Grundfos Sales Lead AppThe Why, What & How

Grundfos in brief

• Founded in 1945 by Poul Due Jensen

• Annual production of more than17 million pump units

• The world’s largest manufacturer of pumps and pump systems

• Turnover of DKK 22 billion in 2013

• More than 18,000 employees worldwide

Ownership

The Grundfos Purpose

Grundfos is a global leader in advanced pump solutions and a trendsetter in water technology.

We contribute to global sustainability by pioneering technologies that improve quality of life for people and care for the planet.

Global Working Culture & Social Business

Tehcnology+

Behaviour

Frontloading

+

Deployment optimization

Community Dynamics

Global Collaboration Excellence

Hyper Networked Organization

Stream 2 Social Business

CRM & Social Business Intelligence

Employee Advocacy

Customer Facing Communities

Stream 1 Working as a network

Stream 3 Digital UX

Mobile Strategy & Apps

User Experience Optimization

Digital Personas Development

1. Understand native App world better

2. Explore Win OS app opportunities

3. Understand multi-platform development scenarios better

Business Use Case:

Exhibition Lead Capture App

1. Generate more sales

2. Better data + More date

3. Eliminate admin/backoffice time

4. Increase lead/customer satisfaction

5. Increase sales force efficiency (and happiness)

6. Generate new Sales Excellence Process intelligence

Business Use Case:

Global Sales Lead Capture App

Why did we do a lead app?

BusinessValue

(Total Value of Ownership – Total Cost of Ownership)

Internal <-> ExternalWindows (Phone + Tablet/PC)

iOS

Android

other / new

Windows (Phone + Tablet/PC)

iOS

Android

other / new

Apps

&

Applications

Formfactor

• InformalConversationFirst Contact

• CRM initial stageLead

• CRM BudgetedOpportunity

• CRM Quote

• Sales Order$$

Lead App: The name of the game

= Conversion rates

• InformalConversationFirst Contact

• CRM initial stageLead

• CRM BudgetedOpportunity

• CRM Quote

• Sales Order$$

??

95 %Follow-Up !

?

?

>xx %

Lead App Ecosystem – Apps & Dashboard

Lead App Ecosystem – Lead Match App (HTML5)

Normal

Manual Processing

Manual Processing

New Normal

Time saved in admin and back-office (national exhibitions only)

Baseline: Grundfos Denmark : 1000 qualified leads annually x (½ hrs) x 60 €/hr = 225.000 Dkr

Global estimate of leads from National Exhibitions = 30.000 qualified leads

• ‘Worst’ case estimate = 6,7 mio Dkr

Additional sales

Extra leads (everyone easily collects leads, motivational effect of Lead Monitor): xx %

Conversion rate (lowest avg.) = x% (Delphi estimate from sales interviews)

Avg. total sale (OEM figure) = x.000,- €

• ‘Worst’ case estimate = 3,3 mio Dkr

TVO = 10 mio. Dkr / Year => gigantic ROI

TVO estimates – most conservative business case

Questions ?