Mobile driven sales enablement : case: Showpad
Kurikka, Roosa (2015)
Kurikka, Roosa
Tampereen ammattikorkeakoulu
2015
All rights reserved
Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-2015121721370
https://urn.fi/URN:NBN:fi:amk-2015121721370
Tiivistelmä
The thesis was commissioned by Johnson & Johnson, Ethicon Nordics in order to examine whether Showpad mobile application should be launched for the sales and marketing teams. The necessity of the application needed to be studied before making a decision about the launch. The application was structured and tested among a limited test group in order to evaluate the advantages.
The purpose of the thesis was to study whether the application brought added value to the sales and marketing teams’ working methods. The thesis was executed as a quantitative research collecting the data through primary research. The application was tested among a test group consisting of Ethicon sales representatives. The data for the survey was collected through a questionnaire that was sent to the members of the test group. The survey was conducted to find out whether the sales representatives found the application useful for them and how they experienced the built structure and layout. As the application was planned to be mainly an addition to the sales personnel’s working methods, the decision of launching the application was primarily based on their opinions and experiences.
The overall look was created in alignment with the Ethicon branding guidelines. The structure of the application was built based on the company’s intranet, therefore all the 6 sales representatives testing the application found the structure clear. The content was found more easily accessible compared to previous, when it was only available in the intranet. Showpad increased the usage rate of the tablet among the test group and therefore improved the utilization of the tablets. The application enabled the sales representatives to work more efficiently and improved the alignment between the marketing and sales teams.
On the grounds of the sales representatives experiencing the application to add value to their existing working methods and enabling them to work more efficiently, Ethicon decided to launch the application for the entire sales and marketing teams in the Nordic countries.
The purpose of the thesis was to study whether the application brought added value to the sales and marketing teams’ working methods. The thesis was executed as a quantitative research collecting the data through primary research. The application was tested among a test group consisting of Ethicon sales representatives. The data for the survey was collected through a questionnaire that was sent to the members of the test group. The survey was conducted to find out whether the sales representatives found the application useful for them and how they experienced the built structure and layout. As the application was planned to be mainly an addition to the sales personnel’s working methods, the decision of launching the application was primarily based on their opinions and experiences.
The overall look was created in alignment with the Ethicon branding guidelines. The structure of the application was built based on the company’s intranet, therefore all the 6 sales representatives testing the application found the structure clear. The content was found more easily accessible compared to previous, when it was only available in the intranet. Showpad increased the usage rate of the tablet among the test group and therefore improved the utilization of the tablets. The application enabled the sales representatives to work more efficiently and improved the alignment between the marketing and sales teams.
On the grounds of the sales representatives experiencing the application to add value to their existing working methods and enabling them to work more efficiently, Ethicon decided to launch the application for the entire sales and marketing teams in the Nordic countries.