This document discusses the importance of enterprise mobility and sales mobility for financial services companies. It covers market trends driving digital transformation like cloud, mobility, big data and social media. The benefits of mobile apps for businesses are improved productivity, access to information anytime from anywhere, and better customer service. Mobile apps can enhance the sales process for financial companies by providing timely customer data, paperless quoting and proposals, and streamlined transactions. The document provides examples of different types of sales apps and their benefits. It encourages financial firms to adopt mobility strategies to engage customers through new channels and gain competitive advantages.

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Sales Mobility for
Financial Services
INSIGHTS

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TABLE OF CONTENTS
 Summary
 Market Trends
 Mobility Insights
 Sales Mobility –Why?
 Types of Enterprise Mobile Apps
 Drivers for Mobile Apps Development
 Mobility for Banking & Insurance
 Sales Mobility Benefits
 Sample of Sales Apps
 References
 Contact us
 Endnotes

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Why Sales Mobility?
A change of paradigm is ongoing, with technology
re-configuring business processes. The large
diffusion of smartphones and cutting-edge
technology has led to a new age of innovation
across all business verticals. Although over half of
the population of the world is smartphone
enabled1
, the financial sector still has to catch up
with this trend by making mobility part of the
business & sales strategy.
The following paper aims to help business
stakeholders identify market trends and effective
ways to use technology for boosting productivity.
SUMMARY

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“Enterprise mobility is the
manifestation of a much broader
shift to new systems of
engagement”2
“By 2017, 25% of enterprises will
have an enterprise app store”
Gartner (2013b)
“42% of the
global
population
will own a
smartphone by
the
end of 2015”3
“Employers will
require
employees to
supply their
own device for
work purposes by
2017”4
MARKET TRENDS

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4 Major trends drive Digital Transformation of Businesses5
CLOUDMOBILITY BIG DATA SOCIAL CHANNELS
MARKET TRENDS

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Digital Transformation and BYOD Trend
In order to take advantage of the digital chance, enterprises need to
understand where digitization can help their processes. “Education and
inspiration become the main tasks for CIOs determined to be digital
leaders”4
.
BYOD and enterprise mobility encompass the connection of
employees’ personal devices to the enterprise’s network, which brings
numerous operational, financial as well as organizational benefits.
A well-secured and well-deployed BYOD solution helps to improve
job satisfaction and enhance overall business operations. Moreover,
employees gain access to solutions through their own devices when
they are away from the office, thus resulting in greater productivity.
MARKET TRENDS

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To what extent do these trends influence Businesses and the way employees
work?6
MARKET TRENDS

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MOBILITY INSIGHTS
Perceived benefits of Enterprise Mobility7

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MOBILITY INSIGHTS
Enterprise Mobile Apps Are the Future8

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Customer
Centricity
Omni-channel
Communication
Acces to
information
from
anywhere,
anytime
Mobile
moments for
loyalty
Understand
client's "on
the go"
needs
Customers demand a
seamless and consistent
approach across all the
channels
Customers become more
and more demanding,
asking for competitive
services available
anywhere, anytime
Companies must learn how
to drive business outcomes
by focusing on how to
activate mobile experiences
to retain customers.
Financial companies must
stay connected with
customers anytime,
improving the way they
serve the client in the new
context ruled by mobility.
MOBILITY INSIGHTS

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The implementation of a mobility strategy focused on improving the sales process
provides the following benefits:
SALES MOBILITY - WHY?
Access to relevant sales information virtually any time and from any place &
extended resources beyond the desk
Access to applications and resources (sales support, customer data,
administration, eligibility information) virtually
Resources for better and faster decision-making
Better control over schedules
Improved customer advice, service and, therefore, customer satisfaction and
retention
Increased productivity of agents, field employees and office-bound staff

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Operational Apps
Developed to gather intelligence around
emerging customer needs and aid in
designing customized products9
.
Transactional Apps
Provide customers such options as
premium calculations, payment services,
fund switches, requested trackers.
Informational Apps
Enable agents to manage end-to-end
transactions and share product
information.
Marketing Apps
Intensify interactions with customers
through social media.
TYPES OF MOBILE APPS

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DRIVERS FOR MOBILE APPS DEVELOPMENT
DRIVERS10
Moblie e-
commerce
Mobile
branding
Mobile
anywhere
Mobile
Technology
Mobile
competitive
advantage
Mobile
culture
Social Network Image,
Online Events, Online
Publications,
Outbound
Communication
Tech Savvy
customers, Ease
of networking
Handheld Device,
Mobile
Applications
Gaining First Mover
Advantage,
Competitive Edge,
Facing Competition
Sales, Service, New
Business,
Renewal,
Endorsements,
Aggregators, Image
Upload/
Download
Anytime, Anywhere:
Transaction,
Information
Sharing &
Collaboration

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MOBILITY FOR BANKING & INSURANCE
Mobile opportunities for banking & insurance processes11
:
Mobile Consumer Mobile Work Force
Login &
Enrollment
2-way SMS
Messaging
Account
Transfers
Customer/ Employee
Touch-points
Account Servicing Transactions
Product
information/
Promotions
Alerts &
Notifications
Account
Transfers
Customer Service Marketing Enterprise Mobile
Account balance
Purpose built
mobile sites
Bill pay
Customer
Acquisition
Customer
Service Queries
Lead
Management/CR
M Apps
Transaction
History
Native apps Remote deposits
Cross sell / Up
sell
Guidance/FAQ
Collaboration &
Training apps
Personal Money
Management
Tablet apps P2P payments Contextual OffersAccount opening BYOD Support
Branch and ATM
Locators
Cross Channel
Integration
Mobile
payments/
Wallets
Mobile ads/
personalized
messages
Speech enabled
services
Enterprise App
Stores
Existing services Maturing Services Emerging Services Relevant for Insurance

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SALES MOBILITY BENEFITS
How does Mobility improve the Sales Process?
Phase 1 – Qualify
Prospect
Phase 2 – Identify
& Evaluate Needs
Phase 3 – Eligibility
Check
Phase 4 – Produce
Quote
Phase 5 – Manage
Proposal/ Produce
Business
More accurate and
timely client
information
Increased number of
qualified leads
The agent’s
productivity is
improved
More flexibility in
scheduling initial
interviews
Up-to-date customer
and sales support
information
Enhance cross- and
upselling
Supports the
gathering of relevant
information
Helps to choose the
right product for the
right customer
Quicker eligibility
checks and
improved agents’
productivity
Improved quality of
customer
information
Enhanced credibility
and trust
Increased customer
satisfaction
The agent can
submit applications
for straight through-
processing
Get real-time quotes
Reduced
administration time
Helps capture more
complete
information, which
leads to a more
accurate price
Agents can answer
rapidly to various
client's requests due
to real-time data
Enables quick data
exchange
Allows the agent to
close the deal during
the first visit with the
customer
Paper-based work is
reduced

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SAMPLE OF SALES APPS
MTPL Sales Flow

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SAMPLE OF SALES APPS

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SAMPLE OF SALES APPS

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CONTACT US
Softelligence employs its expertise in implementing cutting-edge technology in order to help Enterprises bridge
the gap towards the newest Market Trends.
Our software experts are prepared to deliver the higher standards for any business and technical challenge,
helping companies to obtain:
 Fast and effective Go-To-Market
 Innovative approaches for gaining competitive advantages
 Optimized business operations
 Remarkable end-to-end customer experiences
Paula Grigoras
Key Account Manager
paula.grigoras@softelligence.ro
+4 0733.984.441
www.softelligence.ro
Softelligence
Sales Department
office@softelligence.ro
+40 31. 425. 19. 08
www.softelligence.ro

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ENDNOTES
1
http://www.nielsen.com/us/en/insights/reports/2013/mobile-consumer-report-february-2013.html
2
https://www.forrester.com/ReEngineer+Your+Business+For+Mobile+Moments/fulltext/-/E-RES109381?objectid=RES109381
3
https://www.gartner.com/doc/2793917?ref=SiteSearch&sthkw=enterprise%20mobility&fnl=search&srcId=1-3478922254
4
http://www.gartner.com/imagesrv/cio/pdf/cio_agenda_execsum2015.pdf
5,6,7
https://hbr.org/resources/pdfs/comm/microsoft/the_digital_transformation_of_business.pdf
8
https://www.zendesk.com/blog/mobile-apps-in-the-enterprise-are-the-future
9, 10,11
https://www.capgemini.com/resource-file-access/resource/pdf/mobile_applications_in_life_insurance_and_pensions_0.pdf