Tag Archives: CRM mobility

CRM Takes Another Step Forward with Mobile Dashboards!

“Dashboards on my iPad?” you ask.  Yep.

We are seeing considerable excitement within the CRM community about this latest innovation, and for good reasons:  1) Mobile Dashboards are useful, 2) Mobile Dashboards deliver great value to businesses, and 3) Mobile Dashboards will help Dynamics CRM partners meet customer needs and close business.

One of the great new capabilities delivered by Microsoft in Dynamics CRM 2011 was embedded dashboards. Now CWR Mobility has made those available on your mobile device – iPad, iPhone, BlackBerry, and Windows Phone 6.5. Mobile Dashboards provide data visualization; high-level graphical views that turn CRM data into actionable information for mobile users. Dashboards by themselves are a powerful tool when used from PCs, but they really take that power to a whole new level when they become available on tablets and smartphones.

Mobile Dashboards Deliver Great Value to Businesses

Mobile Dashboards now enable a company’s mobile employees – such as those in field sales, field service, or field marketing — to track the things that really matter to them in their business role, from wherever they are, whenever, in real-time. This leads to a state of continually being on top of the things that matter most…being on top of their part of the business. When a customer-facing organization is better informed, cycle times are reduced, responsiveness is increased, and actions are better targeted. If you’re wondering how important this new capability is, just try showing it to a field sales rep and watch their reaction.

CWR Mobility mobile dashboards are easy, flexible and real-time. As an inherent feature of CWR Mobile CRM 2011, they are easy to access and can support any dashboard based on a native dashboard in Dynamics CRM 2011. In this initial release, version 5.0.1.0, CWR Mobile CRM 2011 dashboards are available when a user has mobile internet connectivity, and they can pull any of these online dashboards in real-time, so the user will always have an up to date view of information. Mobile dashboards are read-only in this release; in time, we envision mobile dashboards supporting interactive drilldown capabilities.

Mobile Dashboards Will Help Partners Meet Customer Needs and Close Business

Mobile Dashboards are also great news for Dynamics CRM partners, because they deliver great business value for companies and can really catch a customer’s imagination. As a Dynamics CRM Partner, mobile dashboards are a great new capability to add to your standard customer demos, and you should consider leading with them. Show your customer an example of a mobile dashboard that is specific to their business. This is easy to do since CWR Mobile CRM Mobile Dashboards support any Dynamics CRM 2011 native dashboard. Create a customer dashboard and then demo it to your customer on an iPad, iPhone, BlackBerry or Windows Phone 6.5 device. Again, CWR Mobile CRM 2011 makes this easy.

You can learn more about CWR Mobile CRM mobile dashboards here.  And you can add a free trial of mobile dashboards in CWR Mobile CRM 2011 by clicking here — if you use Dynamics CRM Online, you can do it within minutes. Check out mobile dashboards today!

Stefan Burak

Vice President, Sales and Partners, Americas

CWR Mobility BV

cwrmobility.com

 

CRM Sales Mobility – Quotas Untethered!

Guest Writer – Derek Warburton

There’s a new Aberdeen Group Benchmark Report – Sales Mobility: Quotas Untethered and its hot off the press! This report touches on various mobility technologies, with a strong focus an on CRM Mobility.  The research was completed in September and October 2010, and based on a survey of 269 end user organizations, and their real world experience. In other words, this report isn’t based on an analyst’s opinion, but rather on the actual experience of businesses that are planning on, or have already deployed, some sort of sales mobility solutions.

Like all Aberdeen Research Reports, the research and report are in no way influenced by vendors. TenDigits was able to acquire semi-exclusive distribution rights, to ensure our community can access this report free of charge (as opposed to the $399 standard fee).

At the highest level, this report addresses the following:

“Customer Relationship Management (CRM) and Sales Force Automation (SFA) access via smartphones has been available for some time – indeed, Mobile CRM access has proven to increase team attainment of quota by 26% (Source: Sales Intelligence, Preparing for Smarter Selling, Aberdeen February 2010) – but to what extent are Best-in-Class Sales teams utilizing mobile selling solutions ?” (Source: Aberdeen Group November 2010)

At a more detailed level, the study focuses on the following:

  • The degree to which sales mobility is deployed in organizations and the impact it has on achieving business success
  • The structure, effectiveness and satisfaction with existing sales mobility implementations
  • Current and planned use of sales mobility tools to achieve desired change in revenue, quota and deal size
  • The benefits, if any, that have been derived from sales mobility initiatives

From a research structure perspective, Aberdeen applies their concept of “Best-in-Class” companies. In the case of this study, “Best-in-Class” represent the Top 20% of the aggregate of performance scores, specifically: Achievement of Sales Quota, Average year-over-year improvement in Customer Retention, and Average year-over-year increase in average Sales Lead Conversion rates.  They then associate the practices and related outcomes, of Best-in-Class companies and compare to other companies, as it relates to their use of Sales Mobility.

So what were the results?

There are dozens of figures and charts, and virtually all of them strongly indicate that Best-in-Class companies approach sales mobility differently than other companies, and are more likely to have enabled their teams with mobile CRM solutions.  The results are quite compelling and for the most part should be read in the context of the entire report.

I have listed a few tidbits of information here (Source for all: Aberdeen Group November 2010):

  • “While not all companies deploy sales mobility, those that do, outperform those that do not across a myriad of measures, including overall team attainment of quota, lower sales turnover, as well as better year-over-year growth around revenue, customer renewals, deal size and CRM adoption”  Source: Aberdeen Group November 2010
  •  “Survey results show that firms enjoying Best-in-Class performance share several common characteristics including:  78% support remote viewing and modification of key CRM sales information…” 
  •  “44% of Best-in-Class consider sales mobility initiatives “absolutely vital to the health of our company, regardless of cost” compared with 26% of other companies.”

There’s even a url within the report that provides access for the reader to take an On-line Assessment, to compare their company’s practices and performance against Best-in-Class companies, and provides a free personal Scorecard.

On the whole, the findings strengthen the case that CRM Mobility is no longer just a “nice to have tool” for some of the sales team. Rather, CRM mobility, in organizations where sales staff is frequently in the field, is a critical component to the CRM solution and has a significant impact on sales performance for staff and the company.

Having said that, not all CRM mobility is equal. There are many mobility applications, but what offering will best enable real business success. It’s not too difficult to find a tool that will “get CRM on my phone”, but that’s a far cry from a solution that is designed for the optimal user experience, with appropriate security and organizational manageability. The more comprehensive solutions can also be configured in a variety of ways to deliver very different user experiences. Don’t assume that you are simply taking a CRM form, and pushing that to a phone. The user experience should be optimized for the use case scenarios, and to reflect that a mobile device (smartphone or tablet) is not a desktop computer. Mobile devices also offer capabilities unique to the device, that aren’t available from a computer monitor, and to incorporate that into the CRM experience. For instance, the ability to capture photos or voice recordings, or GPS data, and upload that into a CRM system.

If you’re trying to address: CRM user adoption, sales productivity, sales effectiveness, timelier follow-up of leads or improved lead conversion rates, gaining a competitive edge, or even reducing the cost associated with sales staff turnover, and then you’ve got a reason to further explore how mobility can support your objectives.

When we work with our clients, we first endeavor to understand their objectives, what their people in the field do, what they use CRM for, and potential use case scenarios for mobility. This allows us to provide insight into how mobility software can best be configured and used for the organization.  A great example of an organization that saw mobility is critical to their Microsoft Dynamics CRM and business success is HealthSouth Corporation. To learn more about how they leveraged mobility for a 1000 field staff, see this MSDynamcsWorld article.

How to access the Aberdeen Report:

You can either visit the Tendigits website or go directly to the following private access link.

Article and materials provided by guest blogger:

Derek Warburton

Vice President of Sales

TenDigits Software, Inc.