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Rating:Pioneer's Wholesaling Solution Featured in Case Study Not Rated 5.0 Email Routing List Email & Route  Print Print
Wednesday, March 22, 2006

Pioneer's Wholesaling Solution Featured in Case Study

Reported by Marie Glancy

A communications solution provided to Pioneer Investments is featured in a new case study by wireless solutions company BlackBerry. The study, obtained by the MFWire, details the benefits BlackBerry and Pyxis Mobile delivered to Pioneer by providing its sales teams with mobile CRM access.

According to the report, Pioneer looked to BlackBerry and Pyxis to improve its wholesalers' mobile connectivity. Their reliance on laptops meant they could not always access the most up-to-date information on customers. Mobile sales reps also depended upon internal staff to provide current information, creating an often inefficient system whereby partial information was transmitted through numerous phone calls.

"When Pioneer Investments considered ways to improve the effectiveness of their sales team," said the report, "user acceptance drove their thinking ... the last thing the company wanted to do was add to their workload with complicated technology that would cause more frustrations than results."

Test groups selected the BlackBerry as their device of choice. Tom Santaniello, Pioneer's manager of application management, said the sales team liked BlackBerry's platform, user-friendliness, and easily portable size.

Pyxis, meanwhile, provided the software through which Pioneer could maximize on BlackBerry's functions. The mWholesaler application offered by Pyxis gave the sales team a way to plug into backend CRM data.

"One of the great advantages of having BlackBerry and mWholesaler available wirelessly is they help sales people maximize their time," said Santaniello. "If some of their appointments cancel, they can easily search through mWholesaler to see what other customers are in the area. It is an excellent way for them to recover what would be lost time."

The net result, as reported by the solutions providers, is that Pioneer's wholesalers have a range of new capabilities at their fingertips. They can, for example, check recent sales tickets, track campaign follow-ups and call rotations, and manage demographic information that helps them improve customer relationships.

Santaniello said a big advantage of the system is that it saves internal sales staff from spending their days tied up on the phone with colleagues. Mobile reps, meanwhile, can visit clients and record results without a significant time delay. 

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