SOURCE: Aberdeen Group, a Harte-Hanks Company

April 19, 2007 10:29 ET

Is Your Sales Force Mobilized?

Global Customer Satisfaction With Mobile SFA Implementation

BOSTON, MA -- (MARKET WIRE) -- April 19, 2007 -- Is your sales force prepared for the surge in globalization? In a recent survey conducted by Aberdeen, a Harte-Hanks Company (NYSE: HHS), nearly two-thirds of survey respondents indicated that they are using or planning to use a mobile sales force automation solution (SFA). Fifty-eight (58) percent of respondents indicated that access to real-time data was the key factor driving their company to invest in Mobile SFA.

Twenty-nine percent of respondents identified that mobile SFA will have a major impact on their company over the next 5 years. The infrastructure for mobile SFA solutions is beginning to fall into place with 54% of the sales force already using PDA's and 40% using smart phones. The complexity of implementing a mobile SFA solution remains a challenge for most companies. Among the key challenges, 39% of survey respondents identified user adoption rates as a major concern. Another 37% indicated that getting executive level support would also pose a major challenge.

"Access to real-time content provides the sales force with the ability to respond to inquiries on an as needed basis. The timing of the inquiry becomes less important if the data is available when it is needed. Supporting customers and partners world wide means the sales force can not have any down time due to system unavailability," said Alan Hubbard, SVP Sales & Marketing Channel, Aberdeen. "Mobile technologies make systems available around the clock and increase the sales representative's ability to respond to demand."

The research, underwritten by Antenna Software, Cingular, BalckBerry (RIM), and Sage Software, reveals the factors which contribute to the success of a mobile SFA implementation. It also provides the results that companies have seen across key metrics, after implementing mobile SFA strategy, and compares these companies against those who have not persued a similar strategy.

Please follow the link below to download a copy of the report: http://www.aberdeen.com/link/sponsor.asp?cid=3958

About Aberdeen Group, a Harte-Hanks Company

Aberdeen is a leading provider of fact-based research and market intelligence that delivers demonstrable results. Having benchmarked more than 30,000 companies in the past two years, Aberdeen is uniquely positioned to educate users to action: driving market awareness, creating demand, enabling sales, and delivering meaningful return-on-investment analysis. As the trusted advisor to the global technology markets, corporations turn to Aberdeen™ for insights that drive decisions.

As a Harte-Hanks Company, Aberdeen plays a key role of putting content in context for the global direct and targeted marketing company. Aberdeen's analytical and independent view of the "customer optimization" process of Harte-Hanks (Information - Opportunity - Insight - Engagement - Interaction) extends the client value and accentuates the strategic role Harte-Hanks brings to the market. For additional information, visit Aberdeen http://www.aberdeen.com or call (617) 723-7890, or to learn more about Harte-Hanks, call (800) 456-9748 or go to http://www.harte-hanks.com.

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