SAP Think Tank with Marzin R. Shroff, CEO- Direct Sales & Sr. VP- Marketing, Eureka Forbes

Paul Writer launches SAP Think Tank ,
Video interview series with Head of Sales highlighting best practices

Marzin R. Shroff

CEO- Direct Sales & Sr. VP- Marketing

Eureka Forbes

On how the sales process can be orchestrated for today’s mobile savvy customers..

There are 3 apps that we are currently working on to start with, one app is for our sales person, one app is for our technician and one app is for the customer. Each has different applications, the mobile app for the sales person helps us get information on the sale, analytics, how many demos he is doing and what is his closing ratio. Suppose we do place an ad we know exactly what the response has been to that particular communication, if we provide them with leads we calculate what is the conversion and from what medium does it convert better, so there’s a lot one can infer from a mobile based app for the sales person. We can also track his attendance through GPS, through this the entire sales process has been mapped out dramatically. The second is for the technician, he goes there and scans the machine and scans which parts he’s replacing and that automatically goes into the refill system and the inventory at the back end takes care of it. The other thing is we also understand the lifetime of a component, we use barcode scanners and through those scanners we can track the component back in case there is a failure before we can track it. The mobile app for our customers, as mentioned the customers can be slotted in as to when the service contract needs to done. For e.g., the service contract will expire in two weeks a reminder can be sent out to the customer. Not only that we can also help the customer by saying you need to drink ten glasses of water today, have you drank it? If the customer so chooses, he can say ‘hey can I have a reminder every three hours’, so there will be a nice help tip which will be sent out to him/her. There will be tremendous health tips which will keep going out, fortification of minerals, etc., so there are a lot of things that can be put into the customer app as well. Hence, these three completely different applications for completely different users are being implemented as we speak, so this should give you an idea of this!

“There are 3 apps that we are currently working on to start with, one app is for our sales person, one app is for our technician and one app is for the customer. Each has different applications, the mobile app for the sales person helps us get information on the sale, analytics, how many demos he is doing and what is his closing ratio.”

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