what can mobile technology do for your sales organization in 2018?

@propelics www.propelics.com

What can mobile technology do for your sales organization in 2018?OCTOBER 12, 2017

WEBINAR:

@propelics www.propelics.com 2

Propelics creates mobile strategies and world-class apps for the enterprise

• Founded in 2011

• Deep Enterprise background

• Fortune 500 client focus

• Global delivery experience

• 100% focused on Mobile, Digital and

Emerging Tech for the Enterprise

• San Jose, Boston, Pittsburgh, Guadalajara

ABOUT US


OUR CLIENTS

@propelics www.propelics.com 4@propelics www.propelics.com 4

WHAT WE DO

Enterprise MobileStrategy ServicesEnterprise Mobile Roadmap

App Scoping & Prototype

Mobile UI/UX Design

IT Strategy for Mobile

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Emerging Technologies

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Managed MCOE

Mobile App Testing as a Service

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Emerging Technology Council Device Squad Podcast

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Our Objective:Driving innovation and business value with mobile and other emerging technologies.TheEmergingTechnologyCouncilprovidespersonalguidancefromtoday’stopexpertsandexclusiveaccesstoinsiderintelligenceandresources.

ü 24/7accesstotheETCCommunitySlackchannelü MonthlyETCRoundtableweb-calls

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EMERGINGTECHNOLOGY COUNCIL


HOW MOBILE TECHNOLOGIES CAN ENABLE YOUR SALES ORGANIZATION


TODD CHUSID: MOBILE STRATEGIST

Todd has a proven, 15-year track record of taking end-to-end ownership and delivering diverse technologies on web, mobile and ecommerce solutions.

Todd’s mission at Propelics is to help clients reimagine, refine, and reinvigorate their business processes, systems, and data to enable more engaging and productive interactions with customers, partners, and employees through mobile devices.


AGENDA

• Brief Introduction

• Build a Strong Foundation

• Key Technologies for Sales Enablement

• Propelics Approach to Sales Enablement

•Questions


FIRST, WE CAN’T IGNORE THE OBVIOUS

• Sales teams say they will “support change” as long as you don’t get in their way

• You have CRM tools that are hosting, updating and maintaining TB’s of content but the sales rep still “use what works” for them

• There still exists a lot of paper-based processes which require integration with multiple systems/data sources in the sales to order fulfilment process


TODAY’S QUESTION?

How do we enable our sales organization with mobile technologies?


TODAY’S QUESTION?

How do we enable our sales organization with mobile

technologies?

How do we mobilize the sales tools we have today to be valuable “in the moment”

for our sales team?

TODAY’S QUESTION?


BUILD A STRONG FOUNDATION




• Business Drivers – Start with 1 Key Metric


BUILD A STRONG FOUNDATIONBUSINESS DRIVERS – START WITH 1 KEY METRIC

Traditionally, we have a tendency to;

• Give them everything at once

• Deliver what we think is “cool”

• Focus more on images, pixels, and design

But what if we started their mobile experience with something which can make them more money…something they can easily relate to and embrace right from the beginning…


De Lage LandenExpressFinance




•Process of the Day vs. System of Record


BUILD A STRONG FOUNDATIONPROCESS OF THE DAY vs. SYSTEM OF RECORD

“Classic” Sales Tools prepare us for

an event then capture the output of the event and

built around systems of records

Build applications to support their day-to-day process

Build around events; Service 360

Think about and prioritize what information do they really need

Build something can be immediately shared and updated

Remind us how these changes help our business

Improve the buyer experience and our client relationship

Mobile gives us the opportunity to…


CintasCoPilot




• Process of the Day vs. System of Record

•Presentation is Key


PRESENTATION IS KEY• Sales people are wired differently (simple, clean

and easy to understand)

• Separate what is important vs. what is supportive

• Smaller screen force us to focus

• Work quickly through iterations of design, navigation, user experience and palette

• Visualization quickly brings validity (or not) to process transformations



Fortune 100 CompanySales Enablement

Quoting Tool





• Presentation is Key

•Ability to Augment the Information “In the Moment”


BUILD A STRONG FOUNDATIONABILITY TO AUGMENT INFORMATION“IN THE MOMENT”

• Account insights; Who, Is Using What, When

• Compare and contrast solutions in relation to client goals

• Supporting materials that validate ROI for their client

• Offer diagnostic tools, cost calculators and supporting demos

• Access to real-time analytics





• Presentation is Key

• Ability to Augment theInformation “in the moment”


KEY TECHNOLOGIESFOR SALES ENABLEMENT



#1: OFFLINE ACCESS


#1: OFF-LINE ACCESS

Evaluate which strategy is best for you;• Fully Offline-Operational

• Online with Offline Support

• Online Only

• Mixed Strategies

• Conflict Resolution Strategies

• Data Caching StrategiesDon’t forget this one basic rule;Just because you can do it, doesn’t mean you should do it.?


#2: mBaaSmobile Backend as a Service


#2: mBaaSPrior to mBaaS, developers lacked the bandwidth to keep up with feature requests, fixes and enhancements. There was not enough budget and resources to rewrite the app and build & maintain new mobile infrastructure.

Source: Rapid Value Solutions

Now with mBaaS, you have the ability to;

• Provide controlled access to enterprise systems via a reusable service catalog

• Support long periods of offline operation for a mobile workforce with data synchronization

• Secure cloud platform delivered as a managed service

• Integrate with enterprise communication channels with push notifications, triggers for action, cross-channel connects, etc.


#3: MADPMobile Application Development Platform


#3: MADPMADP is a platform (a suite of tools, services and technologies) that enables enterprises to easily design, develop, test, deploy and maintain mobile applications across multiple platforms, audiences and devices.

How MADP helps Sales Enablement;

• Write once and deploy builds for multiple platforms (BYOD Enablement)

• Design unique UI experiences for every platform while maintaining consistent business logic throughout

• App development is much faster and total project costs are lower,when a single script is deployed


#4: EXTENSIONS


#4: EXTENSIONS• Mobile Printing - Provide paper receipts at the time of service

• RFID - Allow rapid data entry for equipment, parts and inventory control

• Barcode Scanner - Identify the product, price, quantity, etc.

• Payment - Accept any type of payment, electronically, from clients

• Electronic Signature - Attached to or logically associated with a contract

• Contextual Security - Define access (Touch ID) based upon identity

• Speech Services - Speech-to-text services that offer real-time transcription

• Cognitive Services - Services that provide question-and-answer capabilities


YES, THESE TECHNOLOGIES ARE CRITICAL FOR SALES ENABLEMENT…

• Offline Access

• mBaaS

• MADP

• Extensions

BUT, WE ALSO KNOW THESE EMERGING TECHNOLOGIES WILL BE VALUABLE…• Augmented Reality

• Machine Learning

• Cognitive Learning

…AND, WILL COME TO SALES


THE PROPELICS APPROACH TO A SUCCESSFUL MOBILE SALES ORGANIZATION


IT Governance and Policies

Services and integrationSecurity and Risk Management

Device Management App Development methodology

Architecture

Technology Considerations

Enterprise Mobility

Strategy

Business Drivers

Interaction strategies

Mobility Perspectives

Growth

Competitive differentiation

Brand Perception

Penetration

Customer SatisfactionRetention & Loyalty

Cross Industry Considerations

Regulatory Considerations


Business Drivers

Innovation VIA

Visualization

Market Opportunity

Innovation Strategy & Alignment

Action Plan

Recommend

App Roadmap

Use case identification

Technology Maturity

Assessment

Business & IT Roadmap

Step I: Direction Setting

Step II: Ideation, Assessment, Risk Analysis, Visualization

Step III: Roadmap & Next Steps

Mobile SALES ENABLEMENT strategy: Approach

Day in the life

Step 0: Day in the Life

Mobile Sales Enablement Strategy


FINAL THOUGHTS…


FINAL THOUGHTS

•Begin with day in the life sessions


FINAL THOUGHTS

• Begin with day in the life sessions.

•Start with 1 Key Business Driver


FINAL THOUGHTS

• Begin with day in the life sessions.

• Start with 1 Key Business Driver.

•Design mobile reference architectures which reduce cost, improve scale and minimize complexity


FINAL THOUGHTS

• Begin with day in the life sessions

• Start with 1 Key Business Driver

• Design mobile reference architectures which reduce cost,improve scale and minimize complexity

•Build small and more frequent releases to limit change


FINAL THOUGHTS

• Begin with day in the life sessions



• Build small and more frequent releases to limit change

•Deploy improvements which will enhance the client relationship


FINAL THOUGHTS• Begin with day in the life sessions



• Build small and more frequent releases to limit change

• Deploy improvements which will enhance the client relationship

@propelics www.propelics.com 45@propelics www.propelics.com

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QUESTIONS ANDANSWERS


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