Rentokil Initial is saving two weeks in sales-processing
timeby giving its sales teams mobile PCs.
This is an example of how businesses can benefit from technology
tomobilise the workforce.
As
reported by Computer Weekly last week, the hygiene-services
company gave its UK salespeople mobile access to its ERP system in
a pilot using 3G-enabled laptops, which could be implemented
globally if it proves successful. The programme has already been
demonstrated to reduce the sales process from 20 days to as few as
three.
Salespeople can access more product information on customer
sites and provide additional sales and service opportunities.
The system also means that customers receive their goods earlier
with the sales process being cut by up to 17 days.
Andy Brown, programme manager mobile computing and devices at
IDC, said mobile computing is starting to become a differentiator
for salespeople by giving them "access to information where and
when they need it."
He said the technology is being driven by more predictable costs
through network operators offering flat-rate charges for
mobile connectivity. He also said deals between notebook makers
and operators to embed Wan modules such as 3G cards in devices are
also increasing the take-up of mobile services in business.
But he said that many companies are not maximising the benefits
and should have companywide mobile strategies to do so. "Many are
still deploying point solutions which could include access to
e-mail or ERP," he said. "These are often driven
departmentally."
According to Forrester, despite
evidence of increased competitiveness and savings, many
corporates are holding back from making line-of-business
applications, such as CRM and salesforce automation, available via
mobile devices. The company said companywide mobile policies are
often set for security reasons rather than productivity gains.
"Ironically, even though solid ROI examples of the opportunities
of mobility exist, most firms' mobile policies are motivated by
fear and not opportunity. As a result, few firms - with the
exception of transportation and retail - have mobilised
applications beyond wireless email and personal information
management," said Forrester in its report titled Defining a Mobile
Enterprise Policy.
Brown at IDC said businesses must move away from this and
towards a strategy of setting companywide policies otherwise mobile
technologies may not be compatible, he said.
To this end he added there is a shift towards standardising on
certain platforms.
Setting policies for the entire companies is vital if workers
are to get "the highest possible access to information no matter
where people may be," according to Jay Heiser, research VP
infosecurity and risk at Gartner.
But he said private and public sector organisations must ensure
that devices are controlled centrally. "This is not just security
but control. How do you as an enterprise exert sufficient control
over something not within your physical boundaries," he said.