Digitally transforming the customer-facing sales experience during Covid
Coloplast is the world’s leading supplier of intimate healthcare products and operates globally, employing more than 12,000 people.
In early 2020 Coloplast reached a crossroads. The firm’s reliance on traditional paper-based marketing and sales materials put them at a disadvantage in a world where face-to-face meetings were suddenly out.
It was clear an ambitious digital transformation program was needed.
To achieve this Coloplast needed a strategic partner to create a digital sales tool that would differentiate them from their competitors, free sales from inefficient and out dated sales tools and help them continue to have valuable sales conversations whether face-to- face or remote with customers.
Coloplast came to POP.
Creating an experience with the end customer at the heart
With POP on board the first step was to introduce Coloplast to our unique Customer-First Blueprint® process.
Specifically designed as a collaborative discovery and scoping process that explores, identifies, and prioritises business objectives and those of the sales team and customers. It helps to establish consensus amongst all the stakeholders involved and buy-in from the sales team and sets out a blueprint for the long-term development and strategic success of the sales tool.
With the Blueprint in place, and working to an efficient Agile methodology, we could start adapting existing Coloplast sales content and messaging to work seamlessly in a powerful, custom designed and developed interactive tool.
The first version was released within 12 weeks and sits within the Showpad Revenue Enablement Platform. With the success of this first tool new versions are in development for other Coloplast products.
Helping to keep those conversations flowing
The final experience has “blown away” Coloplast’s sales team, as senior Territory Manager, Katie Bell, explains: