Given its broad range of products, Viessmann’s sales and technical teams used to visit customers carrying a notebook and a pile of printed sales material.

“It was technically possible to access the electronic version of the documents,” said Federico Cinquetti, Sales Enablement Manager at Viessmann, “but it was a slow process that required connecting to the online portal, authenticating as a user, and downloading the required files. The existing process wasn’t easy or efficient.”

Viessmann Italia was looking for a solution to equip their field sales team with an intuitive mobile platform. This tied into a larger corporate initiative to introduce new tools and technologies in order to improve the company’s sales workflow.

One of Viessmann Italia’s main requirements was to give its salespeople easy access to materials created by its technical and marketing organizations, such as technical specifications, brochures and commercial information.

Synchronizing of sales collateral: Viessmann’s products were constantly changing, so it was crucial that the company’s sales team always had access to the latest approved content.

Enabling the field teams to work offline: Viessmann’s sales team needed offline access to content so they could be confident that meetings could take place under any circumstance, even on construction sites where there was no internet connection.

Viessmann implemented Showpad in just a few days.

“After a brief test period, we decided to launch Showpad to our field sales and technical support departments,” Federico said. “The majority our documentation was already in PDF format, so it could be easily uploaded to Showpad. Next to that we were able to integrate a quick link to some of our web-based utilities as well.”

Viessmann Italia also found Showpad to be an ideal tool to improve communication between its field teams and other departments, since the platform is an easy way to distribute the latest and most relevant company information.

After incorporating Showpad and training its sales teams, Viessman saw the following results:

• Less time wasted on administration, allowing the salespeople to spend more time with customers.
• Guided sales and technical teams towards more efficient customer visits .
• Achieved an elevated adoption rate of 93%.
• Ensured reliable access to the most relevant and up-to-date content, both
  online and offline.
• Empowered marketing team with actionable insights in content usage.
• Direct ROI: decreased printing costs paid for the solution.