How Mobile
Technology Drives
Sales Productivity
Barry Trailer | CSO Insights
Tim Grimes | Research In Motion
Angie Hirata | Maximizer Software

Barry Trailer
Managing Partner
barry.trailer@csoinsights.com
Barry Trailer, CSO Insights
barry.trailer@csoinsights.comBBarr

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?
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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 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
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a. No, we do NOT have CRM
b. Yes, we have CRM withOUT Mobile access
c. Yes, we have CRM WITH Mobile access
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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.

Trusted
Partner
Strategic
Contributor
Solutions
Consultant
Preferred
Supplier
Approved
Vendor
Random Tribal Formal Dynamic
Process Wisdom Process Process
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.
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I. Ad Hoc.
II. Random.
III. Formal.
IV. Dynamic.
V. Do Not Know.
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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
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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
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© CSO Insights any form without the prior written permission of the authors

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

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

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
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Research In Motion
Mobility has Completed the Transition from
Tactical to Strategic

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

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

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

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

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

Improve
Productivity,
Increase Sales:
Maximizer
Mobile CRM

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
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Revenue Per Employee:
Companies Using CRM
Outperform by 44%
Source: AMI-Partners, 2007
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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
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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

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

Maximizer Mobile CRM
Accounts & Leads:
•Notes •Sales Deals
• Log Calls, Emails •Forecasts
• Maps
• Document Library
•Offline & Online
Options
• Integrated with
BlackBerry
Confidential Information

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

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

Mobile CRM for
Managers…
• Real‐time visibility
into sales, service,
marketing
• Greater insight into
staff activities &
performance

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
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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

Maximizer Software
Customers
Financial
Services
Manufacturing
Wholesale/
Distribution
Services
Others
Confidential Information

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
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