The global enterprise software industry relies on internal sales forces to generate sales through persuasive customer interaction. In a competitive environment, it is critical for enterprises to showcase products that convincingly answer to customer needs; and to communicate their differentiation.
Here is how Mindtree helped global software major showcase its ﬂagship application lifecycle management (ALM) product to prospective customers. We built a highly innovative demo that allowed the customer's internal sales team to describe and differentiate the product and its features in a unique way.
The customer's ﬂagship ALM product needed to be showcased to IT Decision Makers (ITDMs) and other inﬂuencers for the internal sales team to meet ambitious revenue targets. To do this, they needed a highly effective product demo that would demonstrate the product's use, features and business impact. With a globally dispersed sales force, the customer also needed robust remote access functionality for multiple users. Speciﬁc requirements included:
Mindtree collaborated with the customer to develop an application showcasing its ALM product. In particular, we focused on demonstrating that the product provided a comprehensive solution for any team to embrace ALM practices at their own pace. As a result, they could reduce cycle times, eliminate impediments and deliver higher value.
The application was styled as a portal of a ﬁctitious reality channel that allowed viewers to log in using their Facebook, Gmail or Yahoo! credentials. Visitors could then see a list of shows followed by contestants of each show, and vote for their favorite contestants.
‘Many thanks for your great sessions in Copenhagen and especially one that I am very keen to get my hands around is the demo you did under the topic 'Selling the business value of ALM to CIOs'.
Solution Sales Specialist.