The FINANCIAL — IBM on October 15 announced it is working with electronic parts distributor Premier Farnell to provide its account managers with powerful analytics and mobile insights through a MobileFirst for iOS app on iPad and iPhone to support millions of engineers and purchasing professionals globally.
Premier Farnell, a global distributor of technology products and solutions for electronic system design, employs account managers that visit customers to understand their buying needs and create a quote for components or solutions used to design, maintain and repair electronic systems ranging from tablets to home appliances. However, account managers are unable to provide the customer with an estimate during the initial visit. Premier Farnell worked with Apple and IBM to develop a new made-for-business app that redefines the quote build and approval process. Sales reps will soon be able to close the deal in the initial customer meeting, according to IBM.
“We will be able to empower Premier Farnell’s entire sales force with mobile capabilities to gather data to quickly and accurately deliver project quotes,” said Gert Labuschagne, Chief Sales & Marketing Officer for Premier Farnell. “Working with Apple and IBM, we can offer our customers a transparent view into our pricing scheme that should allow them to feel confident in their buying decision.”
To better serve the customer’s needs and gain a 360 degree view, Premier Farnell employees will be armed with iPads/iPhones on customer visits to render information that is specific to the customer. This access allows employees to save time by quickly identifying the customer’s product portfolio.
Additionally, the app will increase employee productivity, allowing sellers to spend more time closing deals, rather than on negotiations. On the job training becomes easier, as fewer mistakes are made gathering and creating a preliminary quote. Using the app, account managers will have a dramatically simplified view of more than 600,000 products Premier Farnell stocks. Under terms of the agreement, iPhones/Pads will be distributed to Premier Farnell employees as the app is rolled out globally.
“Across industries, Apple and IBM are allowing organizations to tap in to their data and put analytics in the hands of employees to transform the way they work,” said Bruce Anderson, General Manager
Global Electronics Industry, IBM. “The enterprise app we’ve developed for Premier Farnell will provide account managers a new set of tools to close deals while also improving the overall customer experience.”