Jun 10

Background

HP’s storage media division, a market leader across the world, aims to help businesses streamline their data protection processes. The storage media market is one where the underlying technology used for the production of storage media remaining the same, across all players. As a result, large sections of HP’s own sales force, particularly partners, had little awareness of how HP storage media products are better and more cost-effective than those from most other competitors, resulting in most sales being heavily dependent on pricing, rather than the true value of the product.

HP realized that an effective channel to communicate the ‘HP advantage’ was essential to ensure that it maintained and increased its market leadership in the region.

HP’s stringent quality measures are what differentiate its brand from all others. Its rigorous testing procedures have resulted in its tapes registering one of the industry’s lowest bit error rates. This in turn translates to better reliability, quality resulting in cost-effectiveness.

Making partners aware of these advantages and encouraging retention in an engaging manner, is what formed the crux of the online training strategy, to meet HP’s objectives.

Besides covering factual information on the market landscape, HP’s product range and competitive analysis, Interakt demonstrated its originality in incorporating the practical application of this knowledge in sales pitches via two short interactive videos, all of which was delivered as Engaged Learning modules online.

The videos were enactments of a sales pitch, by two salesmen with contrasting styles for different verticals, interspersed with moments of comedy and serious facts, engaging the audiences while imparting the technique of selling HP storage media. They also had interactive functions through which the audiences could gather ‘notes’ on important information used as part of the video, for printing.