Go deep
Understand the customer & the competition
The order 30 devices was cut to 14 (budget)
Initially asked for RealWear 520 (see Quote)
Followed up with an email explaining Vuzix V Realwear
The climbed all over the case studies and Realwear Comparisons.
The next challenge : continue the education.
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Explain how not to
Disable handsfree practicality
And Retain Corporate Collaboration tool functionality.
Simple Educational graphics laid out the story
Then hand holding through the demonstration.
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Listen hard to the use cases
Understand the customer & the competition
Understand where we had an angle
Develop the solution
Explain where Realwear's offer fell over
The Functionality shortfalls
How that would impact adoption
(then it was revealed they had 200 Meta Quest 2's that were bought quickly and I.T would not allow them to be used.
So then it was educate I.T and get passed Infosec
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With them for the journey
Understand the customer & the competition
We explained how we would help
- Document the use cases digitally
- Educate the Learning Resource Officers on the 5 Campuses
- Even tackle the redundant Meta devices
- How the 5 Year partnership would work.
- Then it was a time bound compelling bundled offer for Q2 end!
