For a consulting app to help salespeople provide the best possible advice to potential and existing customers and support them on their way to a well-considered purchase decision, the sales app must meet several requirements:
Assuming that a consulting app is developed specifically for the user company, it can ideally map the individual use case - from virtual showrooms in which sales staff present machines and systems to 3D visualizations that allow zooming into individual components and providing supplementary information as well as interactive diagrams and animations at neuralgic points, to augmented reality mode that will enable companies to virtually check whether a machine has room in the factory or warehouse.
A consulting app must work reliably at all times. If it were to fail during a customer appointment, it would be an embarrassing faux pas that could cost companies a lucrative deal.
If a sales app also works offline, salespeople are not dependent on a stable Internet connection during customer meetings. This is a significant advantage, especially for meetings in regions with weaker infrastructure.
With a sales app, salespeople create an optimal basis for professionally conducted sales meetings. In preparation for an appointment, they should be able to create individual customer folders by loading information such as master data and customer history into the mobile app - alongside product descriptions, images and specifications, videos, animations, and other visualizations. An intelligent search delivers accurate results if the data in the respective source system is tagged with meaningful tags and metadata.
Sales experts must show PowerPoint presentations and product-specific documents that correspond to their company's corporate identity in a customer meeting, for example. The sales app should also support a second-screen mode. This makes it possible to display what is being shown on a larger screen in a conference room and thus offer it in the right light - i.e., in conformity with the CD.
For salespeople to be able to convince in a consultation or sales meeting not only with technical expertise but also in dealing with innovative applications, the sales app must be easy to use and create a good user experience. That's why user companies should insist on professional UX and UI design during development.
For customer-specific consulting, sales-relevant data from various systems - from CRM and DAM to PIM and CMS to Sharepoint - must be consolidated centrally in a sales app and be available in an up-to-date and structured form at all times. Customer-specific master data and customer history originate from the CRM system. Digital content flows from a DAM tool into the sales app, including graphics and audio. The PIM solution contributes product information such as prices, specifications, and the like, while descriptive texts from the CMS enter the consulting app. The basis is a data integration platform such as Arvato SyncTank. Thanks to bidirectional interfaces and connectors, it is possible to seamlessly exchange data between the sales app and different enterprise applications.