Dec 31, 2013
Coordinate Deals with Enterprise Mobile Apps
In an earlier blog, Enterprise Mobility Solutions: Velocity = Success, we discussed how enterprise mobile apps are a logical next step in the use of technology to increase the pace of business. This blog will go deeper into a possible mobile app used to orchestrate a technology sale. Let's explore the story of a successful business transaction. Sal checked his tablet and saw the breaking news about a favorite customer acquiring a rival firm. Knowing the customer’s existing infrastructure could not handle the additional workforce, Sal brought up his “new deal” sales and marketing app, selecting the company name from the existing customers pull-down. Next, Sal clicked on “grow org resources” from the “catalyst” selector and added the number of new workers likely to be added to the company. That was enough to start automation of the fledgling deal back in the home office. The customer database had records of the current infrastructure, and the system judged that internet service was adequate, but office cubes, phones, and computers were needed. Almost instantly, the tablet provided a selection of equipment matching the company's existing styles, as well as contact information for the new buyer who recently joined the organization. Sal contacted the buyer and suggested lunch later that day at a new restaurant near the company. One of Sal's colleagues had already met the buyer who mentioned they hadn't tried the restaurant yet but wanted to – that information had been put into the CRM system and came in handy. Over lunch, Sal pitched the resources proposed from his enterprise mobile apps. Between the initiation of the deal earlier in the day and lunch, the home system had verified availability and cost of the alternatives, found some sale items as alternatives, and determined realistic delivery dates for each choice. It all looked good to the buyer except for the phones. The company had decided to change from old-school telephone service to VOIP and wanted to retrofit the entire organization. That wasn't in the deal app repertoire, so Sal brought up a chat window and told the support people in the home office to put together a quote. By the end of dessert, a new type of phone resource showed up in the app, representing the VOIP phones. The buyer was pleased, and signed approval on the tablet. In the home office, invoices were prepared, the resources were ordered, and provisional confirmation of delivery and installation were available by the time the buyer was dropped off back at work. This friction-less transaction relied on relevant news being available to Sal before the competition could mobilize their salespeople, accurate customer information to create a compelling proposal, and real-time access to inventory and logistics to make the deal actionable. Home office systems must be integrated to work hand-in-hand with enterprise mobile apps, which can be challenging, but it pays off. The showcase of the deal is the enterprise mobile apps – seamless and compelling sales tools for the mobile workforce. It made Sal look good by recognizing the customer's needs, proactively recommending a solution, responding to the need for customization, and making it all happen over lunch.