Challenge: A leading software company introduced a new release of its resource planning software. The challenge was to educate its nationwide sales force about the product’s new features, benefits and the strategy to maximize sales. In the past, the corporate marketing department developed and sent materials to the field sales offices. Each office gathered its sales staff to review the materials, a time-consuming and unproductive approach because sales people lost significant time traveling.

Solution: The company needed to shorten the sales force’s learning curve, especially with the pressure of more frequent product upgrades. DBMI recommended, developed and helped the marketing department deliver a 3-hour web-conference to the entire sales force simultaneously. Travel time was eliminated as the sales people participated from their home offices. The web-conference itself was archived and made available for those who missed the conference, new sales people, and those wishing for a review.