| Need |
New employees of the worldwide sales force had no single place to learn the basics of the company’s major enterprise software products. |
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| Solution |
Provide an online Sales Guide that could be used either as an introduction to the product or as a just-in-time way to look up specific information.
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Organized information in a framework according to probable customer questions |
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Web-based course |
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| Success Factors |
Key success factors were:
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D+A ability to work with a rapid development cycle, marketing materials, and subject matter experts |
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D+A developed a framework of 20 customer questions and wrote customer-centered answers to those questions |
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Integrated solution selling methodology into the guide |
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| Result |
The customer achieved these results:
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Adopted as one of five core courses for new field sales hires |
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New sales reps felt more credible when talking to customers in the first six weeks |
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Improved retention of new employees |
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