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The bottom line...
You’re loosing
sales without
tablets.
      Monica Alonso!    Brought to you by!
      Golden Gekko
      Product Manager   www.meetrapp.com



                                             1
Agenda
!   Tablets in the workplace

!   4 common barriers

!   Improving productivity with tablets

!   Q&A




                                           2
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
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)
What’s holding
you back?

                 5
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
                                                                                                                         6
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)
                                                                                              7
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)
                                                               8
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)
                                                                                              9
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
… but it’s easy
to protect

     Device pin code



     Authenticate users on apps



     MDM and MAM




                                  11
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
Improving
productivity
… and your bottom line.




                           13
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)
                                                          14
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



                                                15
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)
                                                                                                  16
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)
                                                                           17
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)
                                             18
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




                                                                                                                                   19
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
Q&A
Don’t be shy.




                 20
So, now what?
You can’t grasp the full potential of sales mobility
without the right apps.




                                                       21
Stay tuned for our
next session
Pow, Boom, Wham! Apps that give you super powers. 




                                                      22
Thank you!

For more information feel free to email us at
info@meetrapp.com

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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 6
  • 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) 7
  • 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) 8
  • 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) 9
  • 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 11
  • 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) 14
  • 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 15
  • 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) 16
  • 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) 17
  • 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) 18
  • 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 19 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
  • 21. So, now what? You can’t grasp the full potential of sales mobility without the right apps. 21
  • 22. Stay tuned for our next session Pow, Boom, Wham! Apps that give you super powers. 22
  • 23. Thank you! For more information feel free to email us at info@meetrapp.com