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Making a Mobile Workplace: Sales Enablement - March 26 Webinar:

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This webinar was co-sponored by TabTimes and featured a case study from Accuvant. The one hour session covered:
How tablets drive a more engaging face-to-face conversation in unusual locations
How to manage complex content delivery for educated buyers on a tablet
How Accuvant makes sure +200 sales reps always have the right content at their fingertips

To see the on-demand recording go to:
https://attendee.gotowebinar.com/recording/963800364439248898

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Making a Mobile Workplace: Sales Enablement - March 26 Webinar:

  1. 1. Making a Mobile Workplace: Sales Enablement #mobileselling  
  2. 2. Speakers     David Needle Editor TabTimes Russell Wurth Director of Solutions Management Accuvant Louis Jonckheere Co-Founder & VP, North America Showpad #mobileselling  
  3. 3. Agenda     Time   Content   Speaker   9:00  –  9:05   Introduc<on   9:05  –  15:10   Landscape  Trends   David  Needle,  Tab  Times   9:15  –  9:25   Case  Study   Russell  Wurth,  Accuvant   9:25  –  9:45   Panel  Discussion   All  Speakers   9:45  –  9:50   Showpad  Overview   Louis  Jonckheere,  Showpad   9:50  –  10:00     Audience  Q&A   #mobileselling  
  4. 4. David Needle Editor, TabTimes david@tabtimes.com Tablets in Sales departments
  5. 5. Tablets in Sales departments! Sales departments: at the forefront of the tablet revolution • 75% of companies are already using tablets to support sales or plan to begin using tablets within the next 12 months (Source: poll by the Corporate Executive Board, 2012 ) • 59% of sales organizations have a company- sponsored initiative to assess and deploy tablets for the sales force • 31% are considering one • 10% have no interest (Source: Survey, The Sales Management Association, 2012) #mobileselling  
  6. 6. Tablets in Sales departments! Every stakeholder benefits Top 3 anticipated ROI from mobile sales initiative 1. Improve customer experience 2. Improve sales productivity 3. Greater control over communication (Source: Profitable Channels report on “Best practices in mobile sales enablement”, 2013, based on 100 tablet deployments’ survey) #mobileselling  
  7. 7. Tablets in Sales departments! Tablet-first is the way to go Challenges  include poor user experience which hurts adoption of mobile CRM solutions   “There’s plenty of room for improvement. A lot of the current solutions are trying to replicate the desktop experience.” - Chris Marsh, Principal analyst, Yankee Group
  8. 8. #mobileselling   Case  Study:  Accuvant    
  9. 9. Proprietary and Confidential. Do Not Distribute. © 2013 Accuvant, Inc. All Rights Reserved.Proprietary and Confidential. Do Not Distribute. © 2013 Accuvant, Inc. All Rights Reserved. The Authoritative Source for Information Security
  10. 10. Proprietary and Confidential. Do Not Distribute. © 2013 Accuvant, Inc. All Rights Reserved. Company and Track Record Sales Revenue for 2013 $577,000,000 250+ Dedicated Consultants and Technical Resources Fortune 500 Clients 215 5,500Clients Accuvant was Founded 2002 Revenue is Repeat Business >86% Fortune 100 Clients 37 Employees 565 7 X Listed in the (2007-2013) Offices Across U.S. and Canada36
  11. 11. Proprietary and Confidential. Do Not Distribute. © 2013 Accuvant, Inc. All Rights Reserved. Complete Set of Offerings •  Enterprise Consulting •  Managed Solutions •  Research •  Training •  Product Solutions •  Security Capabilities Framework •  Focus On: •  Planning and Management •  Monitoring and Operations •  Defenses and Controls COMPREHENSIVE CAPABILITIES FULL RANGE OF SERVICES •  Strategic •  Tactical •  Everything in Between PROJECT TO PROGRAM LEVEL Enterprise Consulting Training Product Solutions Managed Security Services Research + Development Planning and Risk Management Policies and Procedures Compliance Management Team Development Situational Awareness Testing and Assessment Incident Response System Network Endpoint Application Data User Custom Business Technical Threats and Intelligence Defenses and Controls Planning and Management Monitoring and Operations CISO Strategy
  12. 12. Proprietary and Confidential. Do Not Distribute. © 2013 Accuvant, Inc. All Rights Reserved. Choices in Information Security
  13. 13. Proprietary and Confidential. Do Not Distribute. © 2013 Accuvant, Inc. All Rights Reserved. Security Program Map Proprietary and Confidential. Do Not Distribute. © 2014 Accuvant, Inc. All Rights Reserved. Planning and Risk Management Policies and Procedures Compliance Management Team Development Situational Awareness Testing and Assessment Incident Response System Network Endpoint Application Data User Custom Business Technical Threats and Intelligence Defenses and Controls Planning and Management Monitoring and Operations CISO Strategy
  14. 14. Proprietary and Confidential. Do Not Distribute. © 2013 Accuvant, Inc. All Rights Reserved. Optimal Buying Journey
  15. 15. Proprietary and Confidential. Do Not Distribute. © 2013 Accuvant, Inc. All Rights Reserved. •  Many of our 250+ Sales and Sales Engineers have tablets (BYOD) •  Launched in Q4 of 2013 just after a rebranding effort •  Needed a way to get the most up to date information to the sales team in a non-obtrusive way •  Intimate and interactive conversations Mobility as a Solution
  16. 16. Proprietary and Confidential. Do Not Distribute. © 2013 Accuvant, Inc. All Rights Reserved. Patterns of Behavior 0 100 200 300 400 500 600 700 800 900 Sunday Monday Tuesday Wednesday Thursday Friday Saturday Usage by Day of Week Average Unique Users Average Total App Usage Maximum App Usage
  17. 17. #mobileselling   Panel  Discussion  
  18. 18. sales  made  easy  #mobileselling  
  19. 19. Showpad  –  Company  descrip<on     ‣  Founded  in  2012   ‣  Offices  in  San  Francisco,  Portland  &  Ghent   ‣  32  employees   #mobileselling  
  20. 20. Mission     Dras<cally  improve  Sales  Effec<veness  of     Companies  deploying  mobile  devices  for   sales #mobileselling  
  21. 21. controlled  content  distribu<on   What  is  Showpad?     #mobileselling  
  22. 22. to  a  highly  customizable  mobile  app   What  is  Showpad?     #mobileselling  
  23. 23. focused  on  selling  and  presen<ng   What  is  Showpad?     #mobileselling  
  24. 24. that  integrates  with  popular  cloud  services   What  is  Showpad?     #mobileselling  
  25. 25. and  provides  repor<ng  &  analy<cs.   What  is  Showpad?     #mobileselling  
  26. 26. Enterprise  Ready     ‣  Built  for  enterprise   •  Scales  to  mul<ple  divisions  in  a  global  enterprise   •  Full  REST  API  and  Single-­‐Sign  On  support   •  Robust  data  center,  network  and  applica<on  security   •  Business  con<nuity  with  mul<ple  backups  and  disaster   recovery   Showpad  is  built  for  the  enterprise    and  loved  by  employees   #mobileselling  
  27. 27. 30,000+  USERS,  340,000+  PIECES  OF   CONTENT  AND  425+  CUSTOMERS  
  28. 28. #mobileselling   Audience  QuesJons  
  29. 29. THANK YOU A  copy  of  the  materials  and  the  on-­‐demand  webinar   will  be  made  available  within  48  hours   @davidneedle @rswurth @louisjonckheere #mobileselling  

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