Evaluate mobile CRM only after improving sales force automation processes
By Liz Roche, Managing partner, Customers Incorporated
SearchCRM.com
I'm guessing that somewhere in your organization is the idea that CRM is not being used because it's not "portable" and it's a time drag on sales reps. If this is the case, then promise me. you'll question that general idea before you invest in mobile anything. I can almost guarantee that among the utilization issues is the notion that the system doesn't mirror the sales process.
Ok, jumping down off my soapbox, I wish I had some statistics, but I don't. I would check some vendor Web sites for case studies on mobility. I noticed a few good ones on the Salesforce.com Web site and I'm sure that anyone with a mobile solution (like Oracle or SAP) is also going to have case studies.
Caveat emptor: these case studies are obviously "tuned" to showcase the vendors' particular solutions and implementation.
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