Mobile BI – The Future is Here

By guest contributor, Anthony Schatz.  part 1 or 2 part series.  Tony is senior partner at RJSL Group, IT project management consultancy and staff augmentation outfit based in Chicago.

When a representative of your company goes out to call on a perspective customer and walks into the customer’s office, you, as a company, want your representatives to have the most current, accurate, and actionable data at their fingertips.  With the integration of smart phones, tablets, and iPADs used by field representatives, the need for and use of mobile BI is a reality.

Two examples come to mind: Pharmaceutical Sales Reps and Consumer Electronic Field Teams.  There is a distinct parallel between what these two groups do and the information they need to complete their jobs.  For the most part, both groups go into accounts, talk with decision makers and auxiliary staff, and attempt to increase the sell through of their product.

mobileBIThe major question that needs to be asked and answered for the pharma rep and the CE field rep is: What will make the them more successful in driving sales for the company?  The simple answer is information.  Here is the caveat to that answer; it is not just information, but real, up-to-date, actionable information.  This is where mobile BI comes into play.

Whether pharma reps or CE reps, resources in the field need data and information before they enter a business and it has to be timely and informative.  Mobile BI platforms, accessible through a web portal, allow a company to provide specific and actionable data to their field representatives through an on-going basis.  Now, with all the mobile technologies available to your mobile workforce, field representatives can go into a client armed with up to date such as:

  • Sales data for the product and the customer
  • % of the time the customer sells your product versus competitor products
  • Competitor information (promotions, sales comparisons, product comparisons…)

One of Mobile BI’s great benefits is to help drive sales through arming your sales force with information prior to making that sales call.  Your reps will be able to make informative, actionable plans to follow when interacting with the customer.

Mobile BI gives your sales force the flexibility it needs in the field to make decisions, but ensures those decisions are based on timely, actionable, and objective data.

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About Richard Lee
Experienced finance and operations professional. Currently partner in five companies, adjunct professor of economics at Columbia College and executive contributor to a small business blog (www.SMBmatters.com); following corporate finance, M&A and management consulting tenures with Orbitz and Diamond Technology Partners; and six years of service with the United States Army.

One Response to Mobile BI – The Future is Here

  1. Anonymous says:

    I use an online service called ZOHO which keeps all of the customer data, appointment, call backs etc at your fingertips.

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