Challenge

Improving sales force productivity is always a challenge. If you can free account executives to spend more time with customers, they can build stronger relationships. And with stronger relationships, more deals should result. That’s what this telecom provider set out to achieve.

The sales operations team began with an internal survey to find out which materials were used, what worked—and what didn’t. It discovered that:

  • Reps wasted lots of time looking for specific content
  • It was hard to tell which assets were most valuable and which were rarely used
  • About 50% used their personal mobile devices over the company’s VPN, which added challenges
  • Newly hired reps needed mobile access to corporate information and resources. However, the company only supported mobile access over its VPN. There was a clear opportunity to improve sales job satisfaction with a tool that offered a competitive advantage and could attract talent

A new sales enablement solution had to be mobile and securely support a wide range of platforms and operating systems. The ideal solution would make it easy for everyone to find the content they need in one place, instead of having to log into multiple systems. And finally, it had to offer analytics so that product marketing and sales operations teams could quickly determine asset usage.

With the annual sales kickoff meeting just weeks away, the sales enablement team needed to move fast. It wanted to quickly create a prototype, get it in the sales teams’ hands, and solicit feedback. The new mobile solution also had to connect to corporate backend systems where sales collateral resides. That meant Jive, Salesforce.com, and LMS Cornerstone. Finally, it had to be fast and easy to deploy, flexible to link to other business systems, and support business process orchestration between enterprise applications. So the search began.

“We looked at several cloud content management solutions and mobile versions of our existing applications,” said Kevin Bowe, Director – Global Sales Effectiveness PMO, CenturyLink. “Some didn’t support our required backend systems while others lacked the rich capabilities we wanted. We definitely didn’t want multiple standalone point systems that would take a lot of time and effort to deploy.”

 

Solution

CenturyLink was introduced to MobileForce Software, and a quick proof-of-concept proved its worth. The MobileForce Unification Engine provided out-of-the-box applications connectors to all the necessary backend systems. Defining the look and feel of the native clients in the cloud was effortless. Because MobileForce doesn’t require programming, the company was able to deploy a prototype at the sales kickoff in just days. This eliminated months of time that it would have taken using mobile application development platforms (MADP/MEAPs). To top it off, MobileForce is delivered as SaaS for fast time to value at an attractive price point.

The MobileForce Enterprise Container App component unifies and secures the company’s applications and information for its sales teams. Data in motion and data at rest is encrypted, and access to the company’s backend on-premises and cloud systems is handled by pre-integrated application connectors and secure APIs. The IT organization can retain control over corporate data, while avoiding the need to provision, administer, and manage every mobile device.

Users access the information they need with their native clients. Not only does this approach make better use of the devices’ capabilities, it also delivers greater user satisfaction. The reps and sales executives are much happier using their own phones and tablets, which helps increase adoption levels.

The MobileForce cloud platform component simplifies configuring and synthesizing apps. With a drag-and-drop interface, you can pull apps together in minutes and then immediately push changes to all devices. The MobileForce business process orchestration component lets you execute any sequence of workflows across cloud and premises-based applications. And the MobileForce analytics component delivers detailed information about users, device types, operating systems, and the content being accessed.

“Once we saw a blueprint for the solution, I knew we would implement it,” Kip said. “MobileForce was awesome. They are responsive, fast, and helped us quickly iterate a solution that we could show the reps and executives. Based on these capabilities, we built our business case to win over IT, get management approval, and move the solution forward.”

 

Results

Phase 1 of the project launched in 2013 with connectivity to Jive and LMS Cornerstone. Now, 300 reps have instant access to sales materials and training classes from their mobile devices. The company also implemented a preliminary sales coaching app that will provide guided access to collateral appropriate for specific stages of the sales process.

Using MobileForce analytics, the sales enablement team monitors page views, content views, users, and devices. They can easily see which materials are most useful and better target their sales support budget. Analytics features will play an even larger role as the company extends MobilForce capabilities to additional systems over time. A 0.5% increase in sales productivity could mean a five-month payback period for the company.

Updating apps is easy. Several recent acquisitions meant adapting the app user interface. MobileForce helped the team quickly rebrand the user interface, modify navigation, and update collateral organization.

“Every time we had to make a change — MobileForce Software delivered,” Kip said. “They are incredibly helpful and have tracked with us every step of the way.”