By Emery James Baker MS, MBA,, PMP November 18, 2011

* Primary devices and secondary or supporting

devices

* The differentiator between the two is not the

size, capability or expense but the role that they play in the day to day work of the sales and or marketing representative

* Methods by which support is provided for a

technology package may change the role as well.

Smartphones

Mobile GPS Services

Laptops Tablets
Slate Convertible Data transfer Video Cameras Scanners/ card scanners Signature capture Speaker phones/ Headsets Projector /Print interfaces Accessories Mice, pointers, keyboards

Small form factor projectors Small form factor printers Network Service Interface (Native & VPN)

USB Based Accessories

Sales Office Wan Home Based

o o o

Cable Modem DSL FIOS

Wireless access points

Bluetooth acc

o o o

Personal Carrier (i.e. MyFi) Smartphone Based Hotspot

Automobile Interfaces

GPS

Expandability/ Lifestyle devices

Stands Cases, carrier (desks and automobile workstations) Docking Stations

o o o o

Standalone unit Integrated Vehicle

Intelligent Vehicle Integration

Sync/ Idrive BT accessories/ auto specific (i.e. speakerphones)

Package 1 (Legacy) Package 2 (Progressive) Laptop PC or Convertible Style Tablet Tablet PC (Slate Form Factor) Smartphone Bluetooth acc Bluetooth acc Keyboard Speaker phones/ Headsets Mouse Automobile Interfaces Expandability/ Lifestyle devices GPS Stands Standalone unit Smartphone Integrated Vehicle Smartphone based GPS Network service: Headsets Branch Office Wan Automobile Interfaces Home based Office connectivity Intelligent Vehicle Integration Field Technology Sync/ Idrive Network Service Interface (Native & VPN) Wireless Personal (Home Based) Supporting Devices: Supporting Devices: Office Wan (Wireless) *Any number of devices from the preceding *Any number of devices from the preceding list Carrier (3/4G Service, MyFi) Expandability/ Lifestyle devices Expandability/ LifestyleHotspot Smartphone Based devices Cases, carrier (desks and automobile Cases, carrier (desks and automobile workstations) workstations) Docking Stations Small Form Factor projectors Small Form Factor projectors Small form factor printers Small form factor printers

* Understand how the equipment will be used and where the

strengths are * The package must effectively help the sales representative (4 fundamentals):

* Uniform comparison of Progressive Solution:

* Configure * Price, * Quote * Effective tool for guided selling

* Advantages Speed, Usability, portability * Disadvantages Support, Development Knowledge/Costs, Price

* Newer progressive solutions are coming to the market fast * Early adoption has some advantage in sales/ image * In three to five years Gartner expects 20 30% of all field sales
and operational technology to be smartphone and slate tablet based

* Asia adopts technology soonest, look to the east for trends in

sales force technology

* Currently Smartphones dominate Asian sales market tools, Slate

tablets coming on quickly

* Automobile integration will also be more common place * Solutions will be holistic not specific combination of
Smartphones, Slate Tablets, Automotive Interfaces, BT Accessories

References:
Cool Vendors in Enterprise Mobility, 2011 Gartner April 2011 Monica Basso, Nick James, William Clark & Brian Gammage CRM, the cloud, and the social enterprise - Salesforce.com www.salesforce.com 2011 How to Choose the Right Enterprise Tablet for your Employees Gartner, May 4 2011 Ken Dulaney, Leslie Fiering iPads: Customer-Facing Selling Will Drive iPad Use for Sales Gartner, May 20 2011 Robert P Desisto