Rex

ability to quickly see an order and put a stop on it will ensure that the incorrectly
entered order will not proceed.

Simple deal review: This is useful for salespeople to conduct price checks for
ceiling, target and floor prices, with some simple deal scoring.

Special price requests: Because getting a response to a special price request has
a tendency to take longer than a salesperson requires, starting this process as soon
as possible is important to reduce customer response time. For industries where
salespeople have a high degree of special price requests that require multiple
approval levels, automating special price requests from the smartphone will have
value.

Rex

Simple reporting/dashboards: These provide static information and graphs on
key topics such as sales compensation and performance against plan, and support
predefined filters for summarizing and sorting information. This feature is more to
help salespeople possibly do some causal planning during downtime between calls.

Account review: This feature enables a review of account details and relationship
maps, and enables analyses and development of strategies, tactics and action items
for opportunity identification and account growth. Included in this feature is the
ability to view by priority, sales territory, product line or other attribute.

Voice or group voice: Voice is the "killer application" for mobile sales force
automation, and may include group voice. The IT organization must also recognize
that instant-message clients on mobile devices will begin to offer voice or group
voice functionality as network capabilities converge. Smartphones are designed for
ease of voice use first and data interfaces second, enabling the evaluation of time
spent during a business day on voice calls versus the number of accesses of data to
make a final determination.

Rex

Not Practical

Pipeline analyses: Pipeline analyses consist of generating and reviewing indicators
of pipeline health, volume and status of prospects and indicators of opportunities
that are likely to close. This is not an activity that lends itself to a smartphone
screen, nor is it something a salesperson will do "on the go."

Sales analytics: This feature enables ad hoc querying, multidimensional analyses,
advanced visualization and iterative discovery processes for investigating trends and
root causes for sales outcomes. As with pipeline analyses, this is not an activity that
lends itself to a smartphone screen, nor is it something a salesperson will do on the
go.

Rex

Sales presentations: This is useful to view a presentation that a salesperson is
about to present. It is not practical for a salesperson to draft, modify and share
presentations and associated content, including graphics, Excel tables and text.

Proposal generation: As is the case with sales presentations, salespeople will see
value in the ability to review sales proposals, but modifying sales proposals is not
practical on a smartphone.

Sales configuration: Sales configuration offers need assessment exercises,
defining unique combinations of products, services and associated options that align
with stated requirements of prospects and clients, and generating quotes on pricing,
discounts and customized financing plans. The complexity of navigating a sales
configurator is beyond the ergonomics of a smartphone