Mobile CRM leaves sales teams in good health

Medical equipment group fires up its BlackBerrys...

UK healthcare equipment manufacturer Huntleigh Technology has armed its sales teams with a mobile CRM solution to enable them to deal with the complexity of the NHS procurement process.

The project, which is rolling out across 150 sales staff in the UK and 180 across Australia, New Zealand and the US, will cost more than £250,000. However, Huntleigh claims it is money well spent.

The greater mobility afforded by the SalesLogix handheld and mobile CRM solution, deployed on BlackBerry devices and put together for Huntleigh by integrator Pythagoras Communications, will mean staff can remain in touch with deal-critical data while on the road.

Paolo Beato, group IT director for Huntleigh Technology, said the nature of dealing with the NHS means his sales teams may be required to meet with multiple decision-makers and influencers when sealing any deal.

This may be done all at once, as a group, or at a variety of separate meetings in diverse locations, meaning the progress of the sales process becomes difficult to track.

Beato believes the greater mobility and the ditching of very dated paper-based systems will enable his teams to be more competitive and more effective.