Enabling the Sales Connection
Fujitsu’s award winning SAM (Sales Advisor Mobilisation) technology enables the link between the organisation and the customer on the doorstep, in the home, or in-store.
The solution in practice
The SAM Solution recently won two Awards at the 2005 British Computer Society (BCS), beating off stiff competition from BA, Marks & Spencer, and Centrica. We also won an award at the 2005 Computer Weekly Professional IT Awards.
These awards were for its deployment at Hillarys Blinds where sales advisors used the solution to access corporate information, and capture customer information using hand-held PDA’s.
David Lewis, Director of ICT at Hillary’s, has the following to say about the impact of the technology “Results from the pilot have demonstrated sales opportunities of around £1.1 million a year as a result of improved accuracy in the pricing of blinds and because customers are less inclined to ask for a discount”
Underpinning the solution
The key to making the solution work is to ensure that the interaction between the salesman and the customer can continue uninterrupted regardless of whether a wireless solution is available or not. This makes on-line only solutions (e.g. browser based solutions) unusable.
For this reason SAM uses Fujitsu’s mProcess architecture to provide off-line support, which makes it possible to reference key information and report back with either a continuous or an intermittent connection.
In addition mProcess ensures Data communication is optimized for wireless networks by sending and receiving only modified information, which itself is compressed. This in turn keeps communication costs to a minimum. The mProcess architecture also enables SAM to be integrated into existing operational systems within the customer enterprise, such as ERP, CRM, salary systems etc.
mProcess can support a diversity of devices.
Gartner recently reviewed mProcess and described it as a "solid architecture for the delivery of mobile solutions"
View PDF PDF Enabling the Sales Connection [191 KB]
