Situation
Xerox is redefining its sales process and creating an entirely new generation of sales tools across the company. As part of this “New Ways” imperative, Xerox engaged n-tara to develop a compelling sales presentation that would clearly illustrate the Xerox value story from an IT perspective. Placing the emphasis on solutions from the customer’s perspective—benefits rather than a reliance on product features—was critical to success.
Solution
A Flash video presentation seamlessly presented the Xerox value proposition from the viewpoint of the IT professional, specifically addressing key pain points. An on-screen host interacted with her environment and communicated the overarching IT positioning and messaging to the audience. The presentation conveyed stories targeted to IT via the repeatable platforms of documents, document processes and document management, enabling a more consistent and high-quality customer dialogue. The project was built with the flexibility to allow for implementation into a future sales tool utilizing modularity to accommodate customized presentations based on the New Ways messaging strategy.
Success
The New Ways for IT presentation shifted the focus of traditional sales tools and PowerPoint decks to a client-centered message, told in a narrative fashion with bite-size segments of information for easy interpretation.
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