When a prospect decides to choose IBM for their compliance solution a second sales cycle begins. Successfully on-boarding a solution this complex requires getting buy-in from a range of stakeholders in the organization. They need to understand the system and see how it can address their specific needs before they can sign off on the deal. Enter the Compliance CaseBuilder—an interactive suite of video clips that represent all the different perspectives that need to be addressed before the deal can close. We traveled the country and interviewed customers, IBM sales engineers, legal experts, security experts, analysts and more to get candid perspectives on the issue of Compliance. Then we built an easy-to-use tool that empowers the prospect to create a customized video and share it with their peers. Over 1,000 videos created and shared during the campaign, more than twice the original goal.
