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

1. Making a Mobile Workplace:
Sales Enablement
#mobileselling

2. Speakers
David Needle
Editor
TabTimes
Russell Wurth
Director of Solutions Management
Accuvant
Louis Jonckheere
Co-Founder & VP, North America
Showpad
#mobileselling

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. David Needle
Editor, TabTimes
david@tabtimes.com
Tablets in Sales departments

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. 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. 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. #mobileselling
Case
Study:
Accuvant

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. 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. 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. Proprietary and Confidential. Do Not Distribute. © 2013 Accuvant, Inc. All Rights Reserved.
Choices in Information Security

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. Proprietary and Confidential. Do Not Distribute. © 2013 Accuvant, Inc. All Rights Reserved.
Optimal Buying Journey

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. 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. #mobileselling
Panel
Discussion

18. sales
made
easy
#mobileselling

19. Showpad
–
Company
descrip<on
‣ Founded
in
2012
‣ Offices
in
San
Francisco,
Portland
&
Ghent
‣ 32
employees
#mobileselling

20. Mission
Dras<cally
improve
Sales
Effec<veness
of
Companies
deploying
mobile
devices
for
sales
#mobileselling

21. controlled
content
distribu<on
What
is
Showpad?
#mobileselling

22. to
a
highly
customizable
mobile
app
What
is
Showpad?
#mobileselling

23. focused
on
selling
and
presen<ng
What
is
Showpad?
#mobileselling

24. that
integrates
with
popular
cloud
services
What
is
Showpad?
#mobileselling

25. and
provides
repor<ng
&
analy<cs.
What
is
Showpad?
#mobileselling

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. 30,000+
USERS,
340,000+
PIECES
OF
CONTENT
AND
425+
CUSTOMERS

28. #mobileselling
Audience
QuesJons

29. THANK YOU
A
copy
of
the
materials
and
the
on-­‐demand
webinar
will
be
made
available
within
48
hours
@davidneedle
@rswurth
@louisjonckheere
#mobileselling