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Part 1 - The bottom line: You're losing sales without tablets


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Part 1 - The bottom line: You're losing sales without tablets

  1. 1. The bottom line...You’re loosingsales withouttablets. Monica Alonso! Brought to you by! Golden Gekko Product Manager 1
  2. 2. Agenda!   Tablets in the workplace!   4 common barriers!   Improving productivity with tablets!   Q&A 2
  3. 3. The year of the enterprise tabletTablets are the productivity tool of industry leaders. 38% of Sr. Executives have 131% increase in enterprise 96.3 million units shipped to been issued a tablet issued tablets & BYOD enterprises in 2016 BYOD 16% 10.000 Enterprise issued 8% 4.000 51% 21% 2010 2011 2.000Source: Vertic 2012, SAP 2012 3
  4. 4. Die-hard sales repswant tabletsIt gives ‘em super powers!Mobility Speed hours a day times faster at making on the move decisions Yankee group (2011) Gartner (2012)Appearance Productivity ranking when out of 10 recognizing the feel more best sales people productive (2011) 4 Huthwaite (2011)
  5. 5. What’s holdingyou back? 5
  6. 6. Common barriers Lost device Not integrated means lost with existing Not useful data systems here It’s expensive % % % %Source: Forrester (2012) *Does not add up to 100% because more than one answer allowed 6
  7. 7. Yes expensive, but...iPad is not the only option. 2012 Most popular OS by Market Share Android devices are Apple iOS 57.6% gaining in popularity (down 3.7%) vs Apple’s Android 39.1% Most devices are (up 19%) cheaper than iPad Other 3.3% (down 16.6%)Source: QualComm (2012) 7
  8. 8. Yes expensive, but…Share the cost with BYOD. of Sr. Executives have been issued a tablet of IT Managers 50% believe BYOD increases productivity 66% of employees want to use any device Of companies 61% with BYOD have higher employee satisfactionSource: Xigo (20120) 8
  9. 9. Not useful hereThat’s what you think.Companies that benefit from tablets … 2011 Broad product catalog Tablets deployed by sector Products cannot be pulled out of a briefcase Rely on visual support material, case studies and statistics Traditional face-to-face sales Sales team is in the field Source: Huthwaite (2011) 9
  10. 10. Easily lost over 50%So is any other device … of smartphones & tablet users DO NOT password PROTECT their device Gartner (2012)Source: Confident Technology (2012) 10
  11. 11. … but it’s easyto protect Device pin code Authenticate users on apps MDM and MAM 11
  12. 12. Not integrated withexisting systemsThere’s so much information to becaptured during a meeting. Growth seen in organizations with successful implementation of advanced analytics: Revenue Profit Analytics growth growth growthSource: Gartner (2012) 12
  13. 13. Improvingproductivity… and your bottom line. 13
  14. 14. Today, 74 % of the timesales people are not selling 26% 32% Selling Travelling and waiting 16% Meeting prep 26% Admin tasksSource: SAP (2011) 14
  15. 15. Before your meetingWorking before you “clock-in”. 08:30 am Check news 09:00 am Research for client meeting 09:30 am Send agenda to lead 09:45 am Refine presentation 15
  16. 16. During your meetingGet to the point quickly. 10:15 am Review agenda and take notes minutes or less 10:25 am Wow with rich, dynamic content After the 30 minute 10:45 am Browse digital catalog mark participation begins to drop off 10:46 am Email marketing department for availabilitySource: (2012) 16
  17. 17. After your meetingFollow-up and start over. 10:50 am Confirm final order # of leads qualified 10:51 am Define next steps 10:55 am Send follow-up times more likely to qualify lead if you follow 11:00 am Update CRM up within 1 hourSource: Harvard Business Review (2012) 17
  18. 18. Time savingsBusiness owners estimate that usingtablets saves them an average of 5.6hon a weekly basis. 5.6Work anytime, anywhere!   Prep for meetings!   Quick email follow-up!   Leverage 3G to perform on-the- go tasksSource: (2012) 18
  19. 19. Bottom line Simple, yet powerful. 30 Let’s be conservative and say … + minutes a day to meet with clients That means … 3 & 135 meetings/week meetings/year 7 At a 5% conversion rate equals that’s … + deals per year and per sales rep 19Assumptions: Length of a meeting is 1 hour; 2.5 Meetings per week rounded to 3; Work calendar based on 45weeks per year; Conversion rate of 10%; Investment based on Meetr ‘Core’ for 50 users
  20. 20. Q&ADon’t be shy. 20
  21. 21. So, now what?You can’t grasp the full potential of sales mobilitywithout the right apps. 21
  22. 22. Stay tuned for ournext sessionPow, Boom, Wham! Apps that give you super powers. 22
  23. 23. Thank you!For more information feel free to email us