Case Study: Heineken achieves higher field sales efficiency in Africa with Resco Mobile CRM

Rewing Company Boosts Efficiency Of Their Sales Force In Africa

Heineken International B.V., a global brewer operating widely across Africa, faced major field-sales challenges: account managers in markets like Nigeria, Congo, Algeria and Rwanda often had no roads or reliable Internet and could not access Microsoft Dynamics CRM 2011 while visiting outlets. To give reps a practical, structured tool for planning and data capture, Heineken deployed Samsung Galaxy tablets in March 2012 running Resco Mobile CRM.

Resco Mobile CRM provided full offline access to Microsoft Dynamics CRM, integrated maps and calendars, photo capture and on-device workflows for requests and approvals, enabling better visit planning, faster manager decisions and greater visibility into rep activity. The Resco solution scaled quickly across markets—Heineken had over 1,000 mobile users by 2014—and delivered measurable benefits: less paperwork, more time selling, faster approvals and improved control and efficiency for the sales force.

Heineken

Ernst Leemans

Sales & Distribution Project Manager