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IBM

Walking in their Shoes

THE SITUATION

IBM are a large multinational technology company, specialising in consulting and research across a broad spectrum of technological fields. To enhance their sales capabilities in 2020, they held a virtual Global Technology Services (GTS) sales summit for a diverse 4000+ target audience and they reached out to us to create engaging ‘warm-up’ material with a difference.

THE TASK

The event’s aim was to upskill IBM’s salesforce, giving them the tools to have smarter, more powerful and more consistent conversations with their clients – and, ultimately, enhance sales.

Having already created a cyber security themed simulation ‘Alien Attack’, for a previous public-facing event, we were asked to create three new digital simulations in a similar vein along with repurposing Alien Attack. Each needed to align to one of four key client challenges:

  • Optimise infrastructure and workloads for portability and flexibility
  • Manage hybrid multicloud environments with consistency
  • Reduce IT costs and increase performance with visibility
  • Minimise risk and enhance business continuity with security and resiliency
THE APPROACH

Against a tight deadline of six weeks, we worked alongside multiple stakeholders on the simulations separately but consecutively, all with the additional restrictions of global lockdown. This included remote working from the entire cross-divisional team, and casting actors and voiceover artists with the ability to record their scenes from home.

THE ACTION

We created, or repurposed, and delivered the four simulations through gamified puzzles, compelling video footage, immersive storylines and memorable characters. Each allowing a seller to briefly walk in the shoes of the client and understand their business challenges. Accessibility considerations were included throughout, ensuring that each delegate could participate and enjoy the content.

Absolutely outstanding. I have never seen a vendor partner operate with the speed that you have demonstrated. Your responsiveness has been incredible. We are very thrilled and proud we could do something different in a learning experience than anything done before. We look forward to more opportunities to collaborate.

Sathya Lars Hessenkamp
Services Marketing and Sales Enablement Leader, IBM
THE RESULTS

TO DATE 1,600 delegates have completed the summit and
the feedback so far, has been resoundingly positive

GAMIFICATION

The delegates are hungry for games


INTERACTION

Feedback for the simulations has been excellent


FORMAT & CONTENT

The simulations are relatable and relevant


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