Implementation Doesnt Have to Be Costly

By Chris Preimesberger  |  Posted 2012-07-29 Print this article Print


Many corporate officers are afraid of this new sales-method trend, fearing that implementation is too costly and difficult. It doesn't have to be that way. Rusty Bishop, co-founder and CEO of San Diego, Calif.-based FatStax, which makes a professional sales app for iPads that is fully functional on- or off-line, provided eWEEK some steps to help companies of any size successfully implement the iPad into their business.

"First of all, when you're rolling out something like an iPad launch within the company, you need to make an event out of it, make it fun," Bishop said. "You should give your sales people an actual moment where you make a big deal out of rolling out the iPad.

"My favorite example of this was watching a CEO at a national company jump up on stage with an iPad in each hand, saying: 'You're about to get these!' It was just awesome."

This is opposed to most companies, Bishop said, "who just send them out, and some people don't use them or whatever. You've got to plan for the training and adoption it's going to take to use them well. Those are the things I think people miss."

Creating a Cross-Function Team

When rolling out an iPad deployment, Bishop said the first step is to build a cross functional team that will be able to think about existing software and business processes that can be integrated with the iPad. This team should be comprised of members of the technical, operational and business sides of the organization who have the ability to connect with internal stakeholders and external consultants and developers.

By creating a support team early on in the process, it will make it easier to navigate company policies.

Secondly, Bishop said, the enterprise needs the team to acquire buy-in on the budget for this from various decision-makers around the company. iPads cost around $500 apiece, even at at corporate rates, and they have ongoing service costs, so they are not inconsequential to capital expenses.

By engaging other company members into the integration process (IT, marketing, sales), Bishop said, you may also reveal additional ways that the iPad could be used, which in turn creates additional expenses.

Be Aware of All the Expense Factors

"It is important to look beyond the purchase of the iPad and to keep in mind additional hardware that is essential: iPad cases, data plans, support, programmers, security, distribution, virtual private networks, virtual desktop networks, apps and the pilot program, and so on," Bishop said.

Unless a company has the desire and budget to spend money on its own mobile development and support for its sales team, the easiest and less expensive way to keep up to speed on changing software is to work with an external developer, Bishop said. These developers make it their priority to specialize in designing apps for small businesses and large enterprises that are solely related to the iPad.

Chris Preimesberger is Editor for Features and Analysis at eWEEK. Twitter: @editingwhiz

Chris Preimesberger Chris Preimesberger was named Editor-in-Chief of Features & Analysis at eWEEK in November 2011. Previously he served eWEEK as Senior Writer, covering a range of IT sectors that include data center systems, cloud computing, storage, virtualization, green IT, e-discovery and IT governance. His blog, Storage Station, is considered a go-to information source. Chris won a national Folio Award for magazine writing in November 2011 for a cover story on and CEO-founder Marc Benioff, and he has served as a judge for the SIIA Codie Awards since 2005. In previous IT journalism, Chris was a founding editor of both IT Manager's Journal and and was managing editor of Software Development magazine. His diverse resume also includes: sportswriter for the Los Angeles Daily News, covering NCAA and NBA basketball, television critic for the Palo Alto Times Tribune, and Sports Information Director at Stanford University. He has served as a correspondent for The Associated Press, covering Stanford and NCAA tournament basketball, since 1983. He has covered a number of major events, including the 1984 Democratic National Convention, a Presidential press conference at the White House in 1993, the Emmy Awards (three times), two Rose Bowls, the Fiesta Bowl, several NCAA men's and women's basketball tournaments, a Formula One Grand Prix auto race, a heavyweight boxing championship bout (Ali vs. Spinks, 1978), and the 1985 Super Bowl. A 1975 graduate of Pepperdine University in Malibu, Calif., Chris has won more than a dozen regional and national awards for his work. He and his wife, Rebecca, have four children and reside in Redwood City, Calif.Follow on Twitter: editingwhiz

Submit a Comment

Loading Comments...
Manage your Newsletters: Login   Register My Newsletters

Rocket Fuel