Creating Sales Pitches that Make an Impact
HCL is a multibillion-dollar technology enterprise with a global presence. Their custom engineering and technology solutions are used by some of the biggest brands in the world, and presenting their tools, technologies and processes is an essential part of their business journey.
A common hurdle when presenting technologies to clients is that this information is often highly technical and can be a bit dreary in classical presentation formats. Not to mention, it provides very little context. The Global Presales team at HCL reached out to us to find out if there was a better way to open their sales pitch with a bang.
HCL wanted to differentiate from their competitors by making their meetings more immersive and engaging. They wanted animated films to showcase how HCL solutions can transform the employee experience, and every video had to be customized to their clients. Each video was meant to create a powerful impression and be a precursor to an already prepared presentation that then goes into the details of HCL’s technologies.
The Goal
Our goal here was to create short and snappy animated films that broke down HCLs complex IT solutions and translated technical language into something that anyone could understand. We needed to provide context, to explain not what the technologies are, but what they meant for the lives of those who used them.
An additional challenge for us was the customized approach HCL has towards their clients. This meant that we had to put in the research to understand each of their clients so as to truly portray what HCL can do for them. Quick turnaround was another requirement we had to keep in mind.
Our Approach
Our first step is to go through the company’s prepared presentations. Over the course of a few projects, we understood their approach to the presentation and decided to adapt the structure for the films on similar lines. This makes the videos feel like an integral and cohesive part of the overall presentation. The aim of the films was to establish HCL’s brand presence, global scale of work, experience in the industry, and then moving on to the story about the solutions. Ending with what makes HCL a trusted partner—its ideals, ethos and recognitions.
After studying the materials they give us, we follow up with any questions we have about the use-cases around their proprietary technologies. Having worked with multiple technology companies, we know that to tell the actual story of their solutions, it is crucial that we have a clear understanding of it.
The project manager at HCL clears any doubts we may have and we get ready to conceptualize a rough story. We simplify the nature of these complex solutions by focussing on what each piece of HCL’s solution does for its clients and their employees.
By focusing on tangible benefits, we were able to convert a technology story into a human story.
Keeping the time constraints in mind, we send out the treatment and the concept as soon as possible. Once the approval came through, the assets for animation are put together as scripting goes on simultaneously.
Just because there is no physical shoot doesn’t mean there is no serious production. Our producer creates a list of required assets such as product logos, client details, etc, that we would need from HCL to complete the project. The internet was combed for other possible assets we could use in terms of icons, shapes, PNGs etc. Voiceover artists are sampled from across the world so that we have just the right players all lined up.
The script is usually approved within a draft or two and the animation begins. We sent out samples of voiceover artists in our roster to HCL, with our recommendations. As the VO was finalized off-shore, parts of the animation are already shaping up in our edit room. This allowed us to edit all the moving parts with the voiceover, animation, music and SFX parallelly, saving precious time.
Thanks to our prior planning, we are able to not only finish the project within deadlines, but also deliver a product that allows the global presales team to make a great impression.
The Result
After our first video was a resounding success in the pitch meeting, there was no turning back. The HCL team now regularly trusts us to articulate the story of their solutions to make a compelling case to their potential clients.
The success of the video pitch has led to a long-term relationship with HCL. And as our relationship has prospered, so has our knowledge of their solutions. We now have a deeper understanding of the HCL technology ecosystem and are able to craft more compelling stories with HCL’s managers.
We have also expanded our repertoire of work with HCL, which ranges from client pitches to more abstract stories of brand relationships and technology. HCL has also recommended us to their clients on many occasions. This relationship is really special to us as it is an ongoing, beautiful example of how telling a great story can open doors and simplify even the most complex situations.
To read what the Director of the HCL Global Presales Team has to say about us, check out his review here!
