Simplifying sales decisions with visual tools

A change in Vodafone’s business required a new marketing and sales approach that would allow clients to understand better and reach decisions faster.

Challenge | Vodafone had just completed its new tariff offerings and in doing so realized that its customer service platforms needed a comprehensive and easy-to-use tool that would allow the company to advise and recommend the most appropriate tariff to its client base. In deciding how to best communicate the offerings in a clear and concise way Vodafone enlisted the help of XPLANE.

Action | XPLANE and Vodafone held a strategic discovery session that helped both teams clearly identify the key business factors to recommend to clients, and how to communicate the associated price plans in a reasonable and understanding way. The session also allowed Vodafone to gather different insights from all of its key stakeholders involved in the project and ultimately achieve alignment. Out of this session, XPLANE created a visual price plan recommendation tool that followed a decision tree-like structure, as well as a large illustrated print map that communicates the main benefits of Vodafone’s offerings to its clients.

Results | Vodafone has experienced a very positive response to the rollout of the price plan visual took and accompanying map. Each of these aides has allowed Vodafone to more clearly communicate its tariff offerings to clients and in doing so ensure that the best product was selected, in turn ensuring a high level of client satisfaction.

“The price plan visual tool that XPLANE created has become really popular amongst our sales teams, as well as our clients. In fact, it was key in advising clients on, and successfully selling, one of our most recent campaigns.”
—Roberto Franza, manager, Consumer BU Pricing