How Mobile Technology Drives Sales Productivity
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Designing a mobile communications strategy that improves sales effectiveness, what leading companies are achieving with mobile CRM and how mobility is more fundamental than ever for improving productivity and responding to customers.
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How Mobile Technology Drives Sales Productivity
- 1. How Mobile Technology Drives Sales Productivity Barry Trailer | CSO Insights Tim Grimes | Research In Motion Angie Hirata | Maximizer Software
- 2. Barry Trailer Managing Partner barry.trailer@csoinsights.com Barry Trailer, CSO Insights barry.trailer@csoinsights.comBBarr
- 3. Mobile CRM: Is it happening? Data supports that it is making a difference Will touch on some examples Supporting and enabling process OK I get it, I should get on board, what should I do first? No portion of these materials may be reproduced or distributed in © CSO Insights any form without the prior written permission of the authors
- 4. 15th Annual Sales Performance Optimizations ~1800 Companies Participated Worldwide 100+ Sales Effectiveness Metrics Tracked Survey Closed 12/15/08 No portion of these materials may be reproduced or distributed in © CSO Insights any form without the prior written permission of the authors
- 5. Sales Force Demographics Sell Cycle Analysis Sales Strategy Development Assessment Sales Cycle Execution Assessment Account Management Assessment Sales Management Assessment Sales Process Assessment Core CRM Utilization CRM 2.0 Utilization Internet & SKM Utilization Sales & Marketing Alignment No portion of these materials may be reproduced or distributed in © CSO Insights any form without the prior written permission of the authors
- 7. a. No, we do NOT have CRM b. Yes, we have CRM withOUT Mobile access c. Yes, we have CRM WITH Mobile access No portion of these materials may be reproduced or distributed in © CSO Insights any form without the prior written permission of the authors
- 8. One rep in four has CRM w/ Mobile access.
- 9. Small & Very large have been quicker to adopt Mobile CRM; Mid-size has been slower to adopt.
- 10. Firms providing access to data via mobile CRM also report higher quota attainment.
- 11. Firms investing in Mobile CRM also report higher effectiveness introducing new products.
- 12. Trusted Partner Strategic Contributor Solutions Consultant Preferred Supplier Approved Vendor Random Tribal Formal Dynamic Process Wisdom Process Process Process No portion of these materials may be reproduced or distributed in © CSO Insights any form without the prior written permission of the authors
- 13. a. Viewed as Trusted Partner. b. Viewed as Strategic Contributor. c. Viewed as Solutions Consultant. d. Viewed as Preferred Supplier. e. Viewed as Approved Vendor. f. Do Not Know. No portion of these materials may be reproduced or distributed in © CSO Insights any form without the prior written permission of the authors
- 14. No portion of these materials may be reproduced or distributed in © CSO Insights any form without the prior written permission of the authors
- 15. I. Ad Hoc. II. Random. III. Formal. IV. Dynamic. V. Do Not Know. No portion of these materials may be reproduced or distributed in © CSO Insights any form without the prior written permission of the authors
- 16. No portion of these materials may be reproduced or distributed in © CSO Insights any form without the prior written permission of the authors
- 17. Trusted Q:96% vs 86% Partner qa: 69% vs 68% Strategic Contributor Solutions Q:90% vs 90% Consultant qa: 65% vs 60% Preferred Supplier Approved Q:85% vs 80% Vendor qa: 59% vs 47% Random Tribal Formal Dynamic Process Wisdom Process Process Process No portion of these materials may be reproduced or distributed in © CSO Insights any form without the prior written permission of the authors
- 18. Trusted Partner Successful Years Strategic Contributor Solutions Consultant Challenging Months Preferred Supplier Sleepless Nights Approved Vendor Random Tribal Wisdom Formal Dynamic Process Process Process Process No portion of these materials may be reproduced or distributed in © CSO Insights any form without the prior written permission of the authors
- 19. No portion of these materials may be reproduced or distributed in © CSO Insights any form without the prior written permission of the authors
- 20. No portion of these materials may be reproduced or distributed in © CSO Insights any form without the prior written permission of the authors © CSO Insights
- 21. No portion of these materials may be reproduced or distributed in © CSO Insights any form without the prior written permission of the authors
- 22. 4-generation sales forces Better form factor More compelling applications ◦ End of period deal approvals ◦ Change in deal alerts ◦ Mini-training courses ◦ Web crawling major account news items No portion of these materials may be reproduced or distributed in © CSO Insights any form without the prior written permission of the authors
- 23. Research In Motion Mobility has Completed the Transition from Tactical to Strategic
- 24. The Wireless Leader • Strong Financials • Leader in the wireless enterprise market • Approximately 25 million total subscriber base • Global Presence • BlackBerry is available on over 475 carriers and channels in over 160 countries around the world (Q4 FY09) • Wireless across multiple network topologies • GSM™/GPRS, EDGE, UMTS, HSDPA • CDMA2000 1X and EVDO • Wi-Fi 802.11a/b/g • Product portfolio focused solely on wireless
- 25. Product Portfolio Focused solely on Wireless • Powerful wireless devices with the most advanced technology • Embedded wireless modem • Exceptional battery life • Optimized keyboard and thumb operated trackwheel, trackball, or touch screen • Easy to read backlit screen • Intuitive menu-driven interface • ‘Always On, Always Connected®’ technology • Push delivery – you don’t need to retrieve your email, your email finds you • Designed to remain on and continuously connected to the wireless network
- 26. BlackBerry Enterprise Server 5.0 Mission Critical Operations & Enterprise Peace of Mind 1. MANAGEABILITY - manage operating costs - oversee security - plan & manage mobility growth 2. HIGH AVAILABILITY - reliable access to important information - automatic addressing of uptime - IT Administration can focus on proactively supporting business 3. APPLICATION MANAGEMENT - improved application control - centralized deployment and management - increased speed of application delivery - minimum expense incurred 4. MONITORING - visibility into overall Solution health - optimization of BlackBerry Enterprise Server 5.0 value - proactively address uptime
- 27. Business Case for Mobile CRM Pharmaceutical Insurance Increase Financial Services Revenue Consumer Packaged Goods Top Line Retail Public Sector Manufacturing Public Safety Transportation Healthcare Utilities Bottom Quality Line Insurance Construction Education Reduce Improve Cost Service
- 28. Mobile is changing the CRM Paradigm User-centric approach to CRM drives adoption It’s It’s It just Keeps me It’s addictive proactive works organized Saves easy me time
- 30. In today’s economy… Every dollar, every customer counts Every man-hour counts With Mobile CRM, drive MORE business out of what you have: 1. Customers 2. Sales Staff Confidential Information
- 31. Revenue Per Employee: Companies Using CRM Outperform by 44% Source: AMI-Partners, 2007 Confidential Information
- 32. Increase Sales with Mobile CRM Reduce downtime = increase customer face time = increase sales Greater productivity, less administration More appointments/day Increased sales Stronger customer relationships Greater visibility into staff activities & performance Confidential Information
- 33. Maximizer Mobile CRM Real-Life Results Sigvaris Medical parts manufacturer with field sales Improved productivity by 17% (1 more appt/day) Increased sales targets & achievement Greater ability to coach sales staff and improve performance Confidential Information
- 34. Maximizer Mobile CRM Real-Life Results RTR Advisory Group Financial services firm with field agents Field & office staff collaboration Seamless experience for clients, stronger client relationships Compliance Confidential Information
- 35. Maximizer Mobile CRM Accounts & Leads: •Notes •Sales Deals • Log Calls, Emails •Forecasts • Maps • Document Library •Offline & Online Options • Integrated with BlackBerry Confidential Information
- 36. Mobile CRM in the Field… •View History of •Strengthen customer Customer Before relationships Meetings • Profiles, Calls, •Reduce sales Shared with Colleagues downtime • Update Post‐ •Increase customer Meeting Notes face time
- 37. Mobile CRM in the Field… • See Sales Deals • Reduce office •Update Sales administration Forecast Status (Stage, Amount, • Update forecasts Date) and leads on‐the‐fly
- 38. Mobile CRM for Managers… • Real‐time visibility into sales, service, marketing • Greater insight into staff activities & performance
- 39. Maximizer Software CRM pioneer (since 1987) Over 120,000 customers Over 1 million licenses sold 400 business partners Global CRM provider for Small and Medium Businesses (SMBs) & Divisions of Large Enterprises Confidential Information
- 40. Industry Recognition & Awards 10 Must-Have Apps for Strong Performer: your BlackBerry Mid-Market CRM, SFA, - Feb. 2009 Customer Service Technology Innovators: Top 50 Confidential Information
- 41. Maximizer Software Customers Financial Services Manufacturing Wholesale/ Distribution Services Others Confidential Information
- 42. Thank you! Barry Trailer CSO Insights Tim Grimes Research in Motion Angie Hirata Maximizer Software Inc. Find Us on: Twitter | YouTube | Blogs 1-800-804-6299 Confidential Information