how mobile is transforming wholesale & retail
TRANSCRIPT
© 2015 IBM Corporation
IBM MobileFirst Protect (MaaS360) & Handshake Brian Adams & Michelle Cook – IBM Glen Coates – CEO & Founder at Handshake July 21st, 2015
How Mobile is Transforming Wholesale & Retail
2 © 2015 IBM Corporation
Housekeeping items
Duration – 60 minutes Submit your questions to all
panelists in the Q&A box located in the bottom right corner of your screen
Recording and slides will be emailed to you
3 © 2015 IBM Corporation
Introductions
Glen Coates CEO/Founder Handshake
Brian Adams Sales IBM
Michelle Cook Sales IBM
4 © 2015 IBM Corporation
Agenda
Current state of mobility in Wholesale & Retail
Transforming Wholesale & Distribution with mobile devices
Updating the Retail & Customer experience with mobile
Wholesale & Retail best practices for Security and Productivity
Q&A
7 © 2015 IBM Corporation
Mobile changes the way
people work
Mobile provides a better
experience
Mobile creates risk of company data
Mobile is strategic for business
8 © 2015 IBM Corporation
Mobile is complex and challenging to manage
Mobile mixes personal
and work
Mobile lives outside
your perimeter
Mobile is fast-paced and
multi-platform
9 © 2015 IBM Corporation
Retail & Distribution Overview – Challenges
Standard Vulnerabilities & Threats – Information leaves the company or store – Potential for misappropriation of confidential corporate and customer data – Devices lost or stolen
Information Sensitivity & Regulation – Corporate, customer, transaction and payment data – PCI DSS, SOX, Compliance with Green & Sustainability Regulations, etc.
Prime Target for Cybercrime – Mobile devices more vulnerable (Wi-Fi, Bluetooth, USB) – Levels of security inconsistent across mobile platforms and retail-specific apps
“IT Consumerization” and “BYOD” trends set higher expectations for employees – and higher risks for your
organization
10 © 2015 IBM Corporation
Retail Overview – Mobile Initiatives
Mobile devices perform a variety of functions throughout the business – Product lookup – Point of Sale (POS) – Accessing store website – and so much more…
Additional Initiatives – Development of a mobile website and retailer
branded mobile apps • Equipping sales people with mobile devices • Understand the shopper’s location to send
the customer targeted alerts for products and promotions
• Allow payment using the mobile phone • Storing coupons and affinity program
rewards • Providing store location and shopping list
data
11 © 2015 IBM Corporation
Retail Not the Only B2C Organizations Using Mobile
Restaurants & Fast Food – Allowing customer self-service with
tablets in kiosk mode
Entertainment – Enabling line breaking to improve
the customer experience
Hospitality & Travel – Creating more efficient workflows
for increased staff productivity
12 © 2015 IBM Corporation
Distribution Overview – Mobile Initiatives
Mobility can make significant improvements for wholesale distribution
Employee efficiency – equipping the many mobile employees to do more – Executing planned trade promotion merchandising and displays for their
customers – Collecting real-time competitive and consumer information while on site
Connecting wholesale distributors to their retail customers
Improving service levels and gaining speed – Simply equipping mobile force with the ability to recalculate and print customer
receipts can improve efficiency and service.
Collecting data for analytics
THE FIELD SALES PROCESS
• Sales reps unprepared for customer meetings
• Outdated paper-based order writing
• Major delays in order fulfillment
THE CUSTOMER ORDERING EXPERIENCE
• Little customer engagement between appointments
• Growing demand for better options
WHOLESALE COMMERCE TECHNOLOGY
• Mobile Order Writing
• B2B eCommerce: Mobile & Web
• Web Order Management
• Integration
MOBILE ORDER WRITING
• More informed sales reps who can provide strategic value to customers
• Faster order writing & fulfillment
• More accurate orders
MOBILE B2B ECOMMERCE
• Giving retailers (our customers’ customers) the ability to place orders from mobile devices any time, anywhere.
• An omni-channel ordering experience that boosts customer loyalty.
• 24/7 access to place orders.
• Expanding geographic reach.
TRANSFORMING WHOLESALE SALES
Increase in Order Volume
Faster Order Fulfillment
Increase in Average Order Value
Decrease in Data Entry Costs
A MOBILE EXPERIENCE FOR REPS
“Our product line has grown so much in the last couple years that the order form just became an unwieldy beast.” -Grant Madsen VP of Marketing, American Crafts
THE IMPACT: • Appointment times cut down by half. • No longer a need to spend time and resources on manual data
entry. • Access to customer order history and sales reporting on mobile
devices allow reps to easily see product gaps and upsell opportunities.
A MOBILE EXPERIENCE FOR CUSTOMERS
“After joining Cooper-Booth, my vision for ordering was to be more order process agnostic…I would love to say, ‘we just want your orders. If you want to use the web, that’s OK. If you want to have a sales rep write the order, that’s OK. If you want to use a handheld ordering device, that’s OK too.’ We’d like to be able to offer our customers a whole suite of options for ordering and let them choose whatever they like.” -Lori Homsher VP of Information Technology, Cooper Booth
THE IMPACT: • Reorders are done 50-75% faster. • Order accuracy has increased by 75%. • 70% of sales reps are visiting more accounts each week. • Sales reps have more time for strategic discussions with customers. • Over 100 customers are already placing reorders online.
30 © 2015 IBM Corporation
IBM MobileFirst Protect – Complete mobility management and security
Advanced Management Visibility & Control
Secure Productivity Suite Trusted Workplace
Secure Document Sharing Content Collaboration
Mobile Threat Management Malware Protection
Mobile Enterprise Gateway Enterprise Access
31 © 2015 IBM Corporation
Advanced Mobility Management • Manage smartphones, tablets & laptops featuring iOS,
Android, Windows Phone, BlackBerry, Windows PC & OS X • Enable Kiosk Mode or Single App Mode • Distribute Public & Enterprise Applications Secure Document Sharing • Contain documents & files to prevent data leakage • Create, edit & save content in a secure, encrypted container • Access IBM MobileFirst Protect distributed content &
repositories such as SharePoint, Box & Google Drive • Store content securely, both in the cloud & on devices
Secure Browsing • Enable secure access to intranet sites & web apps w/o VPN • Define URL filters based on categories & whitelisted sites • Restrict cookies, downloads, copy/paste & print features
IBM MobileFirst Protect – Changing the Customer Experience
32 © 2015 IBM Corporation
IBM MobileFirst Protect Threat Management
Anti-Malware solution protecting customer and company data from malicious applications and attacks
Detect, analyze and remediate mobile malware and compromised devices Automate remediation with a near real-time compliance rules engine Use over-the-air detection logic updates to take action on jailbroken and rooted devices
33 © 2015 IBM Corporation
Customer Success Stories
Retail
A large U.S. supermarket chain with 1,300 locations on the East Coast
is rolling out
5,000+ mobile devices
ensuring store employees have access to inventory to stock product faster, boost sales
and free up time to focus on the customer experience
MobileFirst Protect
Restaurant/Entertainment
A leading gaming and entertainment company
reduces customer wait time by
80% with tablets using a single
managed app to speed the time to deliver food and drinks to customers
MobileFirst Protect
35 © 2015 IBM Corporation
Traditional & Non-Traditional Retail – Provide shared devices to move
point-of-sale to the store floor or even customer’s home
– Close transactions, look up inventory & find store locations
– Lock devices to specific retail apps & locate if lost or stolen
– Protect company & customer data against malicious attacks
Best Practices for Productivity & Security
Shared Device MDM feature
Customized App Catalog
Secure Browser with Kiosk Mode
Application Lock MAM feature
Locate Device MDM action
Anti-Malware Feature
36 © 2015 IBM Corporation
Hospitality, Entertainment & Travel – Allow customer self-service with
tablets in kiosk mode – Enable line breaking to improve the
customer experience – Create more efficient workflows for
increased staff productivity
Best Practices for Productivity & Security
Secure Browser with Kiosk Mode
Customized Enterprise App Catalog
Application Lock MAM feature
37 © 2015 IBM Corporation
Distribution – Enable sales team with sales tools
to succeed such as Handshake – Lock mobile devices to productivity
specific applications – Enable devices with access to
appropriate enterprise resources such as Email, Documents, etc…
Best Practices for Productivity & Security
37
Customized Enterprise App Catalog
Application Lock MAM feature
Secure Mail
Secure Documents
39 © 2015 IBM Corporation
Get started now
Instant Access a free, fully functional trial for 30 days
Mobile Manage and secure your devices, apps and content
Easy Set up and configure your service in minutes
1 2 3
IBM Follow Up: [email protected] / [email protected]
CONTACT
P : 855.532.9044
www.handshake.com
Subscribe to our blog newsletter at www.handshake.com/blog
© Copyright IBM Corporation 2015. All rights reserved. The information contained in these materials is provided for informational purposes only, and is provided AS IS without warranty of any kind, express or implied. IBM shall not be responsible for any damages arising out of the use of, or otherwise related to, these materials. Nothing contained in these materials is intended to, nor shall have the effect of, creating any warranties or representations from IBM or its suppliers or licensors, or altering the terms and conditions of the applicable license agreement governing the use of IBM software. References in these materials to IBM products, programs, or services do not imply that they will be available in all countries in which IBM operates. Product release dates and / or capabilities referenced in these materials may change at any time at IBM’s sole discretion based on market opportunities or other factors, and are not intended to be a commitment to future product or feature availability in any way. IBM, the IBM logo, and other IBM products and services are trademarks of the International Business Machines Corporation, in the United States, other countries or both. Other company, product, or service names may be trademarks or service marks of others.
Statement of Good Security Practices: IT system security involves protecting systems and information through prevention, detection and response to improper access from within and outside your enterprise. Improper access can result in information being altered, destroyed, misappropriated or misused or can result in damage to or misuse of your systems, including for use in attacks on others. No IT system or product should be considered completely secure and no single product, service or security measure can be completely effective in preventing improper use or access. IBM systems, products and services are designed to be part of a lawful, comprehensive security approach, which will necessarily involve additional operational procedures, and may require other systems, products or services to be most effective. IBM DOES NOT WARRANT THAT ANY SYSTEMS, PRODUCTS OR SERVICES ARE IMMUNE FROM, OR WILL MAKE YOUR ENTERPRISE IMMUNE FROM, THE MALICIOUS OR ILLEGAL CONDUCT OF ANY PARTY.
THANK YOU www.ibm.com/security