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Project Overview
DoubleDutch builds mobile apps that help salespeople maximize their time at events and conferences. Like a digital agenda supercharged with social elements, DoubleDutch apps can make a significant impact on both the quantity and quality of the meetings a salesperson can set up during an event or conference. SAP deployed a DoubleDutch-powered mobile app in order to increase their return on event investment, and they had jaw-dropping results. By collecting and analyzing the data from their app, SAP sales reps scheduled more meetings onsite, had qualified leads surfaced to them on-the-fly, and closed more deals than ever before.
Nomination Commissioner
SAP
Nomination Creator
DoubleDutch
Team
DoubleDutch
Project Brief
As a salesperson at an event or conference, it can be hard to know where to start, or which leads to target with which messages. DoubleDutch apps are built to fully engage attendees at conferences. This means that as they engage with the event content in the app, they share which products and services most interest them, through implicit and explicit in-app gestures. As attendees create personalized schedules, bookmark exhibitors and products, and talk with fellow guests about their experience, those are all signals of interest that can help a salesperson provide more value to that prospect. Capturing this in-app activity and analyzing it in real time, DoubleDutch is able to give sales teams the information they need to better connect attendees with products, maximizing their time and revenue at events.
For example, SAP worked with DoubleDutch as their event app partner to get the best return on their event spend in Switzerland. Sixty percent of SAP’s revenue globally comes as a direct result of their proprietary events, so DoubleDutch deployed a branded mobile app for multiple SAP Forums where salespeople and customers came together for product education and networking.
The wide portfolio of SAP products means that finding qualified, interested leads remained a challenge for the individual salespeople in attendance. DoubleDutch gave event organizers the ability to tell salespeople which attendees were interested in which products and to what degree, based on demonstrated interest in information sessions and talks.
Project Need
Besides the basic schedule making and agenda tracking functionality that is standard for mobile event applications, the DoubleDutch native social features create a single platform that makes it easy for individuals at conferences to share their thoughts and opinions about what is going on at an event, giving greater insight into what sessions (and by extension, products) they are most interested in exploring.
From a sales perspective, this information is extremely valuable: Salespeople can identify and engage with customers who are looking for their product, and thus minimize the time spent aimlessly networking in search of a quality lead.
As the SAP Forums, 78 percent of SAP Swiss Events App users visited the app more than 10 times each, making the ratio of power users to casual users incredibly impressive. Attendees had over 300,000 app interactions during a four day period and nearly 10,000 check-ins. This volume of app usage demonstrates the power of the social framework, and also serves as a rich source of information for making changes to future SAP events.
More compellingly, the SAP Swiss Events app was successful because of the direct impact the apps had on SAP’s revenue. SAP saw a significant increase in the value of the average deal made as a result of better data, and that value has encouraged SAP to continue using DoubleDutch apps for future events.
User Experience
When DoubleDutch built its branded event app platform, they set out to create a private social network around an event with mobile-first design tenants. A data-driven company, DoubleDutch developed a framework to easily capture and share attendees’ engagement and interests with organizers, so they could optimize their events based on feedback.
Event attendees can use DoubleDutch apps in a myriad of ways. They can browse sessions and create their own personalized schedule, look through exhibitors, rate speaker sessions, and also comment and post photos in the newsfeed that all other app users can see. Through the personal networking tab, attendees can view a list of others attending an event and send them a message if they want to connect. Based on these in-app actions, guests are awarded points that move them up the leaderboard and virtual badges that encourage participation.
For exhibitors, DoubleDutch offers a lead scanning to capture attendees badges at the booth, logging the business prospects and bringing up that guest’s DoubleDutch profile for more context. Once scanned, DoubleDutch helps these exhibitors score potential leads based on engagement data and previous brand interaction in the app.
Organizers and sales people running events powered by DoubleDutch can log into DoubleDutch’s backend data dashboard which shows what sessions are trending and which attendees are engaging the most with each product brand. These features give salespeople an even better understanding of top leads and were a great fit for corporate events, like the SAP Forums.
Project Marketing
Event organizers, including those at the SAP Forums, use a number of channels to promote DoubleDutch mobile apps. From pre-event emails, to onsite signage, mobile push notifications, and personal app guides that walk the show floor, DoubleDutch and its clients like SAP make sure as many people as possible at their events know about, download, and use their apps. DoubleDutch Game Day, an onsite event activity visualizer, also serves as a marketing tool for the app. In real-time branded video, Game Day plays through the latest comments on the app, highlights attendees topping leaderboard, and shows instructions to download the app in high-trafficked event locations.
For internal sales teams, DoubleDutch works with clients to get everyone familiar with the app’s functionality prior to their events, so they can get up and running with outreach as soon as the events begin.
Project Privacy
At DoubleDutch, privacy is of utmost importance. Everything in our apps is opt-in, so if attendees don’t want to participate in the networking features, they don’t have to. Customers notify users that their sales team might be reaching out to attendees via the app, and DoubleDutch keeps mobile phone numbers hidden, displaying only the information attendees provide on their profile pages.
Sales Force
This category relates to applications that are design to aid a sales force become more productive.
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