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How IBM Enabled its Worldwide
Sales Force with Mobile
Technologies
Speaker
2
Chris Pepin is a member of the Mobile Sales
Experience team for the IBM Office of the CIO
and is based in Somers...
Please Note:
3
• IBM’s statements regarding its plans, directions, and intent are subject to change or withdrawal without ...
Mobile is changing how sellers and clients interact
• Personalized interaction
• “Empowered by knowing, illuminated by dat...
In response, IBM launched the Mobile Sales Experience program
MISSION
Deliver a core suite of
apps, capabilities, and
cont...
MobileFirst, Mobile@IBM and Mobile Sales Experience
6
IBM
MobileFirst
Mobile@IBM
IBM Mobile
Sales
Experience
Drives IBM’s ...
IBM Mobile Sales Experience approach
7
Education and
support
iPad tablets
Mobile tools
and
applications
Sellers
Education ...
40,000 iPad Air tablets have been distributed to worldwide sellers
8
64GB storage
Cellular data plan
Bluetooth keyboard
(o...
IBM’s five step iPad deployment process
9
Sourcing
Deployment
ActivationSupport
Management
13 months from
1st deployment
t...
IBM sources iPad tablets from dozens of authorized resellers worldwide
IBM worked with Apple and worldwide
resellers to cr...
iPad seller kit ships to sellers worldwide
Depending on the country, the Apple iPad
seller kit is shipped
1. Direct to the...
iPad activation is automated for IBM sellers
The objective was to make setup and
configuration as easy as possible through...
Apple and IBM automation streamlines iPad setup and configuration
Apple Device Enrollment Program (DEP) and
IBM MaaS360 Mo...
The IBM seller mobile app bundle has a variety of seller apps
IBM internal developed apps
Third-party apps
IBM MobileFirst...
Examples of IBM seller apps
15
Client Alerts: System
that informs key execs via
Alerts to mobile device
and email about cl...
Example of IBM seller apps – continued
16
Box: file sync and share, electronic
notes, file viewing, round-trip editing
wit...
A day in the life of an IBM seller
17
Read and
respond to e-mail
using iOS e-mail
or IBM Verse
Keep up to date
with client...
Support and education is critical to iPad adoption and usage
Support
Hardware (e.g. AppleCare for Enterprise)
iOS
App
Educ...
Support
Online help
“Upside down” help desk
Online seller community
Mobile Expert Bars
19
Education
“Micro-moment” videos & podcasts
Tips
Webinars
Seminars
20
IBM sellers use a range of Apple devices…
iPad
Apple
TV
MacBook
iPad
Apple
Watch
18
iPhone
…as well as devices from other vendors to conduct IBM business
Android
smartphone
Android
watch
Windows
PC
Chromecast
18
A...
Management and reporting solutions protects IBM data and tracks usage
IBM MaaS360 Mobile Device Management
and mobile app ...
iPad delivers tangible benefits for IBM sellers
Sellers have used
their iPad with
clients
92% 54% 57%
Sellers have seen
im...
What IBM learned in deploying 40,000 iPad tablets to sellers
• The partnership with Apple and worldwide resellers
was crit...
New case study now available on IBM.com
26
“I travel throughout Europe to
multiple countries each week,
and the iPad and a...
Related sessions
“Secure the Mobile Enterprise: How the IBM CIO Protects Mobile
Devices, Data, Access and Users”
Bill Twor...
Thank you!
28
@ChrisPepin
http://www.linkedin.com/in/chrispepin
YOUR FEEDBACK IS IMPORTANT!
Access the InterConnect 2016 C...
Questions
29
Notices and Disclaimers
30
Copyright © 2016 by International Business Machines Corporation (IBM). No part of this document...
Notices and Disclaimers Con’t.
31
Information concerning non-IBM products was obtained from the suppliers of those product...
Thank You
Your Feedback is Important!
Access the InterConnect 2016 Conference Attendee
Portal to complete your session sur...
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How IBM Enabled its Worldwide Sales Force with Mobile Technologies

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How IBM Enabled its Worldwide Sales Force with Mobile Technologies

  1. 1. How IBM Enabled its Worldwide Sales Force with Mobile Technologies
  2. 2. Speaker 2 Chris Pepin is a member of the Mobile Sales Experience team for the IBM Office of the CIO and is based in Somers, NY @ChrisPepin http://www.linkedin.com/in/chrispepin
  3. 3. Please Note: 3 • IBM’s statements regarding its plans, directions, and intent are subject to change or withdrawal without notice at IBM’s sole discretion. • Information regarding potential future products is intended to outline our general product direction and it should not be relied on in making a purchasing decision. • The information mentioned regarding potential future products is not a commitment, promise, or legal obligation to deliver any material, code or functionality. Information about potential future products may not be incorporated into any contract. • The development, release, and timing of any future features or functionality described for our products remains at our sole discretion. • Performance is based on measurements and projections using standard IBM benchmarks in a controlled environment. The actual throughput or performance that any user will experience will vary depending upon many factors, including considerations such as the amount of multiprogramming in the user’s job stream, the I/O configuration, the storage configuration, and the workload processed. Therefore, no assurance can be given that an individual user will achieve results similar to those stated here.
  4. 4. Mobile is changing how sellers and clients interact • Personalized interaction • “Empowered by knowing, illuminated by data” • Increased speed and responsiveness • Improved responsiveness to clients, competition, and co- workers through real-time access to systems • Enhanced collaboration across sales teams • Improved experience through a consistent platform that increases productivity and flexibilty For sellers For clients 4
  5. 5. In response, IBM launched the Mobile Sales Experience program MISSION Deliver a core suite of apps, capabilities, and content that enable sellers to engage their clients more effectively while improving their own productivity SocialMobileCloud Analytics Reduce seller time Grow revenue Seller Productivity Client Value Client Enable Systems of Engagement Enabling Seller Transformation Seller 4
  6. 6. MobileFirst, Mobile@IBM and Mobile Sales Experience 6 IBM MobileFirst Mobile@IBM IBM Mobile Sales Experience Drives IBM’s mobile strategy by creating a transformational mobile experience for IBM employees Enables IBM sellers to engage clients more effectively and improve their productivity using iPad tablets and IBM mobile sales apps Enable clients to become a mobile business by leveraging IBM’s end-to-end MobileFirst solutions
  7. 7. IBM Mobile Sales Experience approach 7 Education and support iPad tablets Mobile tools and applications Sellers Education and support to drive adoption and usage Deploy iPad tablets to 40,000 client-facing sellers Provide tools and apps to enable client engagement and seller productivity
  8. 8. 40,000 iPad Air tablets have been distributed to worldwide sellers 8 64GB storage Cellular data plan Bluetooth keyboard (optional) VGA/HDMI adaptor Screen cover AppleCare for Enterprise
  9. 9. IBM’s five step iPad deployment process 9 Sourcing Deployment ActivationSupport Management 13 months from 1st deployment to 40,000th iPad
  10. 10. IBM sources iPad tablets from dozens of authorized resellers worldwide IBM worked with Apple and worldwide resellers to create an iPad seller kit consisting of the iPad, case, keyboard, Lightning to HDMI/VGA adaptor and instructions Two authorized resellers provided 60% worldwide coverage Middle East, Africa and Latin America required the most resellers – one per country 10 Sourcing Deployment ActivationSupport Management
  11. 11. iPad seller kit ships to sellers worldwide Depending on the country, the Apple iPad seller kit is shipped 1. Direct to the seller’s home 2. To an IBM office where the seller picks it up 11 Sourcing Deployment ActivationSupport Management
  12. 12. iPad activation is automated for IBM sellers The objective was to make setup and configuration as easy as possible through automation Automatically configure the iPad and install sales applications Enable cellular data as well as network connectivity to the IBM network 12 Sourcing Deployment ActivationSupport Management
  13. 13. Apple and IBM automation streamlines iPad setup and configuration Apple Device Enrollment Program (DEP) and IBM MaaS360 Mobile Device Management (MDM) eliminates manual configuration Apple DEP automatically installs IBM MaaS360 Mobile Device Management when the iPad is first turned on IBM MaaS360 configures device settings and installs sales applications 13
  14. 14. The IBM seller mobile app bundle has a variety of seller apps IBM internal developed apps Third-party apps IBM MobileFirst apps Native, web and hybrid apps 14
  15. 15. Examples of IBM seller apps 15 Client Alerts: System that informs key execs via Alerts to mobile device and email about client incidents as well as resolution. Listening Post: Seller ‘one-stop shop to learn and discuss topicsaround mobility. Client Collaboration HUB: Internalclient/ territory/ industryspecific shared workspace. AccountCare Live: Mobile client health solution with real time access to account specific information. Conversations: Collateraland presentation tools needed for client interactions. SalesConnect: Opportunity management and forecasting FirstRain Orion: Access real-time business analytics on prospects, customers,competitors, market trends and more Solution Seeker: Best of breed IBM solutions and solution design accelerators. Sales Tracker Integrated view of earnings, quota, and opportunities, with ability to modelpotential achievement
  16. 16. Example of IBM seller apps – continued 16 Box: file sync and share, electronic notes, file viewing, round-trip editing with Microsoft Office Microsoft Office edit Word, Powerpoint, Exceldocuments, presentations and spreadsheets Email, contacts and calendar:naitive iOS and IBM Verse mobile apps Safari and VPN on Demand: web browser access to the IBM corporate intranet IBM Connections Chat presence, instant messaging, audio and video chat and telephony IBM Connections: Socialsoftware for business includes people, communities, blogs, files, wikis, activities and more
  17. 17. A day in the life of an IBM seller 17 Read and respond to e-mail using iOS e-mail or IBM Verse Keep up to date with client and industry news with FirstRain Check the status of client issues using AccountCare Live Prepare for client meeting by researching IBM solutions in with Conversations Locate a subject matter expert to assist with the client presentation using IBM Expertise and chat online using IBM Connections Chat Rehearse the client presentation with the IBM team using IBM Meetings Get directions to the client site qith Apple Maps Deliver client presentation using Microsoft Powerpoint mobile and Box EMM Access the IBM intranet to access sales information at the client site via Safari and VPN on Demand Demonstrate the IBM MobileFirst Expert Tech app to the client Share results of meeting on Client Collaboration Hub to build client interaction history Update SalesConnect with the results of the client meeting and next steps Send the client a follow-up email after the meeting Refine the client solution using Solution Seeker Send a client an electronic contact with IBMeSignature for signature BEFORE THE MEETING AFTER THE MEETINGIN CLIENT MEETINGS View existing collateral with IBM Connecrions
  18. 18. Support and education is critical to iPad adoption and usage Support Hardware (e.g. AppleCare for Enterprise) iOS App Education On demand Scheduled 18 Sourcing Deployment ActivationSupport Management
  19. 19. Support Online help “Upside down” help desk Online seller community Mobile Expert Bars 19
  20. 20. Education “Micro-moment” videos & podcasts Tips Webinars Seminars 20
  21. 21. IBM sellers use a range of Apple devices… iPad Apple TV MacBook iPad Apple Watch 18 iPhone
  22. 22. …as well as devices from other vendors to conduct IBM business Android smartphone Android watch Windows PC Chromecast 18 Android tablet
  23. 23. Management and reporting solutions protects IBM data and tracks usage IBM MaaS360 Mobile Device Management and mobile app management Key metrics include active iPad tablets, app installs and app usage Seller satisfaction surveys and success stories 23 Sourcing Deployment ActivationSupport Management
  24. 24. iPad delivers tangible benefits for IBM sellers Sellers have used their iPad with clients 92% 54% 57% Sellers have seen improvement in the quality of client engagements from use of iPad and mobile apps Sellers report they gain the most benefit from the iPad and apps with access to mail, calendar, and presentations anytime 1.6 hr Seller Time Savings per week with iPad and apps vs traditional laptop 20
  25. 25. What IBM learned in deploying 40,000 iPad tablets to sellers • The partnership with Apple and worldwide resellers was critical to the worldwide seller iPad rollout • Automate setup, install and configuration whenever possible to remove the burden from sellers • Communicate with sellers frequently and leverage mobile and social channels • “Mobile Expert Bars” are a big hit and a great way to engage with sellers • Listen and respond to the voice of the seller • Establish an agile culture and continuously improve. Don’t strive for perfection out of the gate 25
  26. 26. New case study now available on IBM.com 26 “I travel throughout Europe to multiple countries each week, and the iPad and apps are making a huge difference!” Andrew Barnes, Chief Engineer, IBM, iPad user, Ireland Read more at http://ibm.biz/msecasestudy
  27. 27. Related sessions “Secure the Mobile Enterprise: How the IBM CIO Protects Mobile Devices, Data, Access and Users” Bill Tworek, IBM Office of the CIO. Tuesday, February 23, 2:30pm - 3:30pm 27
  28. 28. Thank you! 28 @ChrisPepin http://www.linkedin.com/in/chrispepin YOUR FEEDBACK IS IMPORTANT! Access the InterConnect 2016 Conference Attendee Portal to complete your session surveys from your smartphone, laptop or conference kiosk
  29. 29. Questions 29
  30. 30. Notices and Disclaimers 30 Copyright © 2016 by International Business Machines Corporation (IBM). No part of this document may be reproduced or transmitted in any form without written permission from IBM. U.S. Government Users Restricted Rights - Use, duplication or disclosure restricted by GSA ADP Schedule Contract with IBM. Information in these presentations (including information relating to products that have not yet been announced by IBM) has been reviewed for accuracy as of the date of initial publication and could include unintentional technical or typographical errors. IBM shall have no responsibility to update this information. THIS DOCUMENT IS DISTRIBUTED "AS IS" WITHOUT ANY WARRANTY, EITHER EXPRESS OR IMPLIED. IN NO EVENT SHALL IBM BE LIABLE FOR ANY DAMAGE ARISING FROM THE USE OF THIS INFORMATION, INCLUDING BUT NOT LIMITED TO, LOSS OF DATA, BUSINESS INTERRUPTION, LOSS OF PROFIT OR LOSS OF OPPORTUNITY. IBM products and services are warranted according to the terms and conditions of the agreements under which they are provided. Any statements regarding IBM's future direction, intent or product plans are subject to change or withdrawal without notice. Performance data contained herein was generally obtained in a controlled, isolated environments. Customer examples are presented as illustrations of how those customers have used IBM products and the results they may have achieved. Actual performance, cost, savings or other results in other operating environments may vary. References in this document to IBM products, programs, or services does not imply that IBM intends to make such products, programs or services available in all countries in which IBM operates or does business. Workshops, sessions and associated materials may have been prepared by independent session speakers, and do not necessarily reflect the views of IBM. All materials and discussions are provided for informational purposes only, and are neither intended to, nor shall constitute legal or other guidance or advice to any individual participant or their specific situation. It is the customer’s responsibility to insure its own compliance with legal requirements and to obtain advice of competent legal counsel as to the identification and interpretation of any relevant laws and regulatory requirements that may affect the customer’s business and any actions the customer may need to take to comply with such laws. IBM does not provide legal advice or represent or warrant that its services or products will ensure that the customer is in compliance with any law
  31. 31. Notices and Disclaimers Con’t. 31 Information concerning non-IBM products was obtained from the suppliers of those products, their published announcements or other publicly available sources. IBM has not tested those products in connection with this publication and cannot confirm the accuracy of performance, compatibility or any other claims related to non-IBM products. Questions on the capabilities of non-IBM products should be addressed to the suppliers of those products. IBM does not warrant the quality of any third-party products, or the ability of any such third-party products to interoperate with IBM’s products. IBM EXPRESSLY DISCLAIMS ALL WARRANTIES, EXPRESSED OR IMPLIED, INCLUDING BUT NOT LIMITED TO, THE IMPLIED WARRANTIES OF MERCHANTABILITY AND FITNESS FOR A PARTICULAR PURPOSE. The provision of the information contained h erein is not intended to, and does not, grant any right or license under any IBM patents, copyrights, trademarks or other intellectual property right. IBM, the IBM logo, ibm.com, Aspera®, Bluemix, Blueworks Live, CICS, Clearcase, Cognos®, DOORS®, Emptoris®, Enterprise Document Management System™, FASP®, FileNet®, Global Business Services ®, Global Technology Services ®, IBM ExperienceOne™, IBM SmartCloud®, IBM Social Business®, Information on Demand, ILOG, Maximo®, MQIntegrator®, MQSeries®, Netcool®, OMEGAMON, OpenPower, PureAnalytics™, PureApplication®, pureCluster™, PureCoverage®, PureData®, PureExperience®, PureFlex®, pureQuery®, pureScale®, PureSystems®, QRadar®, Rational®, Rhapsody®, Smarter Commerce®, SoDA, SPSS, Sterling Commerce®, StoredIQ, Tealeaf®, Tivoli®, Trusteer®, Unica®, urban{code}®, Watson, WebSphere®, Worklight®, X-Force® and System z® Z/OS, are trademarks of International Business Machines Corporation, registered in many jurisdictions worldwide. Other product and service names might be trademarks of IBM or other companies. A current list of IBM trademarks is available on the Web at "Copyright and trademark information" at: www.ibm.com/legal/copytrade.shtml.
  32. 32. Thank You Your Feedback is Important! Access the InterConnect 2016 Conference Attendee Portal to complete your session surveys from your smartphone, laptop or conference kiosk.

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