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Selling a Mobile Solution
Martin Kocak Resco Sales
Mobile Solution – a shift from a MAYBE to a MUST
Grow your revenue (existing customer & new business)
Current customer base – trust, relationship, history
New customer – mobility possible ice-breaker
Your Customer wants it!
Why should I invest in a mobile solution?
Smartphones/Tablets – integral part of our lives
Recent economic conditions – staying close to the customer is crucial
CRM software a top priority investment
Full control and independence
Why should I invest in a mobile solution?
Field is where it all starts (data collection and data update)
Minimize discrepancies
Productivity and efficiency (lower customer interaction costs)
Key CRM data anytime anywhere – reliable decisions
Environment – social responsibility
Why does my Customer need a mobile solution?
Easy-to-use (intuitive), attractive, sexy gadgets
Customer satisfaction, retention, loyalty
Increased ROI
Tailor it for me! No compromising…
Why does my Customer need a mobile solution?
Why Resco?
CompetitorsLess experiences with mobile technology
Middleware dependent
???
Resco12+ years of experience in mobile technologyNo middlewareStudio - deep customizations, rebranding, independence
How do I sell MY mobile solution?
Customize the app with your logo (white-
labeling)
Have your consultants/pre-sales get used
to the app
Kick start your promotion/marke
ting, let your customers know, pay them a visit
Catch an interest by
showing all the cool features
Consultants perform
immediate demo
customization w/Woodford –
MORE INTEREST!
Collect requirements’
list, initiate business
discussion
How do I sell MY mobile solution?
Pass it on to development
team to complete
customizations w/Studio
Deliver a uniquely
tailored mobile solution –
CUSTOMER SATISFACTION
Check for user experience,
perform necessary
modifications
How do I sell MY mobile solution?
How some of our partners approached the talks…
Success stories
Join Resco Partner
Ecosystem
Start business
discussions with your Customer
How does the licensing work?
# of Mobile Users User Price /Month
501 + Negotiable
101 – 500 9/user
51 – 100 14/user
26 – 50 18/user
11 – 25 19/user
1 – 10 Negotiable
User License FeesAlternative #1 (Rental Model)
# of Mobile Users
Price 1st Year Maintenance/User Following
Years
501 + Negotiable Negotiable
101 – 500 150/user 23/user
51 – 100 240/user 36/user
26 – 50 300/user 45/user
11 – 25 350/user 53/user
1 – 10 Negotiable Negotiable
User License FeesAlternative #2 (Purchase Model
w/Maintenance)
Sample deal: 75 mobile users
50%50%
Customer Invoice = 18,000 (Based on Resco’s recom-mended price of
240/user)
Resco share (9000)Partner share (9000)
40%60%
Customer Invoice = 22,500 (Based on
Partner’s suggested price of 300/user)
Resco share (9000)Partner share (13500)
Who is Resco’s Sales Force?
Talk to us about how we can help grow your business
THANK YOU!!!