How Mobile Phones and Tablets Change Sales Practices and Open Up Opportunities, Both Internally and Externally.
In this report, Sunbelt Rentals' Director of Enterprise Architecture Dean Moore discusses the introduction of smart devices (specifically iPhones and iPads) to Sunbelt Rentals' sales force, the management capabilities it discovered it needed, and the impact that a Mobile Enterprise Management (MEM) application made. He also talks about Sunbelt Rentals’ attitude towards mobile devices, some unexpected benefits emerging from its mobile strategy, as well as employee and customer reactions.
Besides talking through their decision processes and selection criteria, Mr. Moore describes the lessons learned and best practices Sunbelt Rentals encountered or introduced.
Purpose and Intent
Sunbelt Rentals decided in 2009 to introduce iPhones to its sales force. Though there were initial device management challenges, those have now been overcome – so much so that the decision to add iPads incurred only a minimal extra effort.
This is not a conventional Bring Your Own Device (BYOD) case study, but it is one where Sunbelt Rentals demonstrates how it overcame initial obstacles and yet accepted BYOD principles.
This case study is the fourth in a series in which different user organizations talk about their objectives and experiences. Through these, Constellation Research clients discover what others had to find out for themselves.