Fujitsu UK & Ireland is a leading IT systems, services and products company with an annual revenue of £1.6 billion.
The challenge
Fujitsu had recently repositioned its sales teams to work at a portfolio level so it could provide customers with a single point of contact for its full range of products and services.
With its extensive portfolio of products and product experts based around the country, Fujitsu needed to find a way to ensure all its sales personnel had access to the latest developments and understand the full range of offerings. Furthermore, a new initiative was required to ensure sales people were providing the same customer messages as Fujitsu marketing campaigns.
The solution
‘Product of the month’, took shape as a suite of standardised internal materials focusing on cut-through messaging that would enable the salesforce to quickly understand and apply the USPs of Fujitsu products and services.
Materials included:
• Face-to-face events with inhouse experts, including product demonstrations and sales roadshows.
• ‘Chatter’ sessions – one-on-one sales clinics with technology specialists for discussions around key client and market opportunities.
• Two to three minute video briefings from product experts, broadcast via internal emails and available on-demand.
• Interactive PDFs for on-the-go access to the sales enablement content from the online portal.
The results
Chatter sessions proved popular with sales teams across the UK. In the same month, 51 sessions took place across four different locations and individual sales managers were quick to report
their feedback: “An incredibly powerful 15 minutes. We were able to focus in on where a discussion around storage could add value to current or future prospect conversations and also identify who in Fujitsu can help support such activity.
“From my perspective this is the best way to run sales enablement. It lets me get exactly the information I need and thereby internalise it in the way that makes most sense for me.”
Overall, the new ‘product of the month’ initiative has seen a 50 per cent increase in internal engagement (measured by portal visits in February 2013) and the campaign has already been deemed a huge success across the organisation.
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