The Pledge
Microsoft had to convince heads of IT departments that the SQL Server
is capable of handling data management processes, regardless of their
company’s size. For a product of this size and cost, we had to get them
interested in its flexibility and convert them into sales leads.
The Turn
Using a clothes hanger, we asked them to choose from anything
between Medium and XXXL and talked about how the server is bound
to be a perfect fit for their company. After they had responded, we sent
them a SQL Server T-shirt.
The Prestige
Out 250 mailers, about 42 responses became sales leads and till now,
Microsoft has sold servers to 10 IT departments.
Microsoft had to convince heads of IT departments that the SQL Server
is capable of handling data management processes, regardless of their
company’s size. For a product of this size and cost, we had to get them
interested in its flexibility and convert them into sales leads.
The Turn
Using a clothes hanger, we asked them to choose from anything
between Medium and XXXL and talked about how the server is bound
to be a perfect fit for their company. After they had responded, we sent
them a SQL Server T-shirt.
The Prestige
Out 250 mailers, about 42 responses became sales leads and till now,
Microsoft has sold servers to 10 IT departments.
