Sales force turning opportunity into profit


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Completed in 2005, this shows how Sales Forces can benefit from Mobility.

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  • Core Strengths: AMPower SALES allows the integration of data from multiple host systems. It ’s capable of mobilizing more thanr 40 host systems. Develop once, deploy many times: Using AMP Studio, developers can write once and run across multiple devices – quickly, easily, and cost-effectively. Function: AMPower SALES mobilizes CRM and SFA systems. Provides a sales organization with a 360-degree view across all the facets of a customer relationship: accounts, opportunities, contacts, tasks and more from an easy-to-use mobile application. AMPower sales can be deployed on-demand, on-premise, or both. Customization: Customization depends on the requirements of the customer. AMPower SALES is a pre-built solution that can be quickly configured to adapt to changes in sales and business processes; ongoing changes to the application can easily be made. Budget: $25-35 per user per month, plus professional fees for customization, configuration, set-up, and training. Developing Case Study/Success Story
  • Core Strength: XSales is a standard and fully configurable route-accounting (DSD – Direct Store Delivery) sales force automation solution. It robustly takes the ERP (SAP/MS Dynamics/JDE, etc.) out of the four company walls and puts it in front of the retailer, at the customer point of contact. Function: XSales requires a server (XSales Server) to configure and control the mobile-devices sync and ERP integration. It can also be configured as SaaS. Customization: Configuration and implementation takes about eight to 12 weeks, depending on the ERP. Budget: Fully implemented project services are $64,800. Licensing is $500 per route and 20% for licensing for annual support and maintenance. Developing Case Study/Success Story
  • Core Strength: Single, smart-client portal and mobile platform to support multiple out-of-the-box, role-based applications using single-handed 10-key navigation. Function: Mobilizes existing in-house or hosted deployment of Microsoft Dynamics CRM or GP Requires IIS. Customization: Out-of-the-box; installs/deploys in 60 minutes Estimated budget: $0 setup cost for hosted or on-premise deployment, $29/user/month/role for hosted deployment, $495/user/role for on-premise deployment “ The ADC Solution is worth its weight in gold when you’re with a customer. The impact is immediate. When you have the information and tools you need to close a sale, that’s what you can do.” –Bill Hill, Chief Financial Officer, Garmont Success Story: Garmont NA Client Profile: Garmont NA, based in Williston, Vermont, distributes outdoor products to outdoor retailers and ski shops throughout the United States and Canada. Situation: Salespeople were unable to access information from the system. Technology solutions for inventory, distribution, and financial systems was not keeping up with growth. Solution: Garmont adopted x10DATA smart-client mobility suite. The ADC software integrates with Microsoft Dynamics GP, which ensures the financial system receives new orders and immediately forwards the information to the smart-client application on mobile devices. Benefits: Sales executives can access customer data and place orders remotely, increasing customer satisfaction and facilitating sales.
  • 12/28/11 22:52 ©2007 Microsoft Corporation. All rights reserved. This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.
  • Core strengths: Complete Mobile and Web-based CRM/SFA system that can easily be configured to any sales process. MBM also configures to any existing CRM/SFA systems such as SFDC, Siebel, or custom-developed system. Function: The system is available fully-hosted SaaS, and also as a licensed model that can sit behind the firewall and connect to existing application. Customization: Typical implementation time is four to eight weeks. Budget: Setup and customization between $25,000 and $50,000, with monthly fees ranging from $49-99 per user. “ Having key information in the palm of your hand is…a level of commitment [customers] might not be getting from other companies.” – Greg Palmer, Special Services Technology Manager, J&L Industrials Success Story: J&L Industrial Supply Customer Profile: J&L industrial is a wholly owned distributor of Detroit-based Kennametal Corporation, a leading manufacturer of industrial tools. Situation: J&L Industrial had a powerful sales tool that recommended upsell opportunities, but it required Internet access, hours of nightly administrative work, and printing manual reports for each sales call. Solution: Mobitor Corporation configured its wireless Mobile Business Manager solution to meet J&L Industrial ’s needs. The solution was developed in Microsoft Visual Studio .NET and is deployed on Windows Mobile devices. The fully integrated solution seamlessly organizes and wirelessly delivers operational data to sales employees in the field. Benefits: Improved employee productivity, required few training resources, helped J&L Industrial gain a competitive advantage, and increased sales expectations.
  • Core Strengths: Pronto provides rich online and offline experiences without any server deployments or custom coding. The mobile application can easily be customized to adapt to unique and evolving CRM implementations and order processes. Function: SaaS solution that provides an easy way to mobilize CRM systems or extend order entry to mobile workers – whether connecting to SaaS or deployed on site CRM or ERP systems. Allows non-technical users to create customized mobile apps that map to their sales processes. Businesses can download these customized rich apps from the Web and use them online or offline. The data can be exported to Microsoft Excel or SQL, or sent to CRM apps such as Microsoft Dynamics CRM through Web services. Customization: Free trial out of the box. Client customization can happen online by users themselves in real time, or can be done in a matter of days. Budget: $19 or $29 per user per month through hosted model. “ Helps us keep us ahead of the competition…and increase our sales by 20%. We have access to data immediately, allowing us to adjust to our clients on an immediate basis, as opposed to weeks after the fact.” – Louis Philippe Antunes, COO, Naturale Science Pharma, Inc.. Success Story: Naturale Science Pharma Inc. (NSP) Client Profile: NSP is the leading marketer and supplier of Modele skin care and healthcare products, sold in more than 12,000 stores across North America. Situation: Needed real-time access to retail conditions to manage inventory, orders and promotions. Solution: NSP implemented Rogers mFORMS on HP iPAQ with touch-screen and mobile data service. Benefits: Real-time field data collection for inventory and merchandising and placing orders.
  • Sales force turning opportunity into profit

    1. 1. Turning Opportunity Into Profit [Mobile Operator Logo] Save Money Save Time Increase Profit Introducing Windows Mobile ® for Sales Force Automation
    2. 2. Agenda <ul><li>Sales and Mobility </li></ul><ul><li>Sales Force Challenges </li></ul><ul><li>The Mobility Solution </li></ul><ul><li>Why Windows Mobile ® ? </li></ul><ul><li>Microsoft ® CRM 3.0 Mobile </li></ul><ul><li>Condensing the Sales Cycle </li></ul><ul><li>Applications for Your Business Needs </li></ul><ul><li>A Day in the Life </li></ul><ul><li>Take Advantage of Windows Mobile </li></ul>[Mobile Operator Logo]
    3. 3. Sales Force Challenges <ul><li>Accessibility: </li></ul><ul><li>To stay ahead of the competition, sales representatives are realizing the increasing need to respond to customers at all times. </li></ul><ul><li>Information: </li></ul><ul><li>Sales reps need to be on top of change and provide customers solutions relevant to their needs. </li></ul><ul><li>Communication: </li></ul><ul><li>Communication to and from the office is essential to complete sales faster and reduce errors. </li></ul><ul><li>Connectivity: </li></ul><ul><li>Enterprise-class wireless connectivity, functionality, and manageability are vital to mobile professionals. </li></ul>[Mobile Operator Logo]
    4. 4. The Mobility Solution <ul><li>Increase timeliness and quality of client communications with instant access on your Windows Mobile ® device. </li></ul><ul><li>Be more efficient with the ability to access e-mail, calendars and contacts from nearly any location using Microsoft ® Office Outlook ® Mobile. </li></ul><ul><li>Download and view file attachments received via e-mail. </li></ul><ul><li>Provide a secure environment for client information with password protection and the ability to encrypt data and remotely erase lost or stolen devices. </li></ul>[Mobile Operator Logo]
    5. 5. Why Windows Mobile ® ? <ul><li>Work wirelessly on the interface you know. </li></ul><ul><li>Only Windows Mobile devices feature Microsoft ® Office Mobile , a mobile version of Microsoft software you ’ re already familiar with. </li></ul><ul><li>Travel light with a wide variety of handheld Windows Mobile powered devices that deliver wireless voice and data functionality. </li></ul><ul><li>Embedded software and third-party add-ons such as CRM, GPS navigation, and vertical apps offer maximum flexibility. </li></ul>
    6. 6. Microsoft ® CRM 3.0 Mobile <ul><li>Microsoft CRM 3.0 Mobile complements Microsoft CRM, Office and Outlook ® , and captures sales activities wherever your customers are. </li></ul><ul><ul><li>Provides device-managed account data. </li></ul></ul><ul><ul><li>Supports custom forms for data entry and queries. </li></ul></ul><ul><ul><li>Lets you: </li></ul></ul><ul><ul><ul><li>Collect / download prospect info. </li></ul></ul></ul><ul><ul><ul><li>Schedule appointments on-site. </li></ul></ul></ul><ul><ul><ul><li>Access up-to-date data. </li></ul></ul></ul><ul><ul><ul><li>Track sales and service activities. </li></ul></ul></ul>
    7. 7. Condensing the Sales Cycle Increase sales with cross-selling and upselling Opportunities. Access and manage customer contacts and information remotely. Capture, transmit and process orders and notes away from the office. Automate and streamline sales management and accounting processes. Reduce sales cycle and costs by minimizing paper-based processes and errors. Enhance profitability, improve efficiency and increase customer satisfaction.
    8. 8. Applications for Your Business Needs <ul><li>Microsoft ’s Independent Software Vendors (ISVs) build from the Windows Mobile ® platform to enhance the capabilities of Windows Mobile devices and provide customizable and accessible sales force automation solutions. </li></ul><ul><ul><li>AMPower™ SALES by Antenna™ Software </li></ul></ul><ul><ul><li>XSales ® Suite by JL Mobile Systems </li></ul></ul><ul><ul><li>Mobile Sales Manager by ADC Technologies Group™ </li></ul></ul><ul><ul><li>Visit for a list of Sales Force partners. </li></ul></ul>
    9. 9. AMPower™ SALES by ANTENNA™ Software [email_address] • (770) 993-6332 <ul><li>AMPower SALES allows full-featured wireless access to enterprise CRM or SFA systems while away from the office and in front of customers. </li></ul><ul><ul><li>Easily and securely interacts with critical customer and business information. </li></ul></ul><ul><ul><li>Lets you view, edit and create records on mobile devices. </li></ul></ul><ul><ul><li>Delivers timely and accurate sales forecasts. </li></ul></ul><ul><ul><li>Integrate 3 rd party data (i.e. Fedex, Hoovers) and other enterprise applications (i.e. ERP, CRM, FSM) </li></ul></ul><ul><ul><li>Offline support available. </li></ul></ul>
    10. 10. XSales ® Suite by JL Mobile Systems [email_address] • (954) 476-8787 <ul><li>XSales Suite is designed to deliver a global sales force automation application that standardizes local, regional, and global reporting, based on common KPI. </li></ul><ul><ul><li>Empowers a comprehensive sales function, including discounts and fully configurable promotions. </li></ul></ul><ul><ul><li>Generates reports and allows data collection and printing in different modes. </li></ul></ul><ul><ul><li>Features multi-language and multi-user options. </li></ul></ul><ul><ul><li>Permits planning of sales quotas with insight to customer purchasing trends. </li></ul></ul><ul><ul><li>Enables Individual discounts, prices and promotions. </li></ul></ul>
    11. 11. Mobile Sales Manager by ADC Technologies™ [email_address] • (888) 823-2848 <ul><li>By combining mobile computers and broadband service with x10DATA Mobile and Microsoft Dynamics™ CRM or ERP, sales teams can instantly access customer, inventory and order information while on the go. </li></ul><ul><ul><li>Work efficiently with single-handed, intuitive 10-command navigation. </li></ul></ul><ul><ul><li>Stay productive with Inventory review, quote and sales order creation and shipping confirmation. </li></ul></ul><ul><ul><li>Proactively rectify situations and enhance customer relationships with exception alerts. </li></ul></ul><ul><ul><li>Access customer product preferences and purchasing history while in front of your customers. </li></ul></ul>
    12. 12. A Day in the Life Sally Sales Manager 8am Scheduling 10am Quote Request 5pm Success 9am Presentation Review 1pm Client Presentation 12:30pm Directions While getting her morning coffee, Sally checks her email and reviews her schedule. With the ability to view and edit her Microsoft ® Office PowerPoint ® presentation on her mobile phone, Sally easily makes updates.. Sally receives a request to submit a quote with her presentation. Heading to her client meeting, Sally gets direction on her mobile phone ’s GPS system. Thanks to her advance notice, Sally conquers her sales presentation and turned her quote into an order. Sally spreads the news to her team via e-mail and reviews her commission for the month. [Mobile Operator Logo]
    13. 13. Case Study: Acushnet Company “ Once the order has been taken and the customer signs for it on the Windows Mobile powered Pocket PC, the entire process is automated.” -Carl Dumas, Network Services Manager, Acushnet Company [Mobile Operator Logo] Solution Developed an order-processing application for Windows Mobile ® devices linking to order entry and inventory systems running Microsoft ® SQL Server™ with Microsoft .NET connection software. Benefits Reduced and streamlined the order process, increased profit, reduced inventory staff from six to one, and improved customer satisfaction. Situation Needed a wireless solution to replace paper-based system that caused customer confusion, overtime hours for processing, and delays in invoicing. Company Profile Acushnet Company is the largest manufacturer and distributor of golf equipment worldwide, offering brands that include Titleist, Cobra, FootJoy, Scotty Cameron, and Pinnacle.
    14. 14. Solutions by [Mobile Operator] <ul><li>Do you ever say, “ When I get back to the office, I will check on that. ” ? </li></ul><ul><li>Only Windows Mobile ® powered devices feature Microsoft ® Office Mobile, a mobile version of Microsoft software you ’re familiar with. </li></ul><ul><ul><li>• Check and reply to email wherever you are. </li></ul></ul><ul><ul><li>• Access Microsoft Office documents right from your phone. </li></ul></ul><ul><ul><li>• Create and edit documents anywhere, anytime. </li></ul></ul><ul><ul><li>• Travel light with a single device for voice and data. </li></ul></ul>Exclusive voice & data solutions for the sales professional [Mobile Operator Logo]
    15. 15. Travel Light with One Device <ul><ul><li>. </li></ul></ul>[Mobile Operator Logo] [Insert Device Image & Copy Here] [Insert Device Image & Copy Here] [Insert Device Image & Copy Here] [Insert Device Image & Copy Here]
    16. 16. Take Advantage of Windows Mobile ® <ul><li>Businesses already use a Microsoft ® Exchange Server system that support Windows Mobile devices. </li></ul><ul><li>Windows Mobile phones do not require separate licensing agreements. </li></ul><ul><li>By using software and devices with support for Web standards, Windows Mobile solutions work well with Microsoft technologies & LOB applications to create solutions to meet the needs of the busy sales representative. </li></ul>[Mobile Operator Logo] “ Windows Mobile software powers advanced, easy-to-use devices that allow customers to send and receive email, browse the Internet, and work on mobile versions of familiar Microsoft Office software, as well as hundreds of third party applications.” -IDC, ”Quantifying the Return on Investment from Deploying Mobility Solutions in Midsize Businesses.” Sept. 2006
    17. 18. Appendix: Additional Sales Force ISVs [Mobile Operator Logo]
    18. 19. Mobile Business Manager™ (MBM) by Mobitor [email_address] • (925) 200-3300 <ul><li>Mobitor ’s MBM goes beyond wireless e-mail to extend enterprise CRM, ERP, and other line of business systems wirelessly to mobile information workers where they need this information the most: with customers. </li></ul><ul><ul><li>Mobile and Web-based SFA/CRM. </li></ul></ul><ul><ul><li>Tight integration with email and contact management systems. </li></ul></ul><ul><ul><li>Integrated Barcode scanning to manage inventory assets and fulfillment. </li></ul></ul><ul><ul><li>Data mobilized into a universal, configurable SmartClient application. </li></ul></ul>
    19. 20. Pronto from TrueContext [email_address] • (877) 333-9779 <ul><li>Pronto helps sales team sell faster and smarter with anywhere, anytime access to account information in CRM and immediate sales-order entry with Windows Mobile ® devices. </li></ul><ul><ul><li>Direct connections to Microsoft Dynamics™ CRM and leading back ends. </li></ul></ul><ul><ul><li>Easy-to-customize sales forms on devices. </li></ul></ul><ul><ul><li>Offline and online use for variable coverage. </li></ul></ul><ul><ul><li>Integration options with peripheral barcode scanning, magnetic strip reading, and printing. </li></ul></ul>