Have You Soured on Mobile CRM salesvelocity2014

Want to make more sales, see more sales activity across your enterprise or close more deals? Want to do it quickly and want to do it on the road? Selligy, a mobile customer relationship management (CRM) vendor, claims it is making it easier than ever by adding advanced revenue and other upgrades to its platform.

The company contends its recent upgrades close the gap between what many vendors say they offer in the mobile CRM space and what they actually deliver. This gap, Selligy CEO and co-founder Nilay Patel says, has lead many users to sour on mobile CRM, noting:

Many tools over promise and under deliver, souring users on mobile CRM. Some provide very simple apps, but then don’t support the actual business needs of real enterprises. Others just shove all 100 fields from the CRM app onto the phone, resulting in an unusable app."

Sales Process Automation

Patel announced the new features yesterday, just in time for today's Sales Velocity conference in San Francisco. Selligy is one of the sponsors of the day-long event.

Patel said the upgrades will make it easier to get data in and out of their CRM and provide a bird's eye view of the entire revenue pipeline. All this will be possible by integrating Salesforce1 Sales Cloud with the contacts and calendar on the iPhone.

It is an interesting announcement for many reasons, not least of which is the fact that this is the second announcement in the past week alone that focuses on visibility for sales and revenue processes in the enterprise.

Last week, TinderBox integrated with Microsoft Dynamics CRM to provide sales automation for managing the entire sales cycle, from creating and presenting sales documents to closing businesses online.

In regards to the TinderBox release, CEO and co-founder Dustin Sapp told us there is a substantial market for sales automation solutions at the moment, as enterprises search for a way to get the best out of their CRM investments.

Selligy’s platform upgrades eliminate much of the manual work involved in getting data into and out of CRM, while also offering more transparency and insight into closing deals . They include: 

  • Team Activity Reports: These reports will replace manual report creation with one that is updated daily
  • Marketing to Revenue Reporting: Provides visibility into the links between marketing activity, individual customer contacts and the sales deals they influence
  • Automated Configuration Console: A new simple console to automatically configure Selligy to mobile screens while simplifying the mapping of custom fields and the establishment of business rules

2014-7-15 Selligy Console.jpg

Selligy Console

Improving Sales Teams Effectiveness

Patel says the upgrades are all about improving the effectiveness of sales teams:

My co-founder and I have both worked in sales and managed sales teams. As a salesperson visiting three to five customers a day, I’ve felt the frustration of not having a customer’s contact information, LinkedIn profile or notes from a previous meeting at my finger tips, on my phone, immediately. And, as a sales manager, its frustrating not knowing how all these customer activities are pushing deals forward. We’ve focused Selligy on these two things: helping salespeople be more efficient with their time while simultaneously providing more visibility for the sales leader."

He also noted that in the past five years there has been a revolution in digital marketing, and executives now expect detailed digital data to drive results. These have also created changes in sales processes and management. However, sales technology has not kept pace:

Sadly, most field sales teams use technology now the same way they did ten years ago - expecting salespeople to enter activity data into their laptop at the end of the day. Therefore, only bare bones information ends up in CRM. Our data shows that, in the vast majority of companies, CRM is used to do basic forecasting and little more. Mobile CRM has the ability to change this. And right now, most sales organizations have only just started to experiment with mobile CRM."

2014-7-15 Selligy Daily Activity Reports.jpg

With Selligy, he says, getting high quality data about all of the contacts involved in a deal has become frictionless. When a deal closes now, the customer can see all of the customer contacts involved and all of the marketing activities that touched them before the deal closed. It’s a dramatic difference between the old way and the new.

However, there are many other solutions that claim to offer the same kind of insights. Patel says that Selligy differs because it concentrates on algorithms and designs that automatically hide the complexity inherent in enterprise CRM, while still supporting the needs of the real enterprise.

In the future, Selligy promises more of the same. Patel says that while they don’t announce features before they are ready, expect Selligy to deeply integrate technology into the systems salespeople use, including CRM, email, file storage and other services.

Title image by Claudine Van Massenhove / Shutterstock.com.