Part 1 - The bottom line: You're losing sales without tablets
1. The bottom line...
You’re loosing
sales without
tablets.
Monica Alonso! Brought to you by!
Golden Gekko
Product Manager www.meetrapp.com
1
2. Agenda
! Tablets in the workplace
! 4 common barriers
! Improving productivity with tablets
! Q&A
2
3. The year of the enterprise tablet
Tablets are the productivity tool of industry leaders.
38%
of Sr. Executives have
131%
increase in enterprise
96.3
million units shipped to
been issued a tablet
issued tablets & BYOD
enterprises in 2016
BYOD
16%
10.000
Enterprise
issued
8%
4.000
51%
21%
2010
2011
2.000
Source: Vertic 2012, SAP 2012
3
4. Die-hard sales reps
want tablets
It gives ‘em super powers!
Mobility
Speed
hours a day times faster
at making
on the move
decisions
Yankee group (2011)
Gartner (2012)
Appearance
Productivity
ranking when out of 10
recognizing the feel more
best sales people
productive
Salesabout.com (2011)
4
Huthwaite (2011)
6. Common barriers
Lost device Not integrated
means lost with existing
Not useful
data systems
here
It’s expensive
% % % %
Source: Forrester (2012) *Does not add up to 100% because more than one answer allowed
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7. Yes expensive, but...
iPad is not the only option.
2012
Most popular OS by Market Share
Android devices are Apple iOS
57.6%
gaining in popularity (down 3.7%)
vs Apple’s
Android
39.1%
Most devices are (up 19%)
cheaper than iPad
Other
3.3%
(down 16.6%)
Source: QualComm (2012)
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8. Yes expensive, but…
Share the cost with BYOD.
of Sr. Executives have
been issued a tablet
of IT Managers
50%
believe BYOD
increases
productivity
66%
of employees
want to use any
device
Of companies
61%
with BYOD have
higher employee
satisfaction
Source: Xigo (20120)
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9. Not useful here
That’s what you think.
Companies that benefit from tablets …
2011
Broad product catalog
Tablets deployed by sector
Products cannot be pulled
out of a briefcase
Rely on visual support material,
case studies and statistics
Traditional face-to-face sales
Sales team is in the field
Source: Huthwaite (2011)
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10. Easily lost
over
50%
So is any other device …
of smartphones &
tablet users
DO NOT
password
PROTECT
their device
Gartner (2012)
Source: Confident Technology (2012)
10
11. … but it’s easy
to protect
Device pin code
Authenticate users on apps
MDM and MAM
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12. Not integrated with
existing systems
There’s so much information to be
captured during a meeting.
Growth seen in organizations with successful
implementation of advanced analytics:
Revenue Profit Analytics
growth growth growth
Source: Gartner (2012)
12
14. Today, 74
% of the time
sales people are not selling
26%
32%
Selling
Travelling and
waiting
16%
Meeting prep
26%
Admin tasks
Source: SAP (2011)
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15. Before your meeting
Working before you “clock-in”.
08:30 am Check news
09:00 am Research for client meeting
09:30 am Send agenda to lead
09:45 am Refine presentation
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16. During your meeting
Get to the point quickly.
10:15 am Review agenda and take notes
minutes or less
10:25 am Wow with rich, dynamic content
After the 30 minute
10:45 am Browse digital catalog
mark participation
begins to drop off
10:46 am Email marketing department for availability
Source: Salescrunch.com (2012)
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17. After your meeting
Follow-up and start over.
10:50 am Confirm final order
# of leads qualified
10:51 am Define next steps
10:55 am Send follow-up
times more
likely to
qualify lead
if you follow
11:00 am Update CRM
up within
1 hour
Source: Harvard Business Review (2012)
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18. Time savings
Business owners estimate that using
tablets saves them an average of
5.6h
on a weekly basis.
5.6
Work anytime, anywhere
! Prep for meetings
! Quick email follow-up
! Leverage 3G to perform on-the-
go tasks
Source: SBECouncil.org (2012)
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19. Bottom line
Simple, yet powerful.
30
Let’s be
conservative and
say …
+ minutes a day to meet with clients
That means …
3 &
135
meetings/week
meetings/year
7
At a 5%
conversion rate
equals that’s …
+ deals per year and per sales rep
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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