Sales Team Mobilized

The friction

A global network infrastructure provider faced a two-part problem: an ever-growing list of networking products made it harder for sales reps to quickly find what was relevant to a specific customer, and recent acquisitions exposed field technicians to a slew of new products they had no experience servicing.

What we did

Lextech partnered with company management to design and develop an iPad app that made it easier to demonstrate and explain thousands of products to customers and employees, including 360-degree interactive product views, rich media and cut-away cross sections. Lextech also addressed how the app would store and cache product data so it would work elegantly offline or during spotty connectivity, and helped the company create an easy way to deliver content updates with minimal disruption to users.

Measurable impact

Products showcased on iPad meant sales reps were no longer chained to a physical booth at trade shows, they could roam freely and share product demos instantly, and customers could interact with the iPad directly. A reorganization of how products were categorized also reduced the risk of accidentally showing the wrong products. Field service technicians found the same app useful for finding detailed product specs on the job during installations or repairs.

How Lextech Helped

• Designed an employee experience on the iPad to demonstrate solutions and remove requirements for being “in booth” at trade shows
• Invested in long-term success by designing an app and administration portal to which sales leadership could add new content without Lextech’s assistance

Thrive At Work

• Decreased spend by eliminating need for costly physical equipment
• Removed sales obstacle of needing to be in the trade show booth to demonstrate products, giving sales freedom to perform anywhere
• Expanded opportunities to sell outside of trade shows