How Mobile Technology Drives Sales Productivity

How Mobile Technology Drives Sales Productivity

How Mobile Technology Drives Sales Productivity

Barry Trailer | CSO InsightsTim Grimes | Research In MotionAngie Hirata | Maximizer Software

Barry Trailer, CSO Insightsbarry.trailer@csoinsights.comBBarr

Barry TrailerManaging Partner

barry.trailer@csoinsights.com

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Mobile CRM: Is it happening?Data supports that it is making a differenceWill touch on some examplesSupporting and enabling processOK I get it, I should get on board, what should I do first?

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15th Annual Sales Performance Optimizations

~1800 Companies Participated Worldwide

100+ Sales Effectiveness Metrics Tracked

Survey Closed 12/15/08

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Sales Force DemographicsSell Cycle AnalysisSales Strategy Development AssessmentSales Cycle Execution AssessmentAccount Management AssessmentSales Management AssessmentSales Process AssessmentCore CRM UtilizationCRM 2.0 UtilizationInternet & SKM UtilizationSales & Marketing Alignment

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a.

No, we do NOT have CRMb.

Yes, we have CRM withOUT Mobile accessc.

Yes, we have CRM WITH Mobile access

One rep in four has CRM w/ Mobile access.

Small & Very large have been quicker to adopt Mobile CRM; Mid-size has been slower to adopt.

Firms providing access to data via mobile CRM also report higher quota attainment.

Firms investing in Mobile CRM also report higher effectiveness introducing new products.

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Trusted Partner

Strategic Contributor

Solutions Consultant

Preferred Supplier

Approved Vendor

Random Process

Tribal Wisdom Process

Formal Process

Dynamic Process

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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 any form without the prior written permission of the authors© CSO Insights

© CSO Insights No portion of these materials may be reproduced or distributed in any form without the prior written permission of the authors

I.

Ad Hoc.II.

Random.III.

Formal.IV.

Dynamic.V.

Do Not Know.

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Trusted Partner

Q:96% vs 86%

qa: 69% vs 68%

Strategic Contributor

Solutions Consultant

Q:90% vs 90%

qa: 65% vs 60%

Preferred Supplier

Approved Vendor

Q:85% vs 80%

qa: 59% vs 47%

Random Process

Tribal Wisdom Process

Formal Process

Dynamic Process

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Trusted Partner

Strategic Contributor

Solutions Consultant

Preferred Supplier

Approved Vendor

Random Process

Tribal Wisdom Process

Formal Process

Dynamic Process

Sleepless Nights

Challenging Months

Successful Years

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CSO Insights

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4-generation sales forcesBetter form factorMore compelling applications◦

End of period deal approvals◦

Change in deal alerts◦

Mini-training courses◦

Web crawling major account news items

Research In MotionResearch In MotionMobility has Completed the Transition from

Tactical to Strategic

The Wireless LeaderThe 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

Product PortfolioProduct Portfolio Focused solely on WirelessFocused 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

BlackBerry Enterprise Server 5.0 Mission Critical Operations & Enterprise Peace of Mind1. 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

Business Case for Mobile CRM

IncreaseRevenue

Improve Service

Reduce Cost

Top Line

BottomLine

Quality

Consumer Packaged Goods

Retail

Manufacturing

Transportation

Utilities

Construction

Pharmaceutical

Insurance

Financial Services

Public Sector

Public Safety

Healthcare

Insurance

Education

Saves me time

Keeps me organized It’s

easy

It just works

It’s proactive

It’s addictive

Mobile is changing the CRM Paradigm User-centric approach to CRM drives adoption

Improve Productivity, Increase Sales: Maximizer Mobile CRM

Improve Productivity, Increase Sales: Maximizer Mobile CRM

Confidential Information

In today’s economy…In today’s economy…

Every dollar, every customer countsEvery man-hour countsWith Mobile CRM, drive MORE business out of what you have:

1. Customers2. Sales Staff

Confidential Information

Revenue Per Employee: Companies Using CRM Outperform by 44%

Revenue Per Employee: Companies Using CRM Outperform by 44%

Source: AMI-Partners, 2007

Confidential Information

Increase Sales with Mobile CRMIncrease Sales with Mobile CRM

Reduce downtime = increase customer face time = increase sales

Greater productivity, less administrationMore appointments/dayIncreased sales

Stronger customer relationshipsGreater visibility into staff activities & performance

Confidential Information

Maximizer Mobile CRM Real-Life Results Maximizer Mobile CRM Real-Life Results

SigvarisMedical parts manufacturer with field sales

Improved productivity by 17% (1 more appt/day)Increased sales targets & achievementGreater ability to coach sales staff and improve performance

Confidential Information

Maximizer Mobile CRM Real-Life Results Maximizer Mobile CRM Real-Life Results

RTR Advisory GroupFinancial services firm with field agents

Field & office staff collaborationSeamless experience for clients, stronger client relationshipsCompliance

Confidential Information

Maximizer Mobile CRMMaximizer Mobile CRM

Accounts & Leads:•Notes

• Log Calls, Emails• Maps

• Document Library

•Sales Deals•Forecasts

•Offline & Online Options

• Integrated with BlackBerry

Mobile CRM in the Field…

•Strengthen customer 

relationships

•Reduce sales  downtime

•Increase customer 

face time

•View History of 

Customer Before 

Meetings

• Profiles, Calls, 

Shared with 

Colleagues

• Update Post‐

Meeting Notes

• See Sales Deals•Update Sales 

Forecast Status 

(Stage, Amount, 

Date)

Mobile CRM in the Field…

• Reduce office 

administration

• Update forecasts 

and leads on‐the‐fly

Mobile CRM for Managers…

• Real‐time visibility 

into sales, service, 

marketing

• Greater insight into 

staff activities & 

performance

Confidential Information

Maximizer SoftwareMaximizer Software

CRM pioneer (since 1987)Over 120,000 customersOver 1 million licenses sold400 business partnersGlobal CRM provider for Small and Medium Businesses (SMBs) & Divisions of Large Enterprises

Confidential Information

Industry Recognition & AwardsIndustry Recognition & Awards

Strong Performer:Mid-Market CRM, SFA,

Customer Service

Technology Innovators: Top 50

10 Must-Have Apps for your BlackBerry

- Feb. 2009

Confidential Information

Maximizer Software Customers Maximizer Software Customers

Financial Services

Manufacturing

Wholesale/ Distribution

Services

Others

Confidential Information

Thank you!Thank you!

Barry TrailerCSO Insights

Tim GrimesResearch in Motion

Angie HirataMaximizer Software Inc.

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