling us that having advanced technology tools helps businesses stay competitive. And as this last year has shown, organizations must be agile to handle what comes next – whether we expect it or not.
• #12: Recent studies show that SMBs recognize technology as critical to their business success: 87% of surveyed SMBs consider improving employee productivity a critical priority for their business in the next 12 months.2 67% of surveyed SMBs experienced a security breach resulting in an average 3.3% revenue loss. 1 64% of surveyed SMBs indicate technology is a primary factor in pursuing their business objectives. 3
• #13: With Surface devices equipped with Microsoft 365 and Intel, these are the types of productivity gains your customers can expect: 2 hours gained per day gained through improved collaboration. 4 49 minutes saved per day with more efficient joining to meetings. 4 38 minutes saved daily due to improved collaboration tools and experiences. 4   Altogether, it means employees get more done in less time and have fewer tech problems. One of the key things to mention when discussing productivity is that business-class collaboration and productivity tools are built into Surface devices. From multitasking to empowering your remote team to be more productive, Surface devices powered by Intel help your customers achieve more. Here are a few benefits that Surface devices offer for enhancing productivity. Here are some specifics: High-quality video conferencing enabled by Studio Mics, Dolby® Audio™, HD cameras, and Intel® Clear Video HD Technology. SSD bootup for faster startup, so you get right to work without delay. Extended battery life so you can be productive all day on the go. Windows Hello enables biometric sensors that recognize your face or fingerprint so you can sign-in faster and more securely. More ways to interact with your devices and collaborate more freely with, digital inking and touchscreen technology and extend flexibility with peripherals enabled by Intel® Thunderbolt™ 4 technology.
• #14: Last year alone, 67% of SMBs experienced a security breach that cost, on average, 3.3% of their revenue.4 That’s a big risk to both profitability and reputation, and it shows how critical strong security protections are for businesses. Surface devices equipped with Intel devices help business owners by preventing identity attacks, minimizing phishing, and reducing the risk of malware attacks. These are all common ways that bad actors steal business data, steal personal information, or hold our devices hostage in exchange for huge amounts of ransom money. The most important information for your customers is that these modern devices help guard against security threats and save on security hours. They come with built-in protections for customer devices, business data, and identities. And they help secure business information and personal identities even on lost or stolen devices. Here are more specifics about the key features of these modern devices:   Quickly and easily encrypt data with a physical Trusted Platform Module (TPM) on Surface devices. Intel® Total Memory Encryption protects data against cold-boot attacks. If a Surface removable SSD is tampered with, the device will shut off power. Intel® Trusted Execution Technology enables an environment where applications can run within their own space, protected from all other software on the system. Intel® Boot Guard helps protect the system’s pre-OS environment from viruses and malicious software attacks.
• #15: Simplified, cost-effective, remote management is very important to many businesses, especially for IT pros, who are responsible for handling technical problems and safeguarding their business. That’s especially true now with the rise of remote work, even among additional worker roles. For example, Firstline Workers such as customer service associates work from home now, field technicians spend even less time in the office, and restaurants and retail organizations have adopted or expanded delivery models. These data points highlight the benefits of these modern devices: They have fewer IT issues and many can be dealt with remotely, so they free up your IT team. They are easy to set up with hands-free provisioning. They give your IT team the tools to be more efficient. When it comes to device management, the key information for your customer is that these modern devices save IT teams time and money with out-of-the-box deployment and remote management capabilities. That means IT teams can easily monitor, repair, and protect their business’s hardware, even when they are working remotely. Here’s more information about features that come built into every Surface device equipped with Microsoft 365 and Intel: Implement new, agile methods of device deployment and management that help improve IT efficiency. Eliminate time-consuming deployment tasks and deploy straight to users with Windows Autopilot zero-touch deployment and unified management. Control update rollouts in less time with Microsoft Endpoint Manager. Reduce the time, cost, and complexity of managing multiple devices per user. A two-in-one Surface device can transform from laptop, to tablet, to portable studio, eliminating the need for additional devices.
• #17: As you go through the customer journey, you are likely to hear objections. Objections are not necessarily a bad thing. They can be a sign your customer is actively considering a purchase. You just need to successfully navigate any objections or questions they may have.
• #18: Older devices actually cost on average 3.3x more to own and maintain than modern ones.1 There are hidden costs to owning older PCs: 3.8x less productivity 1 4.5x frequency of problems, on average 1 Older devices leave your company more vulnerable to security breaches: Last year, 67% of SMBs experienced a security breach.1 Each incident cost ~3.3% of revenue.1   Surface devices equipped with Intel include high-quality video conferencing right out of the box plus touchscreen capabilities and faster boot times. Older devices can’t unlock the full productivity and security tools and features of modern Surface devices equipped with Microsoft 365 and Intel.
• #19: Here’s what you can say to customers who don’t think they need a refresh. You may feel like your devices work, but you’re missing out business-critical benefits. There are big performance and cost advantages to buying Surface devices equipped with Intel, not to mention the expense of holding onto slower, less efficient, older ones. Older devices can cost two full weeks of productivity per year! 1 Surface devices allow employees to work with fewer interruptions. Get more done by saving time with better experiences 4 See a 17% decrease in endpoint security spending 4 and 14% decrease in spending on device management. 4 Save 3.75 hours on provisioning time per device and 3.25 hours per device deploying updates. The total cost of ownership are 3.3x higher for older devices. 4
• #22: Talk Track Footnotes   1 New Windows 10 PCs are a strategic investment for SMBs in the modern world of work, Techaisle, October 7, 2020. 2 SMBs: Your Tech Choices Impact The Employee Experience, Whether You Plan For It Or Not, Lenovo Forrester 2019. 3 Tech Buying Trends Among Small & Medium-Size Businesses, CompTIA 2019 4 The Total Economic Impact™ Of Microsoft Windows 10 Modern Devices, Forrester, June 2020.