Xerox Global Services

Situation

Xerox Global Services (XGS) faced challenges using a “traditional” method to sell complex offerings and services to a global market. The sales force was accustomed to creating presentations that contained too many slides, covering everything in an effort to find what would stick with a particular client. The presentations were inconsistent. They often contained outdated messaging, lacked brand consistency and ultimately diluted the strength of the company’s services message. Version control was nearly impossible to implement, and with the heavy use of client success stories, it was impossible to ensure that the sales force was using the most relevant and verifiable stories.

Solution

Working collaboratively with XGS, n-tara interactive created the XGS Tour, a sales enablement tool to help make XGS' dialogues with its customers more effective. The sales enablement tool brings fresh, new interactive media to help transform client conversations and reflect the innovation and thought leadership that is truly Xerox. Housing multiple lines of business within the tool and designed for global use, the XGS Tour is organized around how clients think by addressing specific challenges across client-specific roles. Behind the scenes, the application uses a custom administration tool and server that allows the sales rep to customize the presentation for each individual prospect. Logic restricts the number of times the presentation can be given before requiring an update, so only the latest version of the XGS Tour is presented.

Success

The results have been phenomenal. XGS has realized over $205 million in global revenue and their sales cycle was reduced by 59%. These results are expected to trend progressively with increased adoption rates. The XGS Tour captures real time market intelligence allowing detailed understanding of which offerings and challenges are utilized the most with clients. And the XGS Tour has received acknowledgement from the industry: the XGS Tour won Best of Show in the 2008 Horizon Interactive Awards and in November 2008, the XGS Tour captured the Diamond Award for Sales Enablement at the ITSMA Marketing Excellence Awards.

Read the XGS Tour Case Study (PDF) >>