Performance Support
The Client: Sun Microsystems
Sun Microsystems (now owned by Oracle) creates servers, workstations, software, and IT services for the enterprise.
The Project: Sun StorEdge Sales Guide
Sun hired us to gather and organize all the information that Sun sales reps need to successfully sell Sun StorEdge solutions into one, comprehensive resource: the Sun StorEdge Sales Guide. Throughout the project, we transformed StorEdge product marketing copy to speak directly to customer needs and value. We also tailored the content to the sales audience by organizing it according to the sales cycle: Prospect, Qualify, Strategize, Execute, and Grow. In the Strategize section, for example, sales reps can quickly find value propositions for a specific StorEdge product based on customer needs. Other topics in the guide include industry focus, target customer needs, when not to sell, and potential customer objections and counters.
Our Responsibilities
- Design and layout
- Content development
- Illustration
- Project management
