Jeff Goldstein, Senior Manager of Technology Architecture, Eaton
Since its origins as a supplier of spare parts for lorries over a century ago, Eaton has grown into a world leader in electrical, hydraulic and mechanical power management across a multitude of industries, from automotive to aerospace. With a thriving bring-your-own-device policy and custom-built apps for iPhone and iPad, Eaton has the power to drive sales and manage its business more efficiently, safely and sustainably.
“Before iPhone and iPad, Eaton was always looking for better ways to engage customers,” says Jeff Goldstein, Eaton’s Senior Manager of Technology Architecture. “iOS devices allow us to collaborate more effectively with customers, increase the level of engagement and make our products easier to use.”
Eric Stager, Product Manager, Web and Mobile, Eaton
Eaton has expanded the scope and efficacy of its mobile operations by developing an array of in-house apps for specific business needs. One example is PowerSource, a sales tool for Eaton’s hydraulics business.
In the past, it was challenging for hydraulics sales staff to provide customers with complete, current product information. “We had to fumble through print catalogues that were often out of date, then call inside support to send more information,” recalls Eric Stager, Eaton’s Product Manager for Web and Mobile. “And if we couldn’t get answers quickly enough, we’d lose that opportunity.”
Now, with PowerSource, the sales team can deliver detailed information to customers instantly, including specifications, CAD files and competitive intelligence. “With iPad, the sales cycle time is reduced from days to minutes,” says Stager. “It’s truly been a differentiator.”
Eaton has also built apps for other markets: POWEREDGE gives electrical-sector employees and customers product literature, videos and a retail store locator. FuelSaver displays potential fuel savings by simulating the use of Eaton’s transmission products in vehicles equipped with their competitors’ transmissions, based on data collected from actual driving conditions, actual drivers and actual routes. MyMPCV offers customers a safe, user-friendly way to monitor critical electrical loads.
Customised apps like these make Eaton more competitive and responsive right across its business. “From more efficient sales and fewer support calls to cost reductions in operations and printed materials, these apps have made our sales reps and channel partners more self-sufficient in the field,” says Stager.
Bill Blausey, Senior Vice President and Chief Information Officer, Eaton
In-house apps are just one facet of Eaton’s mobile success story. Since the company adopted a bring-your-own-device (BYOD) policy, iPhone and iPad have become even more valuable assets.
“A BYOD programme is a good choice for any company,” says Bill Blausey, Senior Vice President and CIO. “The intent is to let employees use the device they’re most productive with.”
Employees who use their personal iOS devices for work are more engaged and effective — and they take better care of the devices, so support costs are minimised. “It’s a big deal,” says Stager. “Our employees are happier, and proud to work at Eaton.”
Eaton retains a firm grasp on security as well by leveraging iOS built-in security features with AirWatch, a mobile device management tool (MDM). “Organisations sometimes use security issues as a reason not to do BYOD,” Blausey observes. “But with a platform like iPhone or iPad, you can manage the devices just like laptops or PCs using MDM tools or ActiveSync. And the robust security capabilities within iOS devices mesh well with our existing enterprise security standards.”
Eaton’s customised apps and growing BYOD programme boost sales, empower employees and make it easier for both customers and the company itself to manage and conserve energy. “Using digital information on iPhone and iPad instead of printing thousands of paper catalogues is a perfect example of the sustainability we’ve embedded in the company,” says Blausey.
“As energy-consumption demands increase and Eaton delivers products that optimise the use of that energy to reduce cost, we’re highly motivated to deliver iPhone and iPad apps that customers can use to manage our products, which differentiates us from our competitors and drives bottom-line revenue,” Jeff Goldstein adds.
“Our sales guys say their investment in an iPad or iPhone is returned immediately on their first customer engagement,” says Eric Stager. “Everybody’s excited to see that guy walk in with that tool. They know they’re going to get answers, and it’ll be an engaging, interactive experience. There’s something magical about it.”
- PowerSource enables hydraulics sales staff to deliver complete sales information instantly and to speed up the sales cycle.
- POWEREDGE provides product literature, videos and a retail store locator to electrical customers and sales teams.
- FuelSaver displays potential fuel savings from using Eaton’s transmission products.
- MyMPCV gives customers a safe,
user-friendly way to monitor critical electrical loads.