A major American healthcare company has 500 Sales and Account Managers who are responsible for engaging with and selling to existing customers and prospects. The team was using paper-based presentations and laptops as their primary sales aids. The process involved in preparing, executing, and sharing presentations was not conducive to an effective or efficient sales interaction.

Challenge

The client wanted to leverage iPads as the new primary sales aid and requested Concentrix Catalyst’s assistance in defining, designing, and developing an interactive sales application.

Solution

Concentrix Catalyst embarked on Digital Discovery, Design, and Development phases working closely with the client’s Mobility Centre of Excellence and Sales and Account Management business owners to understand the activities involved in the sales lifecycle. Clear wins were identified to support remote sales teams through easier access to content and on-the-go capability to build and deliver professional presentations. Teams were currently spending hours behind their desks compiling content from multiple sources and preparing for sales calls. iPads were to be rolled out across the sales teams, so it was essential that sales teams could use these effectively in the field.

Outcome

The app is being rolled out across the sales teams and used in the field. The combination of Box, iPads, and the app enables the sales force at the client to have access to content on the go along with giving them the ability to quickly mashup a custom deck to support their sales activities. Feedback has been very positive in relation to the experience for both the client’s reps and customers. The client is embracing enterprise mobility to stay ahead of the competition by keeping employees focused on high-value activities.

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