How Mobile
Technology Drives
Sales Productivity



Barry Trailer | CSO Insights
Tim Grimes | Research In Motion
Angie Hira...
Barry Trailer
                          Managing Partner
             barry.trailer@csoinsights.com


         Barry Trail...
Mobile CRM: Is it happening?
                 Data supports that it is making a difference
                 Will touch on ...
15th Annual Sales
                 Performance Optimizations

                 ~1800 Companies
                 Participat...
Sales Force Demographics
                 Sell Cycle Analysis
                 Sales Strategy Development Assessment
     ...
a.      No, we do NOT have CRM
   b.      Yes, we have CRM withOUT Mobile access
   c.      Yes, we have CRM WITH Mobile a...
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

          Pr...
a.      Viewed as Trusted Partner.
   b.      Viewed as Strategic Contributor.
   c.      Viewed as Solutions Consultant.
...
No portion of these materials may be reproduced or distributed in 
© CSO Insights     any form without the prior written p...
I.     Ad Hoc.
                 II.    Random.
                 III.   Formal.
                 IV.    Dynamic.
          ...
No portion of these materials may be reproduced or distributed in 
© CSO Insights     any form without the prior written p...
Trusted                                                                               Q:96% vs 86%
           Partner     ...
Trusted
       Partner
                                                                  Successful Years
     Strategic
 ...
No portion of these materials may be reproduced or distributed in 
© CSO Insights     any form without the prior written p...
No portion of these materials may be reproduced or distributed in 
© CSO Insights     any form without the prior written p...
No portion of these materials may be reproduced or distributed in 
© CSO Insights     any form without the prior written p...
4-generation sales forces
             Better form factor
             More compelling applications
                 ◦   E...
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 ...
Product Portfolio
Focused solely on Wireless

 •   Powerful wireless devices with the most advanced technology
       • Em...
BlackBerry Enterprise Server 5.0
Mission Critical Operations & Enterprise Peace of Mind
1. MANAGEABILITY
   -   manage ope...
Business Case for Mobile CRM

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



                                      ...
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 bus...
Revenue Per Employee:
Companies Using CRM
Outperform by 44%




 Source: AMI-Partners, 2007




Confidential Information
Increase Sales with Mobile CRM

    Reduce downtime = increase customer
    face time = increase sales
          Greater p...
Maximizer Mobile CRM
Real-Life Results

Sigvaris
Medical parts manufacturer with field sales

    Improved productivity by...
Maximizer Mobile CRM
Real-Life Results

RTR Advisory Group
Financial services firm with field agents

    Field & office s...
Maximizer Mobile CRM



     Accounts & Leads:
            •Notes            •Sales Deals
      • Log Calls, Emails      •...
Mobile CRM in the
Field…
                        •View History of 
•Strengthen customer    Customer Before 
relationships ...
Mobile CRM in the
Field…

                         • See Sales Deals
• Reduce office            •Update Sales 
  administr...
Mobile CRM for
Managers…

• Real‐time visibility 
  into sales, service, 
  marketing
• Greater insight into 
  staff acti...
Maximizer Software

        CRM pioneer (since 1987)
        Over 120,000 customers
        Over 1 million licenses sold
 ...
Industry Recognition & Awards


                           10 Must-Have Apps for    Strong Performer:
                    ...
Maximizer Software
Customers

 Financial
 Services


 Manufacturing



 Wholesale/
 Distribution
 Services


 Others




C...
Thank you!


                                       Barry Trailer
                                       CSO Insights

   ...
How Mobile Technology Drives Sales Productivity
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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. 1. How Mobile Technology Drives Sales Productivity Barry Trailer | CSO Insights Tim Grimes | Research In Motion Angie Hirata | Maximizer Software
  2. 2. Barry Trailer Managing Partner barry.trailer@csoinsights.com Barry Trailer, CSO Insights barry.trailer@csoinsights.comBBarr
  3. 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. 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. 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
  6. 6. 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
  7. 7. One rep in four has CRM w/ Mobile access.
  8. 8. Small & Very large have been quicker to adopt Mobile CRM; Mid-size has been slower to adopt.
  9. 9. Firms providing access to data via mobile CRM also report higher quota attainment.
  10. 10. Firms investing in Mobile CRM also report higher effectiveness introducing new products.
  11. 11. 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
  12. 12. 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
  13. 13. No portion of these materials may be reproduced or distributed in  © CSO Insights any form without the prior written permission of the authors
  14. 14. 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
  15. 15. No portion of these materials may be reproduced or distributed in  © CSO Insights any form without the prior written permission of the authors
  16. 16. 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
  17. 17. 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
  18. 18. No portion of these materials may be reproduced or distributed in  © CSO Insights any form without the prior written permission of the authors
  19. 19. 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
  20. 20. No portion of these materials may be reproduced or distributed in  © CSO Insights any form without the prior written permission of the authors
  21. 21. 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
  22. 22. Research In Motion Mobility has Completed the Transition from Tactical to Strategic
  23. 23. 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
  24. 24. 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
  25. 25. 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
  26. 26. 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
  27. 27. 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
  28. 28. Improve Productivity, Increase Sales: Maximizer Mobile CRM
  29. 29. 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
  30. 30. Revenue Per Employee: Companies Using CRM Outperform by 44% Source: AMI-Partners, 2007 Confidential Information
  31. 31. 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
  32. 32. 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
  33. 33. 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
  34. 34. Maximizer Mobile CRM Accounts & Leads: •Notes •Sales Deals • Log Calls, Emails •Forecasts • Maps • Document Library •Offline & Online Options • Integrated with BlackBerry Confidential Information
  35. 35. 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
  36. 36. 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
  37. 37. Mobile CRM for Managers… • Real‐time visibility  into sales, service,  marketing • Greater insight into  staff activities &  performance
  38. 38. 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
  39. 39. 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
  40. 40. Maximizer Software Customers Financial Services Manufacturing Wholesale/ Distribution Services Others Confidential Information
  41. 41. 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

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