We championed new ways for BT to engage its customers and sales force
Situation
BT needed to find a new way of demonstrating the complexity of its full range of products and services to customers, while motivating and educating it’s Global sales force on product launches and training on new solutions to achieve its targets for the year.
Challenge
The experience of seeing technology in action now and getting a glimpse of the future is often the most effective way of improving a customer’s understanding and thus the speed and value of sales.
The move to a new head office in London’s Aldgate provided the opportunity and challenge to build a new customer experience centre (CEC) consisting of physical demonstrations of collaboration, infrastructure and security products, integrated into a cohesive product suite that delivered an “art of the possible” vision of the future.
We were responsible for the successful delivery of the CEC, from the initial brief, strategy, design, project management and launch, managing external contractors and internal experts. The space itself comprises meeting rooms, event spaces, demonstration rooms and an innovation space, situated over two floors.
To add additional firepower to BT’s customer engagement strategy, we also re-imagined BT’s annual sales kick-off. Event organisation was still reeling from the pandemic so we designed and delivered a hybrid approach, with small groups meeting face-to-face in offices and CECs around the world for networking and vendor sessions, while the main content was broadcast using Extended Reality, blending live in studio, remote and pre-recorded content.
Action
Results
Launched in 2022, the head office customer experience centre has already welcomed ten thousand people through its doors and remains constantly in demand from both clients and sales teams globally.
The sales enablement strategy we delivered for the annual sales kick off was praised as an informative, engaging and inclusive experience which built momentum for a fast start to the year.
