Cloud-Based Content Library for Roving Sales Team
Target Audience: Grocery & Drug Stores, Schools, Restaurants and High Rise Office Buildings
CleanTech Offer: Cardboard Baler
Learn how Orwak solved the problem of having the right content at the right time for the right prospect by creating a cloud-based library for their roving sales team.
Orwak was looking to develop a comprehensive cloud-based library for their sales team. Their sales teams would often visit multiple prospects along the east coast before they returned back to their offices, so having access to relevant information from the road was necessary to capitalize on opportunities as they occurred.
Steps to Achieve Goal
The first step was to determine what was missing from their existing library.
The second step was to learn which features were needed in a cloud-based library.
The request was:
ecoImagine created a cloud-based library using Box.net, that could be accessed from an ipad, a computer or a smart phone 24/7. Box.net allowed users to post new versions of a document while keeping an archive of past versions. Corporate could post updates in real-time. Sales teams could edit documents from within Box.net and email documents as links directly from Box.net so nothing had to be printed.
ecoImagine created corporate brochures, case studies and Powerpoints that could be edited, accessed and presented from the ipad. We also went on-site and asked Orwak's best customers to answer a few questions about their experience with Orwak for the camera. We then had the CUSTOMER demonstrate how the bailer worked. We created brief video testimonials and "how to" videos and posted them in the cloud-based library so they could be viewed from the ipad.
To address objections about the size of the bailer, we created a laminated poster that outlined the footprints of Orwak's best selling bailers. This poster could be put on the floor so clients could see with their own eyes, the amount of space the various size bailers would need. This simple, yet effective tool was a huge hit and was small enough to fit in the ipad case when folded.
Lastly, we created a graphic-based ROI calculator to visually show best and worst case scenarios around the purchase of a bailer. Since cardboard can be sold, every baler purchase has a break even point. By plugging in just a few costs associated with the purchase of a bailer i.e. waste removal expenses, labor, energy usage and so on, the ROI calculator could predict when a bailer would move from a cost to source of income.