Getting sales teams to use customer relationship management (CRM) software has always been a challenge. The tools were clunky, data entry was time-consuming, and salespeople simply wanted to sell, not do admin work. But mobile technology is finally changing this frustrating reality. Peter Gillett, who has witnessed this transformation first hand over two decades, is helping companies move from business card fishbowls to AI-powered lead capture. His company Zuant is proving that with the right mobile tools, sales teams can spend less time on paperwork and more time building relationships.
Tracing the Evolution of Mobile CRM
To understand the trajectory of mobile CRM solutions, Peter encourages us to look back 20 years. “If you go backh 20 years ago, the main portable business solutions were fairly heavy laptops,” he explains. At trade shows and exhibitions, lead capture was a rudimentary process involving clipboards, business cards, and manual data entry. However, the launch of tablet PCs connected to Wi-Fi marked a significant leap forward, enabling direct CRM integration.
The iPad’s debut in 2010, as Peter describes, was a turning point. “The iPad revolutionized our business and made us go properly mobile.” For example, at a major construction show in Munich, Peter’s team mobilized 300 iPads for lead capture—a task that required meticulous preparation. Today, mobile CRM solutions have advanced further, with smartphones and tablets serving as indispensable tools for sales teams. “The ease and the speed of capturing customer information has just increased dramatically,” he notes. 
Transforming Sales Workflows
Today’s mobile CRM applications have dramatically improved sales team efficiency. Peter explains how the process has evolved: “Once someone walks off the booth, they get a thank you email with content relevant to their product interest. You’ve got the leads qualified into their CRM system overnight, ready to pick up by a different sales guy in a different territory.” This streamlined approach marks a significant improvement over traditional methods. “In the bad old days, they’d get all these MQLs – marketing qualified leads – which is basically anyone that wandered past your exhibition booth,” Pete notes. “The poor sales guys had to pour through all of these. They were just inquiries really, not real leads, and the guys quickly become de-motivated!”
Security in the Mobile Age
With increased mobility comes heightened security concerns. Pete’s team has invested heavily in protection against cyber threats, including denial of service attacks. But he points out an often-overlooked vulnerability: “People don’t think much about the risk of personal data residing on a sales executive’s mobile device.”To address this, they developed the Zuant Vault system. “If a customer requests their contact information, which legitimately anyone can do, you’ve got 30 days to respond,” Pete explains. Their system can track data across all mobile devices and provide comprehensive records of where information resides, combined with the power to delete individual records if requested.
One of the most exciting frontiers for Pete is the integration of 3D technology into sales and marketing. Collaborating with Matterport, the leader in 3D photography, Zuant is helping clients create virtual environments that bring their offerings to life. “You could compress a factory tour into an hour over a Zoom call using 3D scans instead of needing many hours face-to-face.” Pete explains.
This innovation extends well beyond tradeshows. Pete envisions applications like booking stadium seats or hotel rooms with 3D ‘Digital Twins’. These tools also extend the lifecycle of tradeshow investments. “We’re using 3D scans of exhibition booths so that sales people can take customers through the booth virtually for weeks and months later.” Such solutions maximize ROI and enhance customer engagement long after the physical event has ended.
The Road Ahead
For Peter, the future of real-time engagement and mobile CRM lies in the limitless potential of emerging technologies. From AI-powered badge scanning to augmented reality applications, he envisions a world where customer interactions are seamless, personalized, and efficient. “Almost anything’s possible,” he reflects. “As machines increase in capacity and speed… the tech will catch up with our imaginations.” To learn more about Pete Gillett, check out his LinkedIn profile and website.
