The Case Study: The Challenge After helping our client to improve their competitiveness in the enterprise storage space, a new challenge emerged. The new, more complex campaigns required the sales force to engage in new and different conversations with different kinds of value propositions delivered to more senior people within the customers. This created a huge burden on the efficient delivery of new kinds of product training. The existing product training at the time was focused on product features and functionality and was not supportive of the new go-to-market strategy. The urgent demands for new behavior from the field sales team made the additional time required to be away from the field to attend product training increasingly burdensome to management. Having multiple departments inv

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