Home
Topics
Sales management strategy
Mobile sales force
Evaluate mobile CRM only after improving sales force automation processes

Evaluate mobile CRM only after improving sales force automation processes

Liz Roche, Managing partner, Customers Incorporated

Can you give some examples of companies who have seen immediate sales increases with a mobile CRM implementation? I've been assigned with making a business case for mobile CRM and I'm looking for some real-world examples.

Requires Free Membership to View

Login

By submitting you agree to receive email communications from
TechTarget and its partners. Privacy Policy Terms of Use.

This may not be what you want to hear, but before you go hunting around for examples of mobile CRM success stories, I would ensure that your sales organization has covered the points I've make in previous posts about sales force automation (SFA) utilization, forecast accuracy, etc.

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.

More News and Tutorials

Articles

This was first published in August 2006

Join the conversationComment

Share

Comments

Results

Contribute to the conversation

All fields are required. Comments will appear at the bottom of the article.

Back to top

More from Related TechTarget Sites

Business Analytics
Data Management
SAP
Oracle
Data Management UK
Content Management

Business Analytics
- In-memory analytics tools pack potential big data punch
  
  The faster analytics performance spurred by in-memory technology can help companies capitalize on big data, but there are barriers to be aware of.
- Marketing and advertising remain sweet spots for big data technology
  
  Marketing and advertising are the sweet spots for big data, but those who serve up marketing insights and ad space will need to evolve to survive.
- Strategies for de-cluttering business intelligence dashboard designs
  
  Expert Brian Jordan shows business intelligence managers how to avoid developing dashboards that overwhelm business users with too much information.
Data Management
- New BI stack tackles data load at Boston Children's Hospital
  
  Boston Children's Hospital upgraded its business intelligence architecture to boost enterprise reporting, a move that also required retraining users.
- Expanded Hadoop use cases will drive need for new enterprise features
  
  With user interest rising, Hadoop vendors are trying to pave a path to higher adoption with add-ons that target issues holding the technology back.
- Jim Goodnight on SAS in-memory analytics and the data scientist
  
  A podcast Q&A with SAS execs Jim Goodnight and Jim Davis looks at big data enablers, including in-memory analytics, and the role of data scientists.
SAP
- SAP social collaboration strategy grinds forward with SAP JAM
  
  SAP Jam is an improvement over SAP StreamWork in terms of integration with business processes, but questions still remain over its viability, William Newman writes.
- Analyst Jon Reed on SAP SapphireNow 2013, SAP Fiori
  
  Analyst Jon Reed gives his take on SAP Fiori, a collection of apps intended to cover a wide range of business processes as simply and efficiently as possible.
- Ariba Network announces QuickBooks integration
  
  At its annual conference, Ariba announced a new tool by partner Dell Boomi that lets small businesses integrate their QuickBooks accounting with the Ariba Network.
Oracle
- Script writing rules for Oracle Hyperion Financial Management
  
  Accountants hate having to play with scripts. In this tip, TopDown Consulting explains how to build script rules so that accountants don't have to.
- Domain-specific Oracle master data management
  
  Oracle master data management products are starting to merge various data management hubs, which is a help in particular vertical industries.
- Privileged user management a must for DBAs
  
  Trust, but verify. Ronald Reagan made it popular, and it's certainly relevant for DBAs in today's consolidated, virtualized IT world.
DataManagement UK
- Big data roundtable webcast: gaining value from big data
  
  Roundtable discussion on business value of big data, chaired by Brian McKenna, Editor, SearchDataManagementUK, and featuring Mike Ferguson, Roxane Edjlali (Gartner), Joshua LeCure (GlaxoSmithKline).
- 2012 training courses: BI, data management, data warehousing
  
  Find out where to hone your business intelligence, data management and data warehouse skills with this list of training courses for 2012.
- Poor data quality: what is dirty data costing UK organisations?
  
  Poor data quality can have serious financial consequences for businesses. Read about the current state of data quality management at UK companies, including dirty data problems.
Content Management
- Get 'em ready: Tips for planning a SharePoint 2013 training program
  
  SharePoint is a complex application. But training business users for an upgrade to SharePoint 2013 doesn't have to be a daunting task for IT teams.
- The organization of the future: Not just hybrid IT, but hybrid people
  
  The adoption of hybrid IT approaches creates a need for executives who can both formulate business objectives and assess IT requirements.
- SharePoint technology feels growing pains as 2013 release arrives
  
  SharePoint 2013 adds new features to the collaboration software. But it comes at a time when SharePoint's value is being questioned in some quarters.

All Rights Reserved,Copyright 2000 - 2013, TechTarget