Device management and field service (Latin America only). The Distributor insight product for automating the gathering, cleansing, and reporting of distributor sales and customer data.
Key differentiators: The quality of the UX is highly differentiated both on the device and back-office solution. The analytics and depth of what we would call a “mobile business review” are beyond anything we have seen. The strength of the partnership with SAP for integration is also a big plus. The roadmap is perhaps the best we have seen because of how it focuses on sales efficiency and effectiveness, or simply selling more.
Outlook & prognosis: A global leadership role where “sell more” capabilities are required.
Evaluate Spring when: You want a partner that will take the time to understand your processes and work with you to optimize them rather than just sell you software and show you how to use the configuration tools. Also, if you want a global footprint with a single back-end system for all routes to market and ability to create hybrid business processes.
Avoid Spring if: You seek an on-premises solution, are prone to customizing, or just want something inexpensive to meet transactional requirements.
Distinctions: POI Best-in-Class awards for Analytical Insights, Guided Selling, Social Selling, Mobile UX, Gamification.
Primarily configuration. Customization is an option, but not recommended. Spring prefers to build special requirements into the base product instead of as customizations on a customer-by-customer basis.
Technology architecture/delivery options: Cloud-based multitenant SaaS. On-premises is an option if the customer insists.
Service partners: Infosys and Gapgemini (Global strategic partners), YKP (LatAm), Mindtree, Tectura, K2, Unisys (Customer Support in LatAm). Also, AT&T, Amazon, and Microsoft Azure for hosting.
Technology partners: SAP for data model alignment, Nielsen for in-store data, Salesforce.com for off-line mobile chatter and CRM integration, Trax and Planorama for image recognition, Qlikview and Tableau for data visualization, Microsoft for several elements of technology.
User experience: The standout area in UX is the web or HQ version, which fully takes advantage of HTML 5 and is the personification of usability and insight. It is so unlike other back offices systems, which look more industrial and render like Excel. It provides more tools for managers such as seeing an entire list of activities in sequence – and which are not on the list – for visits that are seeking approval and a collateral publishing tool that understands which pieces are not being utilized and actually asks salespeople to provide feedback on them. The field tool is also enhanced with superior gamification that is a part of activities throughout the day as opposed to an afterthought. The dashboard is tile-based on the left with dial-based KPIs on the right based on what is selected on the left and the role for which they are configured. It is graphically rich, ergonomic, and quite pleasing. Action items based on observations or data feeds make for more of a flow than a series of tiles. One can create action items for a peer, and even a manager, to visit a store for a specified task.
The UX is very strong across the board and we continue to rate it as Above Average.