Building a strong foundation for the mobile sales force at Kraft Foods Group

Enabling growth, simplicity, productivity and customer engagement

Leading consumer products companies have realized that mobile today means much more than barcode scanners. At Kraft Foods Group, the Food Service business unit has two types of customers – operators (such as schools, restaurants, and hospitals) and distributors (such as Sysco). It wanted to get closer to its operators, instead of the distributors, and link marketing and sales by giving its sales force the necessary tools as well as marketing campaign information before going into their sales calls.

The business unit capitalized on its SAP CRM investment by deploying a mobile sales solution. It leveraged and enhanced the latest SAP technology, including SAP Mobile Platform and SAP Mobile Sales by integrating them with SAP CRM. This was implemented in partnership between Kraft, Infosys and SAP. It also laid the foundation for future extension of SAP functionality to other mobile devices.

The implementation reduced the reliance of the field sales forces on laptops and improved their productivity, resulting in increased sales by enabling easy access to SAP CRM information and business transactions on iPad and iPhone – such as accounts, activities, opportunities, and notes.

In this video, Judy D'Onofrio, IS BU Lead for Food Service at Kraft Foods Group, shares her experiences about the 'game changer' – a mobile sales solution that reduces the sales cycle, provides more time to sell, and improves the efficiency of the sales force.

Building a strong foundation for the mobile sales force at Kraft Foods Group

Related reading

Solution overview: Retail execution using mobile-based solutions

Capability overview: Infosys Mobility services and solutions

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