The State of Mobile Enablement – a Tale of Two Conflicting Viewpoints

By Tim Riesterer, Chief Strategy Officer

February 20, 2014

tablet disconnectWe recently surveyed more than 700 B2B marketers and salespeople from around the globe regarding their use of tablets to aid in sales-related activities. The survey revealed a surprising disconnect. Currently, only 23 percent of companies have deployed tablets. Of the respondents whose companies have not deployed tablets (77 percent), 83 percent said their companies have no plans to implement them, despite the fact that 75 percent of respondents believe such devices help, or would help improve sales activities.

The majority of people in marketing and sales believe tablets either do or can improve sales enablement, but nearly the same majority of companies have no near-term plans to deploy them. Practically speaking, it seems tablets are the ideal tool for the outside sales rep who is constantly on-the-go and has a just-in-time mindset for how they access and consume sales enablement coaching and content. Being able to access the important messaging and materials they need when and where they need it, and then effectively delivering those marketing messages during a sales conversation – which can happen anytime and anywhere – makes a perfect case for these mobile devices.

For more information and analysis of the survey findings, watch this video.