1. SPECIAL ADVERTISING SECTION
Wheelhouse Analytics Frank J. Coates
Founder and CEO
LLC Wheelhouse Analytics LLC
www.wheelhouseanalytics.com and www.isalesbag.com
200 N. High Street, Suite 202
West Chester, PA 19382
WHAT PRODUCTS AND/OR SERVICES DOES YOUR COMPANY PROVIDE? agendas can be shared ahead of time, goals set, ideas and decisions shared and
Our initiative at Wheelhouse is to eliminate conventional paradigms through follow-ups created and tracked in a collaborative application. Customer-focused
the development of intuitive, easy-to-use industry specific and global technology employees can create more effective presentations, perform more accurate analysis,
products. We’ve recently developed a first-of-its-kind iPad application that and share educational material through tablet devices. The key to success will be the
significantly enhances and standardizes the sales process. Its core capability drives development and adoption of business applications for tablets that leverage what
results and can be applied in any industry. SALESBAG™ is available as a standalone we’ve learned through consumer-oriented applications on these devices. Business
or enterprise application to allow salespeople to plan, present and follow up more owners should think about how this mounting technology can advance the way they
effectively and efficiently. Put simply, the result is that people will sell more and execute internally and connect with their customers.
spend more time on revenue-increasing activities than on paperwork.
HOW DOES THIS TECHNOLOGY DIFFER FROM WHAT CEOS CURRENTLY USE?
WHAT TRENDS IN TECHNOLOGY ARE YOU NOTICING? Nearly all companies execute meetings the same way they did 50 years ago, with
Consumers are pushing technology on corporations versus the other way the exception of email invitations versus phone calls. Invitations go out, people
around. This is a sea-change for most IT departments. The extreme adoption rates meet, they talk, and then something (and often times nothing) happens. Managers
for smartphone and tablet technologies are not being matched by innovation at often question what was talked about, what was the goal, what were the follow-up
a vast majority of companies. Most big companies’ processes for innovation are tasks that came out of the meetings and were they executed on? Participants are
measured, planned and sluggish. Consumers, on the other hand, are demanding new frequently ignorant as to what the goal of the meeting was and what the follow up
applications and communication strategies through their devices now. Companies activities are. It’s hard to get back to the agenda and material discussed in the
that can meet the needs of the consumer’s technology demands will gain a distinct meetings, resulting in long and meandering email threads. We believe tablet devices
competitive advantage going forward. This environment is ripe for small companies and applications like ours will make it easier to hold more valuable meetings, in a
to emerge rapidly and compete with the larger but slower competitors. fraction of the time, with better results.
HOW HAS NEW TECHNOLOGY INFLUENCED YOUR INDUSTRY? HOW IS TECHNOLOGY CONTRIBUTING TO YOUR COMPANY’S COMPETITIVE
Many big companies are scrambling to make their web-based applications run on ADVANTAGE?
mobile devices. While this is necessary, it often ignores the fact that people will use We’re avid users of tablet and mobile technology. We’ve saved a great deal of
a mobile device much differently than a laptop or desktop computer connected to the money in printing and copying material for meetings and sales calls, and we can
web. Companies are struggling to define and measure how the use of mobile devices help our customers do the same – more than offsetting the cost of our applications.
is improving results. Most CEOs we talk to say that they’re in the dark when it comes Using tablet devices has enabled us to ensure that no customer-related task falls
to how mobile computing is changing the way they do business. On the other hand, a through the cracks, and as a result our customers see us as the most professional
few big companies are enabling employees and clients to work differently and more and efficient service provider. We get to spend more time with them and less time
effectively. We think that these companies are closer to their employees and clients, doing paperwork or taking notes. At the end of the day, adopting mobile technology
and will subsequently grow quicker than their counterparts who are focused on how has allowed us to be a resource of knowledge for our customers who are looking to do
their technologies should be deployed internally. the same.
WHAT UP-AND-COMING TECHNOLOGIES EXCITE YOU? WHAT LONG-TERM ADVICE WOULD YOU GIVE ANOTHER CEO REGARDING
We’re excited, like everyone else, about the overwhelming prevalence of tablet TECHNOLOGY?
devices in both consumer and supplier hands. We believe that for the first time, I believe in three tenets of leveraging technology:
a device exists which will make it easier for people to present ideas while mobile. 1. Use technology to improve existing and proven processes. Technology often
The power and simplicity of these devices will enable even the “technologically cannot create processes that don’t exist, but can improve on those that do.
challenged” to be more productive. Consumers are flocking to these devices, which 2. Test your assumptions for using new technology. Run trials while investing
will push service companies to adopt better methods for connecting with consumers. small, and then invest big when a technology works.
3. Stay ahead of your internal and external customers. If you wait for your
HOW CAN THESE NEW TECHNOLOGIES HELP A BUSINESS OWNER? customers and employees to demand new technology, you will almost
We think business owners can leverage the power of mobile computing, certainly be losing customers and employees to competitors who already
specifically tablet devices, to expand efficiencies with both internal clients and have it.
external clients. Business meetings can be more efficient and productive when
46 P h ila d elp h ia S m artC EO F e bruary 2012 w w w. s m a rtc e o . c o m