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CIRRUS INSIGHT: BRIDGING THE GAP BETWEEN MOBILE EMAIL AND SALESFORCE SALES ON THE M VE

Sales on the Move: Bridging the Gap between Mobile Email and Salesforce

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Learn how mobile is transforming business and sales and the technologies you need to survive.

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Page 1: Sales on the Move: Bridging the Gap between Mobile Email and Salesforce

CIRRUS INSIGHT:

BRIDGING THE GAP BETWEEN MOBILE EMAIL AND

SALESFORCE

SALES ON THE

M VE

Page 2: Sales on the Move: Bridging the Gap between Mobile Email and Salesforce

The World of Sales is Changing 4

The Business World: Going Mobile 10• What Devices Do Businesses Use? 11• Rise of Enterprise Tablet 12 • Bring Your Own Device 13

Mobile Sales Success 15

The Cirrus Insight Mobile App 22

TABLE OF CONTENTS

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There has recently been a major shift in how sales is conducted. Salespeople now rely heavily on their mobile devices to conduct sales and engage with customers.

THE WORLD OF SALES IS CHANGING

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HOW DO SALESPEOPLE SELL?It used to be… Then it was… Now it is…

BRIEFCASE

DESK

COURIER WITH CONTRACT

LANDLINE

FAX MACHINE

DESKTOP

MOBILECAR

PHONE

PHONE

TABLET

LAPTOP

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2 TRUTHS1The salesperson

has never been more important.

The way to drive growth is through customer engagement.

of companies believe customer engagement will bring better returns than productivity gains.

of CIOs rank mobile as their top strategy for competitive differentiation.

of companies make customer engagement their top priority.

With productivity rates at all-time highs:

85% 60% 84%

Sources: Bluewolf

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With customer engagement the top priority for 60% of salespeople, today’s sales pros expect to be accessible anytime and anywhere. For that reason, mobile email has shown unprecedented growth in recent years.

THE GROWTH OF MOBILE EMAIL

Sources: Bluewolf

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were opened on smartphones or tablets. SMARTPHONES

TABLETS

Worldwide mobile email users are expected to double from

66% OF EMAILS

897MILLION BILLION

Sources: Moveable Ink US Consumer Device Preference Report; Litmus; Retention Science; Radicati Group, Email Statistics Report, 2013-2017

IN 2013 TO

IN 2017.

47%

19%

of all emails are opened on iPhones.

25% The highest open rates were subject lines limited to 6 TO 10 WORDS.

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Page 10: Sales on the Move: Bridging the Gap between Mobile Email and Salesforce

Mobile device and tablet use for business is becoming extremely popular in the modern enterprise and continues to transform the way everyday business is conducted. Simply put, mobile is where salespeople live.

THE BUSINESS WORLD: GOING MOBILE

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Modern enterprises are using an array of devices and brands to conduct business and provide appropriate technology to their employees.

Apple’s iOS holds a 73% share of all enterprise devices.

In Q1 2012, the iPad comprised more than 97% of all enterprise tablet activations.

94% of Fortune 500 companies are testing or deploying iPads for enterprise use.

IT departments worldwide report employees place 3 smartphone requests for every 1 tablet request.

WHAT DEVICES DO BUSINESSES USE?

Sources: Good Technology; Apple; Good Technology; Cisco

94%

97% iOS

Page 12: Sales on the Move: Bridging the Gap between Mobile Email and Salesforce

THE RISE OF THE ENTERPRISE TABLET

Worldwide, tablets are showing boundless promise as the go-to tool for salespeople to conduct business on the go.

Enterprise tablet shipments are expected to grow from14 million in 2011 to 96 million in 2016

Tablets are most prevalent among salespeople in

of IT managers in Spain anticipate adoption growth in the next

of business executives worldwide use tablets for work purposes.

44%

GERMANY 2 YEARS

1496

90%

MILLION

MILLION

2011

2016

12Sources: Tablets Will Rule The Future Personal Computing Landscape, 2012, Forrester Research; Cisco

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of IT managers say that handling BYOD issues diverts attention from other important IT projects.

Nearly 2/3 of employees use personal devices at the office without consent.

Mobile consumers own an average of 3.9 connected devices—up 67% from 2011.

IN 2013, 90% OF UNITED STATES EMPLOYEES USED THEIR PERSONAL DEVICES FOR WORK PURPOSES.

BYOD is also on the rise, blurring the lines between business and personal use on mobile devices.

BRING YOUR OWN DEVICE

Sources: Cisco; JiWire

44%

90%

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MOBILE SALES SUCCESS To deliver the most useful tool possible, it’s important to focus on

SALESPEOPLE USE THEIR MOBILE DEVICES

HOW

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TOP PHONE

USES

50

112.65%

+

EMAILWith 78% adoption, checking email is the most popular activity by far on a smartphone

FOR

SALES-PEOPLE

TEXTSending a text after contacting a lead increased conversion rates by 112.6%.

CALLSThe average inside sales rep makes 50+ calls a day.

Sources: Forrester Research “Email Marketing Forecast 2012 – 2017; Velocify; Forbes/Bridge Group

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TOP TABLET USES

EMAIL70% of emails are first read on mobile devices.

WEBTablet users browse 70% more Internet pages than smartphone users.

PRESENTATIONS45% of corporate tablet users identify customer presentations as a top function.

45%

Sources: Adobe Digital Index; ChangeWave

+70%

FOR SALESPEOPLE

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Customer relationship management is increasingly on the go, as salespeople strive to give customers

THE RISE OF MOBILE CRM

they want it.WHAT WHEN

they want

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15Mobile CRM:

Companies with mobile CRM achieve quotas 20% more often than ones that don’t.

Mobile access to CRM applications increases salespeople’s productivity by

Increases average sales rates by

Increases the average number of service calls per week by

Reduces billing lag time by

Sources: Nucleus Research; Why Go Mobile? Six Strategic Objectives You Can Conquer With Mobile CRM, 2013 – CRM Software

%

20% 30%15%

+20%

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Employees continue to seek workflow capabilities wherever and whenever it’s convenient to them.

SALESFORCE1: AN APP AND A PLATFORM

THE CHALLENGE: THE RESULT:

Salesforce CEO Marc Benioff asked his developers to enable him to run his whole business from his phone.

Salesforce1 allows you to take your CRM with you anywhere in the world. Just bring your phone or tablet.

THE PLATFORM connects all of your:

Infinitely customizable to your needs,

THE APP incorporates all your:

APPS

CHATTER CUSTOM APPS

RECORDS BUSINESS PROCESSES

DEVICES CUSTOMER DATA

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There was a gap between mobile email and mobile CRM. But now there’s an app that bridges the gap. Introducing Cirrus Insight Mobile, the app that connects customer communication with sales productivity.

Salesforce integration built into the inbox.

Cirrus Insight MobileNo CRM Support

THE CIRRUS INSIGHT MOBILE APP

Apple Mail OutlookGmail

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Connecting the mobile inbox with Salesforce is vital for maximizing salesperson productivity and customer engagement. There’s a reason salespeople live in the inbox.

CIRRUS INSIGHT MOBILE

You must be in the inbox!

There’s a reason salespeople live there—it’s where their customers are.

How can you derive real-time customer intelligence from the mobile inbox? Cirrus Insight Mobile is your email solution.

Salespeople check their email

of emails are opened on mobile devices.

40X A DAY.

66%

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CIRRUS INSIGHT MOBILE IS BUILT FOR THE SALESPERSON (AND SUPPORT PEOPLE, TOO).Cirrus Insight brings real-time customer intelligence from Salesforce into the mobile inbox.

Grid display: Providing instant access to Salesforce contact information, opportunities, cases, and events

The easy, intuitive design focuses on key use cases:

Track & save emails: Save emails to Salesforce with a click. Track emails and see who has opened them, when, and from where

Create & edit records: Create new leads, contacts, opportunities, & cases as well as update existing records

Page 25: Sales on the Move: Bridging the Gap between Mobile Email and Salesforce

GET INSTANT SALESFORCE INTELLIGENCE IN YOUR MOBILE INBOX ABOUT:

LEADSCONTACTSACTIVITIESOPPORTUNITIESCASESAND MORE FROM SALESFORCE

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Track emails with real-time notifications of who opens your email.

Save emails to Salesforce with a click.

Create and manage leads and contacts in Salesforce from inside the inbox.

Page 26: Sales on the Move: Bridging the Gap between Mobile Email and Salesforce

MOBILE FIRST ON A TRUSTED PLATFORM

Cirrus Insight trusted by:

Compatibility: World-class support:

A Dedicated Support Team,Video Guides, & Knowledge Base,

• All email through IMAP/ActiveSync (GApps, Outlook, Lotus, etc.)• iOS • Integrations

Whatever fields you have in Salesforce, you’ll have in Cirrus Insight Mobile.

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Customizable:

Enterprise Government

Nonprofit

Higher Education

SMB

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Keep track with Cirrus Analytics and Dashboard.

KEY PERFORMANCE INDICATORS

Cirrus Analytics

• Discover who’s adding the most leads, contacts, and information into Salesforce.

• See which email templates are connecting with customers and which need to be tweaked.

• Boost Salesforce adoption 5x.

Management Dashboard

• Easily manage your users, licenses, seats, permissions, and settings.

• Total control over your deployment.

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1- 844-287-0950 | [email protected]

EQUIP WITH THE BEST

Cirrus Insight powers the mobile enterprise by bringing together the two most important business productivity tools – email and CRM – into one powerful app. Make your software work for you.