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Eaton: Transforming the Sales Process

Case Study

Eaton: Transforming the Sales Process

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Eaton’s sales teams and distributors use printed manuals that quickly become out of date. Dozens of printed catalogs and price lists stretched to over 500 pages each. Eaton wished to transform its field sales operation by creating a digital product catalog and replacing the printed pages with a mobile app.

Eaton went through technical deep dives with a number of Mobile Application Development Platform (MADP) vendors and ultimately chose Pega AMP running Eaton’s app in the Pega Cloud. This has been vital to the success of the deployment. Eaton has not had to invest in hardware or resources to maintain the mobile operating environment. Instead they have been able to focus on other strategic projects central to their business.

Eaton’s PowerSource app has reduced the sales cycle from weeks to days, and in some cases, hours – increasing deals closed on the first day of engagement. The faster product selection and ordering process provides Eaton with a unique competitive differentiator. Additionally, the company realizes significant cost savings by eliminating the need to print thousands of pages of catalogs each year. Employees and customers appreciate the environmental impact.


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Solution Area: Sales Effectiveness Topic: Sales Automation

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