Select Case Studies

FieldKo Customer Stories

Consumer Dairy

Segment: Enterprise
Core Use Case: Field Rep Enablement

Business Challenges:

  • Lack of efficiency and effectiveness in retail and field sales execution model

  • Teams using Salesforce but additionally using two different applications for field sales and marketing

  • No consistency in user experience and poor integration with core systems including Salesforce

  • Limited data to make decisions and improve performance of field sales and marketing

  • Manual order creation and submission with re-keying and reviewing before processing


FieldKo Benefits Delivered:

  • FieldKo enabled sales and marketing representatives to manage their day-to-day activities so they can make more visits and have more valuable customer interactions. Reps plan and set objectives for their calls and store visits, optimise the visit routing for the day (based on map location of the stores) and plan recursive visits for important stores

  • The customer team is able to centrally deploy surveys to sales teams on the retail front-line. So if head office needs to know whether a product range is available on the shelf, it can ask sales teams unlimited conditional questions relating to pricing, positioning and the display of point of sale promotional materials. They can also survey sales on the availability and positioning of sale items in each store

  • FieldKo has made data capture far simpler and more convenient for Managers and Reps

Food Services

Segment: Enterprise
Core Use Cases: Field Rep Enablement and Distributor Management

Business Challenges:

  • Multi channel business with no unifed/common reporting

  • Food Service and National grocery as channels with different metrics and KPI’s

  • Combination of company owned and agency brands with diverse contract accountabilities

FieldKo Benefits Delivered:

  • Flexible tasks and survey with innovative scorecards for distributor management

  • Channel based customer templates with diverse metrics.

  • Full end to end view of distribution field activities and ability to understand visit value

  • Cost reduction in marketing activities due to survey feedback allowing better targeting

  • Dashboards enabling tracking of KPI’s and other key metrics with scorecard algorithms 

  • Increased employee satisfaction, productivity and performance

  • Adoption rates increased amongst older more experienced reps

Fast Food Franchise

Segment: Mid-Market
Core Use Cases: Franchise Audit and Compliance

Business Challenges:

  • Field reps had no way to effectively report back to head office on their activities in the field or track actions raised during meetings with franchisees

  • Difficulty managing new Rep onboarding, Rep productivity and restaurant compliance

  • Lack of insight into performance of the restaurant network, improvement opportunities and emerging trends 

  • Inconsistent standards in customer interactions


FieldKo Benefits Delivered:

  • FieldKo provides a complete audit trail of all interactions with franchisees and restaurant staff 

  • Integrated with Salesforce, FieldKo helps provide a 360 degree view of the business, including insights on restaurant performance 

  • Management have more information to help identify and manage risks related to food safety, industrial relations, and workplace health and safety

  • Increased visibility into 50 field Reps and operations performance, enabling ongoing optimisation

  • Field Rep productivity improved with greater efficiency surrounding visits and scheduling 

  • Consistent process metrics have driven correct behaviour

Automotive Parts Manufacturer

Account Size: Mid-market
Core Use Case: Field Rep Enablement

Business Challenges:

  • Sales representatives in isolated locations 

  • Lack of consistency in go to market materials

  • Reps had no way to report back on the tasks performed while in the store

  • No proof of execution of activities like pricing/specials, and new product activations

  • Manual process of visit execution and reporting with poor Rep efficiency and performance

  • Experienced Reps not communicating with management or co-workers


FieldKo Benefits Delivered:

  • Full end to end view of distribution field activities and ability to understand visit value

  • Cost reduction in marketing activities due to survey feedback allowing better targeting

  • Dashboards enabling tracking of KPI’s and other key metrics

  • Increased rep satisfaction, productivity and performance

  • Adoption rates increased amongst older more experienced reps

  • Flexibility for reps to plan their days directly from the calendar or map via mobile or desktop

  • Reps collaborating to share wins instore and customer experience with management and co-workers

Pharmaceutical Sales

Account Size: SMB
Core Use Case: Field Rep Enablement

Business Challenges:

  • Lack of efficiency and effectiveness in retail and field sales execution model

  • Paper based processes with little consistency and no aggregation of collected data 

  • Limited data to make decisions and improve performance of field sales and marketing

  • Manual recording of field execution and submission with re-keying and reviewing before processing field work and orders 


FieldKo Benefits Delivered:

  • Full end to end view of distribution field activities and ability to understand visit value

  • Cost reduction in marketing activities due to survey feedback allowing better targeting

  • Dashboards enabling tracking of KPI’s and other key metrics including product distribution by channel

  • Increased rep satisfaction, productivity and performance

  • Flexibility for reps to plan their days directly from the calendar or map via mobile or desktop

  • Streamlined methods of communication from email, mobile phones, text etc to use of FieldKo chatter to enhance consistency of messaging

 

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