Fujitsu. Creating Clarity and Confidence in Cyber Security Buying

Supporting Early-Stage Understanding in a Complex Category

Fujitsu, a global IT services provider, needed a clearer way to support customer understanding of its cyber security capabilities.

Cyber security is a complex and crowded category. For buyers — particularly those in the early stages of their journey — understanding risks, priorities and solution relevance can be challenging. Levels of knowledge vary widely, and technical detail can quickly overwhelm productive conversation.

Fujitsu needed a more structured way to communicate value — one that supported clarity before deep technical exploration.

Fujitsu’s objective was to move conversations beyond feature-led presentations and toward clearer, more confident dialogue.

They needed an approach that would:

• help early-stage buyers understand cyber security concepts

• support conversations across varying levels of technical knowledge

• enable teams to tailor discussions in real time

• build credibility and authority in a competitive market

Traditional slide decks lacked flexibility and made it difficult to adapt fluidly to different audiences.

POPcomms worked with Fujitsu to create an interactive sales experience designed to structure buyer conversations around understanding and relevance.

The experience enables Fujitsu teams to visually articulate their cyber security story in a way that is engaging, adaptable and easy to follow.

Rather than presenting static slides, teams can navigate content dynamically — adjusting depth depending on the audience and responding naturally to questions as discussions evolve.

The result is a shared conversation framework that helps buyers connect complex cyber security services to their own business context.

By structuring conversations visually and interactively, Fujitsu teams can move more confidently through meetings — whether face-to-face or in virtual settings.

The experience supports:

• clearer explanation of complex security concepts

• more natural, consultative dialogue

• tailored storytelling for different sectors

• stronger early-stage credibility

Instead of overwhelming buyers with technical depth, conversations focus on value, relevance and impact.

Fujitsu now has a consistent and compelling way to introduce its cyber security capabilities — helping buyers understand where value lies and why it matters.

Conversations are more fluid. Messages are clearer. Confidence builds earlier.