B2B SUMMIT 2014 - CASE STUDY: Always-on selling – the use of mobile apps in channel marketing

1. Always on Selling
The use of mobile apps in channel marketing
James Lawton-Hill
Kelly Grundy

2. The Challenge

3. Low partner engagement levels
Impact on sales performance
Instant access to information
Brand consistency & perception

4. The App

5. The Results

6. Measured through sales uplift, portal / partner
engagement & Google Analytics
97% increase in sales volume out
E-learning tests; Month 0 = 100 to Month 2 = 850
750% increase
Brand perception = innovative

7. "The App has been something of a revelation within the channel
and enabled us to drive business within our partners. The
beauty of the App is that its value far outweighs the sum of its
parts. It gives us a slick, updatable, relevant information source
that is stored centrally in the one place.
We can take channel partners through a focused sales journey
discussing the potential margin resellers can make with Brother.
In this way it enables us to openly and honestly ask for business
and expect a positive response with credible reward.”
Business Manager, Managed Resellers, Brother UK

8. Learning's & What’s Next

9. Change management and resistance
Manpower to maintain and develop
Improved functionality and integration
Wider business use

10. @Brother_UK
@JamesLawtonHill