1. MOBILE SALES
ENABLEMENT
TECHNOLOGY
The Xerox SmartPad app: How does
Xerox use tablet devices to unlock sales
opportunities?
LAURANE COLIGNON – INTERNATIONAL BUSINESS MANAGEMENT

2. A world of changes
1960 1970 1980 1990 2000 2011 2013

3. Primary Responsibility for Customer
Engagement in Purchase Process
Marketing
Sales
Digital Marketing Sales Enablement

4. Xerox Strategy
• Declining of paper technology
⇒ Move to digital marketing services
• Re-targeting digital ads based on interest
• Targeting awareness through Digital Advertising
• Optimising Search : Paid & Organic
Re-target people
who have visited
their webpages or
entered key
search terms
• Ads are
automatically
placed in sites
that are either
relevant to the ad
or people fitting
the profile
• Pay per click
PPC
• Much of what you first
see on Google is
advertising
• Use a mix of organic
and paid activity to
position Xerox on the
first page and ideally
near the top

5. Mobile Sales Enablement Strategy
• Bad consequences ⇒ need to reinvent the Customer &
Sales Experience
• Full integration of the Digital Marketing & Sales Enablement
through mobile technology
• Clear and genuine differentiators
• Moving faster (always ON)
• Creation of tools for salespeople
• Relevant information ⇒ right person at the right time in the
right place
• Salespeople ⇒ better and more effective sales
conversations

6. The use of tablets in sales
• Improve sales productivity
• Mix of usability, utility and innovation
• Quick & easy access to compelling sales support via multi-
touch interface
• The customer & Sales rep share the screen, creating
proximity
• Sales conversations can happen anywhere, anytime
• Higher Client engagement, more interactive, more
memorable
• Instant communication platform (e-mail, social media, etc…)

7. The Xerox SmartPad app
• The Xerox SmartPad enables sale people to Present & Share content with
their customers
• The Content includes
• Videos
• Simulators
• Virtual Demos
• Marketing Collateral
• Photos
• Training resources
• Available even when you are offline
• Create a customised catalogue for customers
• Communicate and collaborate: add ratings and comments
• + Access to the SMART Web & Tools

8. Recommendations
• Only available for tablets ⇒ app for iPhones coming soon
• Account approval process (requests from US)
⇒ put XE and US together
• Launched for Windows tablets as well
• Find a solution for Showpad system
• Initial download size of the app ⇒ warn the users
• LNTS integration with SmartPad
Added value:
« The new way of engaging your
customers, anytime, anywhere »

9. Personal evaluation
• Amazing internship opportunity
• Need to work under pressure
• Change my way of thinking and behaving
• Maturity
• English is better
Ready to face the business world!

10. THANK YOU FOR YOUR
ATTENTION
Do you have any questions?