Business Principles, Tools, and Techniques in Participating in Various Types...
Creating a Mobile Strategy
1. Creating a Mobile Strategy Laura Fay – AppExchange Mobile, salesforce.com Leahanne Merritt - PHH Arval Kevin Hall - Standard & Poor’s Sheryl Kingston - Yankee Group Track: Sales Operations
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3. KEVIN HALL STANDARD & POOR’S LEAHANNE MERRITT PHH Arval SHERYL KINGSTONE YANKEE GROUP Featured Speakers
14. Kevin M. Hall Director, Client Information Systems [email_address]
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18. Data Integration Hub Creation Implementation Timeline BAU, Mini Projects & Enhancements Sales Project 2005 2006 Data Integration Hub Enhancements Mktg Project – Phase I Mktg Project – Phase II Client Services Project Mobile – P1 Mobile – P2 Mobile – P3 Jan - Jun Jul - Dec Jan - Jun Jul - Dec
25. Real-time requirements during the sales process Beyond Email Pre-sales Funnel Management Plan Lead Qualify Real-time Requirements Lead Acceptance, Location-Based Services Prospect History Accounts, Contacts, Email, Calendar, Tasks, To Do’s, SMS Messaging (Mobile Office) Execution Present Face to Face Propose Real-time Requirements Data interactivity to other corporate systems (Pricing, Order, inventory), Collaboration, Case access, Automated call logging to CRM/SFA Inventory/Pricing Order Entry Post Sales Accounts Receivable Product Delivery Order Status Real-time Requirements Account Management Cross Sell Account History Real-time Requirements Guidance, Cross Sell Open Cases
26. Business Case for Mobility Will Evolve, but Need To Shift Purchase Decisions Technology and Process Alignment Business Value Expectations Reduce Costs Improve Operational Efficiency Integrate Disparate Functional Systems Enhance Customer Loyalty Provide Differentiated Customer Service Streamline Service Delivery Capabilities Increase Revenues Launch New Services to Attract New Customers Leverage Up-Sell / Cross-Sell Opportunities Realized SFA Value Low User Adoption Misplaced Expectations Decisions To Implement Mobile SFA Today Decisions To Implement Mobile SFA in The Future
27. Creating the Case Day in the Life Potential Improvement KPI Sales Preparation Reduce daily preparation time to spend more time in territory Reduce Administration Sales Administration Average number of hours to respond to customer requests/Sales Inquiries Field Force Response Time Travel Time Assume no improvement N/A Other Administration Reduce daily general admin time to spend more time in territory Reduce Sales Cycle Waiting Reduce dead time to include more productive tasks Reduce Administration Selling Improve sales call/potential add call/increase knowledge for customer upsell Increase Win Rate Stakeholder Customer Experience Increase sales volumes through better customer satisfaction and retention. Increase Contract Value Sales Experience Increase User Adoption and Improve Sales Effectiveness Increase Profitability Management Experience Increase Visibility to Sales Management Increase Revenue
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33. KEVIN HALL STANDARD & POOR’S LEAHANNE MERRITT PHH CORPORATION SHERYL KINGSTONE YANKEE GROUP LAURA FAY VP PRODUCT MANAGEMENT APPEXCHANGE MOBILE Panel Moderated By:
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