Enterprise Technology Firm Aligns Sales-Team Priorities

Supporting enterprise sales with video, new sales tool

Situation
The annual sales meeting was rapidly approaching, and the Product Marketing Manager at an enterprise technology company needed a creative way to build product awareness and demonstrate product value to the company’s sales teams. The Marketing Manager wanted to generate excitement for the product and keep sales teams focused on the company’s marketing priorities. To realize his vision, the Manager needed an imaginative partner that would adopt his goals, develop innovative solutions, and deploy the resources necessary to complete the work at reasonable cost and in time for the annual meeting.

Solution
The company’s product group worked with creative services professionals at Projectline to produce an internal video that delivered key product messages in an innovative and entertaining way. After internalizing the Marketing Manager’s objectives, the Projectline team executed every aspect of the project—from concept to scripting, filming, and editing. When the product group presented the video at the three-day sales meeting, the content resonated with the sales teams and with corporate leaders. The product group then worked with Projectline to build an interactive total-cost-of-ownership (TCO) calculator that sales teams can use to help demonstrate the product’s business value to potential customers.

Results

• Launched high-quality product video at annual sales meeting; an immediate hit
• Generated internal excitement about product value; aligned sales teams with corporate priorities
• Delivered innovative sales-tool that demonstrates product’s business value