The strategic alliance between HP and BEA is well established within the IT industry. Together these companies offer customers comprehensive solutions for powerful, cost-effective enterprise application infrastructure. Solutions that deliver greater flexibility and improved competitiveness.
MaCS was recently asked to highlight the ongoing potential of selling these combined solutions to the sales teams of both companies. At the same time, MaCS also needed to provide sales arguments for the sales staff to use in their meetings with customers.
Combined solutions for fast-growing business – in 3D
There were two hurdles to overcome for the project to be a success:
- Firstly, the information had to be delivered in a way that stood out during the hectic rush of the average work day and the large volume of incoming mail.
- Secondly, the information needed to be informative and provide convincing arguments and value propositions.
The MaCS solution was three dimensional: A highly visible carton box that contained a can with potting soil and seeds. The sales person was invited to just add water and rapid growth would result. The idea perfectly symbolized the notion of "fast-growing business". Also included in the box were a personalized letter and a six-page Sales Guide containing all key sales arguments.
This mail program was sent to the sales forces of both German enterprises and the feedback was overwhelmingly positive.
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Marketing 
