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This webinar was co-sponored by TabTimes and featured a case study from Accuvant. The one hour session covered: How tablets drive a more engaging face-to-face conversation in unusual locations How to manage complex content delivery for educated buyers on a tablet How Accuvant makes sure +200 sales reps always have the right content at their fingertips To see the on-demand recording go to: https://attendee.gotowebinar.com/recording/963800364439248898
Citation preview
Making a Mobile Workplace: Sales Enablement
#mobileselling
Speakers
David Needle Editor TabTimes
Russell Wurth Director of Solutions Management Accuvant
Louis Jonckheere Co-Founder & VP, North America Showpad
#mobileselling
Agenda Time Content Speaker 9:00 – 9:05 Introduc<on 9:05 – 15:10 Landscape Trends David Needle, Tab Times 9:15 – 9:25 Case Study Russell Wurth, Accuvant 9:25 – 9:45 Panel Discussion All Speakers 9:45 – 9:50 Showpad Overview Louis Jonckheere, Showpad 9:50 – 10:00 Audience Q&A
#mobileselling
Tablets in Sales departments!
Sales departments: at the forefront of the tablet revolution • 75% of companies are already using tablets to support sales or plan to begin using tablets within the next 12 months (Source: poll by the Corporate Executive Board, 2012 )
• 59% of sales organizations have a company-sponsored initiative to assess and deploy tablets for the sales force • 31% are considering one • 10% have no interest (Source: Survey, The Sales Management Association, 2012)
#mobileselling
Tablets in Sales departments!
Every stakeholder benefits
Top 3 anticipated ROI from mobile sales initiative 1. Improve customer experience 2. Improve sales productivity 3. Greater control over communication
(Source: Profitable Channels report on “Best practices in mobile sales enablement”, 2013, based on 100 tablet deployments’ survey)
#mobileselling
Tablets in Sales departments!
Tablet-first is the way to go
Challenges include poor user experience which hurts adoption of mobile CRM solutions
“There’s plenty of room for improvement. A lot of the current solutions are trying to replicate the desktop experience.” - Chris Marsh, Principal analyst, Yankee Group
#mobileselling
Case Study: Accuvant
Proprietary and Confidential. Do Not Distribute. © 2013 Accuvant, Inc. All Rights Reserved. Proprietary and Confidential. Do Not Distribute. © 2013 Accuvant, Inc. All Rights Reserved.
The Authoritative Source for Information Security
Proprietary and Confidential. Do Not Distribute. © 2013 Accuvant, Inc. All Rights Reserved.
Company and Track Record Sales Revenue for 2013
$577,000,000
250+ Dedicated Consultants and Technical Resources
Fortune 500 Clients 215
5,500 Clients
Accuvant was Founded
2002
Revenue is Repeat Business
>86%
Fortune 100 Clients 37
Employees 565
7X Listed in the (2007-2013)
Offices Across U.S. and Canada 36
Proprietary and Confidential. Do Not Distribute. © 2013 Accuvant, Inc. All Rights Reserved.
Complete Set of Offerings
• Enterprise Consulting • Managed Solutions • Research • Training • Product Solutions
• Security Capabilities Framework • Focus On:
• Planning and Management • Monitoring and Operations • Defenses and Controls
COMPREHENSIVE CAPABILITIES
FULL RANGE OF SERVICES
• Strategic • Tactical • Everything in Between
PROJECT TO PROGRAM LEVEL
Enterprise Consulting
Training
Product Solutions
Managed Security Services
Research + Development
Planning and Risk Management
Policies and Procedures
Compliance Management Team Development Situational
Awareness Testing and Assessment Incident Response
System Network Endpoint Application Data User Custom
Business
Technical
Threats and Intelligence
Defenses and Controls
Planning and Management Monitoring and Operations
CISO Strategy
Proprietary and Confidential. Do Not Distribute. © 2013 Accuvant, Inc. All Rights Reserved.
Choices in Information Security
Proprietary and Confidential. Do Not Distribute. © 2013 Accuvant, Inc. All Rights Reserved.
Security Program Map
Proprietary and Confidential. Do Not Distribute. © 2014 Accuvant, Inc. All Rights Reserved.
Planning and Risk Management
Policies and Procedures
Compliance Management
Team Development
Situational Awareness
Testing and Assessment
Incident Response
System Network Endpoint Application Data User Custom
Business
Technical
Threats and Intelligence
Defenses and Controls
Planning and Management Monitoring and Operations
CISO Strategy
Proprietary and Confidential. Do Not Distribute. © 2013 Accuvant, Inc. All Rights Reserved.
Optimal Buying Journey
Proprietary and Confidential. Do Not Distribute. © 2013 Accuvant, Inc. All Rights Reserved.
• Many of our 250+ Sales and Sales Engineers have tablets (BYOD)
• Launched in Q4 of 2013 just after a rebranding effort
• Needed a way to get the most up to date information to the sales team in a non-obtrusive way
• Intimate and interactive conversations
Mobility as a Solution
Proprietary and Confidential. Do Not Distribute. © 2013 Accuvant, Inc. All Rights Reserved.
Patterns of Behavior
0
100
200
300
400
500
600
700
800
900
Sunday Monday Tuesday Wednesday Thursday Friday Saturday
Usage by Day of Week
Average Unique Users
Average Total App Usage
Maximum App Usage
#mobileselling
Panel Discussion
sales made easy #mobileselling
Showpad – Company descrip<on ‣ Founded in 2012 ‣ Offices in San Francisco, Portland & Ghent ‣ 32 employees
#mobileselling
Mission
Dras<cally improve Sales Effec<veness of Companies deploying mobile devices for
sales
#mobileselling
controlled content distribu<on
What is Showpad?
#mobileselling
to a highly customizable mobile app
What is Showpad?
#mobileselling
focused on selling and presen<ng
What is Showpad?
#mobileselling
that integrates with popular cloud services
What is Showpad?
#mobileselling
and provides repor<ng & analy<cs.
What is Showpad?
#mobileselling
Enterprise Ready
‣ Built for enterprise
• Scales to mul<ple divisions in a global enterprise • Full REST API and Single-‐Sign On support • Robust data center, network and applica<on security • Business con<nuity with mul<ple backups and disaster
recovery
Showpad is built for the enterprise and loved by employees
#mobileselling
30,000+ USERS, 340,000+ PIECES OF CONTENT AND 425+ CUSTOMERS
#mobileselling
Audience QuesJons
THANK YOU
A copy of the materials and the on-‐demand webinar will be made available within 48 hours
@davidneedle @rswurth
@louisjonckheere
#mobileselling
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