microsoft sales leadership konference - grundfos optimerer b2b salg med mobile apps, v.thomas asger...
TRANSCRIPT
Grundfos in brief
• Founded in 1945 by Poul Due Jensen
• Annual production of more than17 million pump units
• The world’s largest manufacturer of pumps and pump systems
• Turnover of DKK 22 billion in 2013
• More than 18,000 employees worldwide
Ownership
The Grundfos Purpose
Grundfos is a global leader in advanced pump solutions and a trendsetter in water technology.
We contribute to global sustainability by pioneering technologies that improve quality of life for people and care for the planet.
Global Working Culture & Social Business
Tehcnology+
Behaviour
Frontloading
+
Deployment optimization
Community Dynamics
Global Collaboration Excellence
Hyper Networked Organization
Stream 2 Social Business
CRM & Social Business Intelligence
Employee Advocacy
Customer Facing Communities
Stream 1 Working as a network
Stream 3 Digital UX
Mobile Strategy & Apps
User Experience Optimization
Digital Personas Development
1. Understand native App world better
2. Explore Win OS app opportunities
3. Understand multi-platform development scenarios better
Business Use Case:
Exhibition Lead Capture App
1. Generate more sales
2. Better data + More date
3. Eliminate admin/backoffice time
4. Increase lead/customer satisfaction
5. Increase sales force efficiency (and happiness)
6. Generate new Sales Excellence Process intelligence
Business Use Case:
Global Sales Lead Capture App
Why did we do a lead app?
BusinessValue
(Total Value of Ownership – Total Cost of Ownership)
Internal <-> ExternalWindows (Phone + Tablet/PC)
iOS
Android
other / new
Windows (Phone + Tablet/PC)
iOS
Android
other / new
Apps
&
Applications
Formfactor
• InformalConversationFirst Contact
• CRM initial stageLead
• CRM BudgetedOpportunity
• CRM Quote
• Sales Order$$
Lead App: The name of the game
= Conversion rates
• InformalConversationFirst Contact
• CRM initial stageLead
• CRM BudgetedOpportunity
• CRM Quote
• Sales Order$$
??
95 %Follow-Up !
?
?
>xx %
Time saved in admin and back-office (national exhibitions only)
Baseline: Grundfos Denmark : 1000 qualified leads annually x (½ hrs) x 60 €/hr = 225.000 Dkr
Global estimate of leads from National Exhibitions = 30.000 qualified leads
• ‘Worst’ case estimate = 6,7 mio Dkr
Additional sales
Extra leads (everyone easily collects leads, motivational effect of Lead Monitor): xx %
Conversion rate (lowest avg.) = x% (Delphi estimate from sales interviews)
Avg. total sale (OEM figure) = x.000,- €
• ‘Worst’ case estimate = 3,3 mio Dkr
TVO = 10 mio. Dkr / Year => gigantic ROI
TVO estimates – most conservative business case