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The bottom line...
You’re loosing sales without tablets.
Monica Alonso!Golden Gekko Product Manager
Brought to you by! www.meetrapp.com
Agenda ! Tablets in the workplace
! 4 common barriers
! Improving productivity with tablets
! Q&A
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16% BYOD
51%
Enterprise issued 8%
21%
The year of the enterprise tablet
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Tablets are the productivity tool of industry leaders.
10.000
4.000
2.000
131% increase in enterprise
issued tablets & BYOD
38% of Sr. Executives have been issued a tablet
96.3 million units shipped to
enterprises in 2016
2010 2011
Source: Vertic 2012, SAP 2012
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Die-hard sales reps want tablets It gives ‘em super powers!
Mobility
Yankee group (2011)
hours a day on the move
Speed
times faster at making decisions Gartner (2012)
Appearance
ranking when recognizing the best sales people Salesabout.com (2011)
Productivity
out of 10 feel more productive Huthwaite (2011)
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What’s holding you back?
Common barriers
6 Source: Forrester (2012) *Does not add up to 100% because more than one answer allowed
Lost device means lost
data
Not integrated with existing
systems Not useful here
%
It’s expensive
% % %
Yes expensive, but...
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iPad is not the only option.
Android devices are gaining in popularity vs Apple’s
Most devices are cheaper than iPad
2012 Most popular OS by Market Share
Apple iOS 57.6% (down 3.7%)
Android 39.1% (up 19%)
Other 3.3% (down 16.6%)
Source: QualComm (2012)
Yes expensive, but…
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Share the cost with BYOD.
Source: Xigo (20120)
50% of Sr. Executives have been issued a tablet
of IT Managers believe BYOD increases productivity
66% of employees want to use any device
61% Of companies with BYOD have higher employee satisfaction
Not useful here
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That’s what you think.
Source: Huthwaite (2011)
Broad product catalog
Products cannot be pulled out of a briefcase
Rely on visual support material, case studies and statistics
Sales team is in the field
Traditional face-to-face sales
Companies that benefit from tablets … 2011
Tablets deployed by sector
Easily lost
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So is any other device …
Source: Confident Technology (2012)
over
of smartphones & tablet users
50%
Gartner (2012)
DO NOT password PROTECT their device
… but it’s easy to protect
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Device pin code
Authenticate users on apps
MDM and MAM
Revenue growth
Not integrated with existing systems
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There’s so much information to be captured during a meeting.
Source: Gartner (2012)
Growth seen in organizations with successful implementation of advanced analytics:
Profit growth
Analytics growth
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… and your bottom line.
Improving productivity
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Today, 74% of the time sales people are not selling
Source: SAP (2011)
32% Travelling and
waiting
26% Selling
16% Meeting prep 26%
Admin tasks
Before your meeting
08:30 am Check news
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Working before you “clock-in”.
09:30 am Send agenda to lead
09:45 am Refine presentation
09:00 am Research for client meeting
During your meeting
10:15 am Review agenda and take notes
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Get to the point quickly.
10:25 am Wow with rich, dynamic content
10:45 am Browse digital catalog
10:46 am Email marketing department for availability
After the 30 minute mark participation begins to drop off
minutes or less
Source: Salescrunch.com (2012)
After your meeting
10:50 am Confirm final order
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Follow-up and start over.
Source: Harvard Business Review (2012)
10:51 am Define next steps
10:55 am Send follow-up
11:00 am Update CRM
times more likely to qualify lead if you follow up within 1 hour
# of leads qualified
5.6h Time savings
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Business owners estimate that using tablets saves them an average of
Source: SBECouncil.org (2012)
on a weekly basis.
5.6
! Prep for meetings
! Quick email follow-up
! Leverage 3G to perform on-the-go tasks
Work anytime, anywhere
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Bottom line Simple, yet powerful.
Assumptions: Length of a meeting is 1 hour; 2.5 Meetings per week rounded to 3; Work calendar based on 45 weeks per year; Conversion rate of 10%; Investment based on Meetr ‘Core’ for 50 users
+30 minutes a day to meet with clients
3meetings/week
135 meetings/year
+7 deals per year and per sales rep
Let’s be conservative and say …
That means …
At a 5% conversion rate equals that’s …
&
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Don’t be shy.
Q&A
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You can’t grasp the full potential of sales mobility without the right apps.
So, now what?
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Pow, Boom, Wham! Apps that give you super powers.
Stay tuned for our next session
Thank you! For more information feel free to email us at [email protected]
