perform IT streamlines mapping and the creation of sales proposals with its mySalesDrive.com software.
(Pictured above: Screen shot of mySalesDrive with its current state floor planner.)
There’s a new software company operating in the U.S. whose mission is to help dealers quickly create sales proposals and map customer environments with its scalable, cloud-based solution called mySalesDrive.com.
perform IT, a 15-year-old company based in Nuremburg, Germany, launched its U.S. operation four months ago with the appointment of Edgar Mosteller as CEO. An industry veteran, Mosteller is familiar with the independent dealer channel via his previous positions at NewField IT and Lexmark.
mySalesDrive.com was originally developed by a dealer for use as an internal sales tool. After the successful internal implementation, the dealer began selling it externally, which led to the formation of perform IT, which now sells mySalesDrive.com in 39 countries.
“We can go from a very quick simple sales tool to a more complex consulting tool,” said Mosteller. “The benefit to that is time to proposal. Our software helps accelerate that process.”
The software is available in three versions—a sales version, a management version, and a sales consultant version. The software uses database provider GAP Intelligence, the San Diego based research firm, on the back end for inventory, pricing, and date of introduction of the output devices. Because the software is cloud-based, data can easily be shared between multiple locations.
The sales version quickly creates a current state of a customer or prospect’s environment and a proposal without any manual mapping on the salesperson’s part. The management version – for dealerships or OEMs—monitors the transactions and proposals throughout the sales process while the consultant version is designed for dealerships working with MPS consultants. The consultant version facilitates a thorough analysis of the client environment, enabling data collection, walkthroughs, mapping, TCO creation, and graphically creates a future state floor plan. The program also allows the consultant to optimize the floor plan and create customized proposals and reports.
Since launching the U.S. operations, Mosteller has been visiting dealers and OEMs, educating them about the product. The challenge, particularly with dealers, is capturing mindshare.
“Dealers are so focused on emerging or expanding into managed services that to bring in a new tool, it’s not always easy to get their attention,” acknowledged Mosteller.
Then there are those dealers currently using a manual process such as spreadsheets for mapping and sales proposals that realize to be competitive they need a more robust tool set.
Prime prospects are larger dealers with multiple locations and revenues of at least $10 million.
“They are offering real managed print programs,” stated Mosteller. “Not to say a smaller dealer couldn’t benefit from the consulting version of mySalesDrive.com, they’d probably just need the sales version.”
The business plan for perform IT in the U.S. is to obviously grow, and within a year Mosteller, who is currently the company’s only employee in the U.S., expects to add sales and customer support staff.
For now, he’s focused on educating dealers and OEMs. You’ll find Mosteller at the ITEX show in May and the BTA national conference in September. He’s also considering attending some OEM dealer meetings and plans to join the Managed Print Services Association.
In addition to mySalesDrive.com, perform IT offers another tool, Capture IT—an iPad-based capture tool for walkthroughs. As Mosteller emphasized, it’s all about using technology to sell technology.
“Dealers are trying to sell technology with a paper and pencil, and when you get them to realize they can use technology to sell technology, it’s very eye opening,” concluded Mosteller.
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