CRM- September 2008 - (Page I8) 8 September 2008 Sponsored Content WMOBILE— Affordable. Feature Rich Mobile CRM WHAT IS WMOBILE? wMobile delivers full featured and secure CRM to any mobile phone including BlackBerry, Palm, Windows Mobile and iPhone. wMobile functionality includes full contact management, graphical team calendars, full email support with CRM integration, sales forecasting, graphical mapping functionality with door-to-door directions and “List Closest” support to identify customers and prospects in proximity of the user. wMobile is inexpensive to purchase and quick to install. wMobile works with all versions of the popular GoldMine CRM application. wMobile scales economically to suit small sales organizations as well as larger organizations with hundreds of users and millions of contacts and interactions. wMobile breaks down the perception that Mobile CRM is only available to very large organizations with big budgets. CASE STUDY: A.L WILSON CHEMICAL COMPANY. KEARNY, NJ (WWW.ALWILSON.COM) A.L. Wilson is a family owned business that designs, manufactures, and markets textile stain removal products. Their products are sold through an extensive network of distributors in the United States and Canada. A.L. Wilson employs regional sales managers who are responsible for distributor relationships. Fred Schwarzmann Jr. President of A.L. Wilson was an early adopter of CRM for central customer management and felt that these tools should also be easily available to sales managers even if they were constantly travelling in their sales territories. Sales managers were required to submit call reports of interactions with distributors and customers as well as to maintain a product price book and to be able to take orders during visits. Mr. Schwarzmann felt that laptops were a cumbersome tool for someone always on the go and started researching options for how sales managers could better utilize the then rapidly increasing computing power of mobile telephones and telephone data networks. Mr. Schwarzmann selected and implemented wMobile in 2005. Upon implementation, wMobile provided rich contact management to remote users, but to ensure adoption A.L. Wilson customized the wMobile product to directly reflect sales processes in place. A.L. Wilson sales managers make client sales calls jointly with distributor representatives. A.L Wilson arranged to customize wMobile so that sales managers could easily record such joint sales efforts and so that users could log orders and confirm product pricing directly on their mobile phones. In preparation for customer visits, field representatives are given ‘live’ cross sell suggestions and reminders to introduce new products based on actual customer product purchase history. Since the wMobile product uses a direct internet connection to the A.L Wilson office network all entries and orders were available to office staff in New Jersey immediately as the sales manager makes the entries into wMobile. In the same manner, new leads entered into the office CRM system are immediately available to remote wMobile users. Mr. Schwarzmann realized that the mobile phone market was changing rapidly and appreciated that since wMobile supported all mobile phone platforms, A.L. Wilson did not have to commit to a specific type of phone service, but would be able to always enjoy the state of the art in such devices as they added value to the sales force. As a result of the wMobile deployment, A.L. Wilson has greatly reduced the time sales managers spend on administrative tasks and has also reduced the time central office staff spends on recording and confirming orders. Since all information in wMobile is in real time, the remote sales managers have 24 hour access to current customer information and product pricing. Since the maintenance of mobile phones does not require IT support there are little or no IT related costs of providing CRM functionality to remote mobile phone users. Regional sales managers no longer need to generate and submit paper orders, daily reports and weekly summaries of their field activities since the raw data is available centrally and the reports are automatically compiled. This is particularly popular with the sales managers. A.L. Wilsons’s Fred Schwarzmann Jr. comments “wMobile delivered a solution that previously only existed as a desired state of affairs. We were able to deliver a cost effective and meaningful CRM tool to our users with next to no IT carrying costs and a high return on investment during the three year since deployment.” Contact Information W-Systems Corp. www.w-systems.com (800)775-8378 extension 301 http://WWW.ALWILSON.COM http://www.w-systems.com
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