Vodafone launches scenario-based training to develop a wider understanding of the extended buying teams within customers.

BACKGROUND

Vodafone is a leading telecommunications company in Europe and Africa. It develops a range of leading products and services to connect customers around the globe and help build digital societies of the future.

With a wide range of products and services, understanding customer challenges, buying centres and how the solutions can help is critical to establishing customer relationships and spotting new opportunities.

CHALLENGE

Vodafone wanted to help build confidence in the sales channels to engage confidently and competently with new buying centre stakeholders, using innovative learning techniques.

With 70% of IT budgets being managed by Lines of Business, sales need to engage with a wider audience

Recognising the roles, responsibilities and requirements of new roles can take significant research, extending the sales cycle

Identifying the differences in roles is challenging when selling across many verticals

Building confidence to engage with the right people, at the right time, when considering UC and Connectivity solutions was a high priority

SOLUTION

As part of Vodafone Business sales enablement, Amphigean created two highly-interactive learning modules featuring immersive, vertical-based scenarios, where learners digitally engage with a wide range of personas, getting past gatekeepers, gathering data, and qualifying customers for UC and Connectivity solutions.

A series of modules delivering knowledge (technology, products, value propositions)

Scenarios for a number of verticals - Insurance, Manufacturing, Utilities

Opportunity to complete desk research, visit many physical locations of a customer (digitally), meet personas, ask questions, gather data and qualify

Video and document summary of solutions for a customer in each vertical

A knowledge check to validate learning and confidence

OUTCOMES

Confident selling, able to research, engage with wider stakeholder landscape, and improve pipeline progress.

Familiarity with stakeholder groups and requirements in target verticals

Understanding of key business challenges in target verticals and critical pain points resolved by UC and Connectivity solutions

Confidence to engage in new verticals, new customers and with new types of stakeholders, driving new business from existing and new customers

Broader opportunities for achieving sales targets

…a brilliant job

…a seriously fantastic piece of training

…we have a real ‘best in class’ product training framework

Our technology and product knowledge, along with a unique ability to simplify this for those in sales, meant very few iterations of content review, shortening timescales.