The Challenge

The newly appointed Head of Digital Marketing was looking to help bring eCommerce solutions to businesses and to create a better end-to-end shopping and receiving experience. In other words, helping businesses take their sales to the next level.

What was about to change?

Traditional sales calls to business clients needed to introduce and promote new technology available. Sales reps now had eCommerce solutions that provided opportunities to partner with the likes of PayPal and Shopify and many other eCommerce platforms. The challenge: how do we communicate this?

Re-Imagine

We took that thought and ran with it. What if we did a series of animated videos, demonstrating not only how the solution worked, but also illustrated the common pain points of many of their clients’ businesses. Within a matter of minutes, the sales rep would be able to, with the help of the video on their laptop, position this solution for their clients. This partnership of the sales rep and the video made for a perfect ‘pitch scenario.’

Roadmap

Next, we mapped out the following:

1. Sales Process – when is the best time to present the video?
2. eCommerce solutions being developed – what’s in the development pipeline?
3. Official launch dates – when will these become available?

With this in hand, we then began building our videos with eCommerce developers and the sales team. This collaboration not only provided us the correct technical information, but also how to best align it to the delivery of the sales rep.

Rollout

Once the videos were developed, we mocked up a sales call with the team to identify the best timing and approach to showcase the videos. We also learned that in some cases, the video would be sent ahead of the call. With that knowledge, we also created endings that would lead potential clients to ‘Next Steps’ without a sales rep present.