Find out how Verizon, one of the largest communication technology companies in the world, is leveraging the expertise and passion of its highest performers to increase team capability and client revenue. Presentation slides from Learning Technologies 2019. Speakers: Keith Povey, Head of UK&I Field Marketing - Verizon and Carl Hodler, Co-Founder - StoryTagger.
For more info see: https://www.storytagger.com/learningtechnologies/
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How user-generated video is boosting sales impact at Verizon
1. Boosting team capability and sales impact with user-generated video
18th January 2019
Cheryl Clemons
cheryl@learnerlab.com
07968 972917
Boosting team capability and sales impact
with user-generated video
Carl Hodler – Co-Founder, StoryTagger
Keith Povey– Head of UK&I Field Marketing, Verizon
2. Boosting team capability and sales impact with user-generated video
A new user-generated
mobile video tool for learning
3. Boosting team capability and sales impact with user-generated video
Why is UGV important in learning right now?
Demand for video Need for trust Open cultures
Consumer video growth
Currently too expensive
Hard to scale
Remove hierarchies
Break down silos
Innovation and change
Knowledge sharing
Trust is under pressure
Authenticity
4. Boosting team capability and sales impact with user-generated video
Why hasn’t UGV reached critical mass?
Self-filming is not a natural behaviour
Lack of time/people’s experience in reflection
Challenging for people to focus on complex topics
Tough to make short videos
Variety of technology to support
Sharing large video files is difficult
5. Boosting team capability and sales impact with user-generated video
Share experiences
and success stories
Embed what works
Unlimited locations
No time dependency
Personal videos
Guided process
Quick and simple
Bridge event and work
Increase in
engagement
21st century
leadership skills
Mobile first
Trusted sources
On-demand
How pioneering teams are using StoryTagger
Learning reflectionCareer stories Learning transfer
Blend classroom
experience
Sales enablement
6. Boosting team capability and sales impact with user-generated video
Keith Povey
Head of UK &I Field Marketing
Verizon Enterprise Solutions
7. Boosting team capability and sales impact with user-generated video
Audience profile
Hard to engage with corporate messages
Mobile first, always on the road
Time poor, need information fast
Place trust in peer knowledge
Business Drivers
Upskilling account teams to spot sales
opportunities
Multiple vendor messaging
Speed of product changes
Cut through noise of corporate messages
Challenges in sales enablement
8. Boosting team capability and sales impact with user-generated video
LEVERAGE EXPERTISE
AND PASSION OF
HIGHEST PERFORMERS
CREATE CONCISE
VALUE-LED VIDEO
STORIES
SHARE WITH BUSY
PEOPLE IN THE FIELD
1. 2. 3.
Approach and solution
9. Boosting team capability and sales impact with user-generated video
Seed content and strong support from team leader
Videos important part of wider campaign
StoryTagger analytics drove weekly personalized
comms
How did we get people to join in?
10. Boosting team capability and sales impact with user-generated video
Outgoing people
became camera shy
People found it tricky to
be concise
Challenges overcome
Solved by:
• Guided process helped people build
confidence.
• Ability to practice and re-record honed
message and produced quality content.
11. Boosting team capability and sales impact with user-generated video
Communicate
value upfront
Strong senior
sponsorship
Integrate
with wider
campaign
Mixture of
pull and push
Weekly
nudges
Lessons learned
12. Boosting team capability and sales impact with user-generated video
Team loved
just-in-time
video
Easy to use
Great content
Download and views
Typical app 30% / 40%
Better communication
skills
Better sales
capability
Biggest pipeline
with teams using
StoryTagger
Feedback and impact data