Helping sellers sell, by way of Design Thinking
Our IBM Automation design team of expert facilitators and many different backgrounds, worked exclusively with IBM Automation Practice Leaders and account partners to craft the narrative and selling materials to pitch Automation as a vehicle for achieving the Future of Work.
Measuring impact and adoption
We created education material in the form of online curricula called Automation Essentials Course (see above) and through enablement events, called IBM Automation Bootcamps. Working with Automation executives across each major geography, our goal was to craft an enablement strategy that prioritized the most to least viable client relationships that will be open to new conversations about automation. From this understanding, we were able to craft a schedule for conducting workshops with each geography over the course o the next 2 years.
As an outcome driven team, we were tasked with proving our success little-by-little as we work on scaling education. Looking at usage data from our first main touchpoint, the Automation Learning Center (ALC), I felt that the first nut to crack in understand adoption, was why aren't sellers sharing the Essentials Course? With less than 1% of our usage being clients (rather than IBM personnel), the tool was not serving its intended purpose.
Synthesis of user research
Our user-research sessions with account partners from around the world, were very helpful for understanding the range of personalities we have across the Automation Seller community. With that, the range in client personalities and tendencies added more complexity. This content was the primary driver in additional discovery and investment.