New York, September 19, 2012 — Mobility is a priority for Salesforce customers and they are seeking to combine social and mobile technologies to build more productive, customer-centric workforces, according to the findings of Bluewolf’s newly released “The State of Salesforce: 2012-2013” review. However, organizations should beware that achieving sustainable business benefits from a mobility transformation requires an iterative strategy that extends beyond deployment of a single app.

“Organizations are eager to benefit from the productivity benefits of a mobile transformation and respond to the user-driven proliferation of mobile devices, but extensive customer and employee engagement is a critical first step - and that takes time,” said Eric Berridge, co-founder and principal of Bluewolf.

“A staged mobile transformation strategy dictated by business goals is the best recipe for success. The first priority must be to engage extensively with customers and employees to identify common actions that benefit from mobile access, and then source apps that support those workflows. From there, the transformation can progress to incorporate customized mobile apps and processes dictated by behaviors specific to the organization’s customers and employees.”

Based on Bluewolf’s experience across 1000s of global customer engagements, this iterative approach facilitates an agile business transformation that maximizes the value of mobility in companies of all sizes.

GlaxoSmithKline, in partnership with Bluewolf, has adopted an agile business transformation approach to its mobility strategy. The first stage of GlaxoSmithKline’s mobility transformation was development of the Koach mobile app, which automatically prompts reps with the right questions to ask physicians, so they can recommend the most appropriate products. The app also makes it more convenient for the reps to access the sales and marketing information they need and to track their activities on a single device, instead of juggling resources across multiple mobile devices. In addition, the Koach app provides GlaxoSmithKline’s leadership with better visibility into sales calls and compliance with regulations.

“The Koach app has helped make our sales reps more informed, so they are able to have more educated conversations with physicians,” said Nancy Fernandez, senior manager, Expert Sales Operations and Telesales at GlaxoSmithKline, at GlaxoSmithKline.  “This has taken our engagement with our customers to a new level and elevated our reputation in a highly commoditized market, increasing our brand loyalty and sales revenues.

“But to achieve maximum return on investment going forward, we need to iterate to respond to changing business and market demands. That’s why, in partnership with Bluewolf, we are continuing to develop the app and expand our mobility transformation, with a laser focus on our business goals of enabling our reps and increasing revenues.”

Bluewolf’s Top Five Tips for Optimizing
Mobility ROI with Salesforce

1. Identify common actions driving business goals that would benefit from mobile access
2. Take time to understand intimately the behaviors and experiences of your customers and employees in those common actions
3. Break down each mobility transformation process into very practical steps
4. Establish a governance framework for prioritization and tracking of the mobility transformation
5. Continue to iterate based on customer and employee feedback, as well as business and market demands

New Bluewolf Pack App Mobile SuiteTo help organizations accelerate their mobility strategy, Bluewolf has announced the Bluewolf Pack Apps Mobile Suite, a portfolio of apps enabling simple and direct access to the Salesforce functions mobile workers most commonly use when they are on the go. Users will be able to download the apps to their choice of mobile device and immediately start using the functions to operate more productively and service their customers better. The apps will also be customizable, to give organizations the flexibility to adapt them to meet specific business needs. 

SalesVisit is the first app in the Bluewolf Pack App Mobile Suite to be released and will be available on the AppStore and AppExchange by October 1st. From opportunity management to activity logging, SalesVisit will help reps to manage their relationships with customers more effectively and give leadership teams improved visibility and access to more accurate sales data.