Smart Card Terminals
Olivetti, a supplier of communication integration and financial services, was already an existing Braintree Communications customer through the sale of Braintree's ATM terminal cards and terminal solutions.
Braintree has contributed a significant amount of investment to its Customer Relationship and Account Management processes, which includes maintaining strong contact with its client base. Through these connections, Braintree became aware that Olivetti had decided to implement a simplified system for its Smart Card terminals.
Braintree Communications saw this as an opportunity to use its current applications and technology experience in data and financial transaction protocols to enhance its potential in this market.
Olivetti's Smart Card terminals are customer premises equipment that provided Electronic Funds Transfer at Point Of Sale (EFTPOS) and other typical financial transactions services. The terminals were stored and used in small booths where physical space is of the essence. Olivetti's original brief for the project was for the supply of terminal servers that would provide a common connection point for the Smart Card terminals to an Ethernet Local Area Network (LAN).
Braintree submitted a customised solution that would not only provide a common connection point through a terminal server but also include a device that would minimise the space requirements for the Smart card terminals.
Braintree was competing against one of the largest terminal server suppliers in the industry at that time (Bay Networks) but Braintree's space differentiator gave Braintree the edge on its competitor. This is a prime example of Braintree's ability to identify and satisfy critical customer needs.
Braintree was contracted by Olivetti to provide the solution due to the added value that Braintree could supply. Olivetti was also confident of Braintree's capabilities due to their ongoing strong relationship as a quality and reliable communications solution provider.
Braintree's solution included a terminal server solution that offered an integrated multi-function solution for the common connection point to a TCP/IP Ethernet Local Area Network (LAN). The terminal server is designed for transaction and/or data transfer.
Braintree's solution not only included terminal servers that provided the common connection point but also a solution that minimised the cable space required for the Smart card terminals by using another of Braintree's unique products, the Power Patch Box.
Braintree's unique Power Patch Box (PPB) reduces the number of cords that are required to operate devices like Smart card terminals and POS card readers. The PPB combines power and data into one cable as opposed to having separate cables for each function. Hand held devices are powered through the data cable, so by combining RS232 data and signals from a terminal server (along with a low voltage DC or AC power supply), operation and installation is greatly simplified.
Braintree was able to supply a solution that possessed a bilateral benefit for Olivetti's Smart card terminal connection.
Braintree's Customer Relationship Management processes also delivered $400,000 in sales revenue from the solution provided for Olivetti from a single contract.
There were a number of benefits to the Braintree solution. Olivetti was originally looking for the supply of terminal servers to provide a common connection point. Braintree provided the common connection points whilst also adding value by simplifying the network by using the PPB.
Braintree solution provided: