| High Tech Product Launch |
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Summary: High-Tech company launches a new platform globally to a large group of Account Executives. Tags: B2B, Large Sales Force Solution profiled: Product Launch Products profiled:
In the high tech industry, software platforms play a vital role in any company’s product strategy - and are critical for mid to long term revenue growth. Often, sales of an entire new generation of products are dependent on broad customer adoption of a new platform. For major high tech companies, a new platform is also a centerpiece of their long-term competitive strategy. If they can capture early market share and win the platform battle, additional revenues are generated over the entire product lifecycle. One global business software company was in the process of introducing a new platform that impacted subsequent enterprise software offerings. To capture early market share, their global sales force needed to rapidly gain familiarity with this new platform, and in turn, needed to be capable of creating awareness and understanding with their business customers. However, a new software platform is usually justified on technical grounds, and in this case, the product materials were not well-suited for rapid absorption and use by the sales force. Our client engaged the services of Envisica to create a Sales Performance Asset that would offer a concise, non-technical description of the new platform, suited for the business-to-business sales environment. Also offered were sales strategies, product communication tips, and intelligence on the best early sales opportunities for the platform. The Sales Performance Asset provided a self-directed e-learning session that sales professionals could complete in under an hour. To meet the needs of a global client, the Sales Performance Asset was also translated into multiple languages. As a result, our client’s entire global sales force was quickly ramped up, enabling them to effectively drive early platform sales - and begin capturing the critical early market share needed for the company’s strategic products.
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