Challenge

The success of Vodafone in the large business/public sector segment is reliant on the sales and marketing teams working together and consistently landing the same messages with authority and confidence.

The key challenge was to arm the large businesses sales force with a tool to tell Vodafone's story clearly and consistently and give them the confidence to speak about new areas of Vodafone's approach and introduce the solutions they offer.

Alongside this, we had the challenge of persuading the sales people to change their presentation habits - to leave their crusty PowerPoint presentations behind and adopt the new tool.

We were asking a lot from the tool:

• We needed to be able to update the content easily, without users having to re-install anything
• It needed to be secure
• It needed high-impact interactivity
• It needed to work offline, ruling out web-based apps
• It needed very high, retina-screen enabled design – we didn’t want this to look like a web page or presentation
• It needed a ‘wow’ factor. The sales team needed to feel proud of the presentation

The required outcome was that Vodafone would gain more consideration for communication requirements beyond mobile – by showing the broader range of services and solutions that they offer to improve the performance of businesses.

Approach

To combat the number of PowerPoint presentations being used by Vodafone sales people, the idea was to develop one single sales aid.

Enter iStory, a tablet-based app that is visually rich, full of content and prompts sales people to have an engaging and confident conversation with their customers.

It was important that the overall experience of the tool implicitly said a lot about the forward-thinking nature of Vodafone as well as the content itself. We looked to tablets as the way the users hold them and exchange them between themselves helps facilitate a conversation, rather than a presentation.

The app features:

• Interactive menus
• Videos
• Customisable text
• Animated and interactive infographics
• ‘Learning notes’ for the sales team

Outcome

Success was measured by the number of sales people downloading and adopting the ‘tool’ – and of course positive feedback, indicating a more confident sales force.

The app achieved over 77% adoption amongst the sales team in the first 2 months.