VMware had a prime opportunity in a customer’s multi-year transformation project. But the team knew it had to up its game – increasing strategic influence and gaining access to new buying centres. We helped our client get front of mind and secure its place as a strategic partner.
With a deep-dive analysis of the account’s strategic goals and buying cycle, we landed our client squarely in the customer’s context.
Our insight led to different tactics to sustain engagement as the transformation project got underway. This really united sales and marketing, using all channels to build respect and credibility, without an overt sales push.
We helped our client make a break from predictable slideware with a suite of content. This included a video, social and event takeaways – all built on consistent messaging and mirroring the client’s brand language.
Stakeholders were especially wowed by our hyper-personalised video card. Our client has successfully started a new strategic dialogue and is an integral part of the customer’s vision for digital transformation.