Imperial Tobacco

Imperial Tobacco is one of the world’s leading cigarette manufacturers and distributors. Its sales team spend their time visiting retailers and managing their relationship. CRM software is essential in enabling Imperial Tobacco’s sales reps to successfully manage their relationships with retailers.

In late 2008, Imperial Tobacco planned to roll out an upgrade to its CRM system, Siebel, to provide even better data to its reps. Sales reps need access to this information on portable devices that can be carried with them into stockists but which also have the processor speed, memory and technical features to make them valuable to the rep.

Imperial Tobacco had used Fujitsu’s pen tablets for its sales team for well over 10 years. Its new generation of CRM software, however, was even more power-hungry and required a new device to support it, whilst still being portable enough for them to carry around all day.

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