The enterprise sales landscape of today is fast-changing and dynamic. Sales Enablement platforms evolved in the past two decades in order to keep up with the changing needs of the customers and the sales cycle. Sales Enablement brings together the tools, content and processes necessary to empower the sales team to function efficiently from first call to close.
Nutanix is a global leader in hyper-converged infrastructure solutions for IT. The Nutanix Pre-Sales team uses the Xcelerate suite, which are tools that enable them to sell better at every stage of the sales process. Presently to an extent, these tools work in silos - this reduces the productivity and efficiency of the sales team. This project addresses this fragmented seller experience, in order to improve its key moments. The pre-sales journey is mapped and key user groups are studied. From this research, critical opportunity areas are mapped. Xcelerate is proposed as a single pane of glass for sales teams to get a broad picture of the opportunities in their pipeline and rich, contextual information across sales tools and processes. Data is presented in a way that helps them take action. Collaboration between sales teams and across multiple tools is made efficient. The ideation process goes through paper sketches, low-fidelity wireframes and consolidating into high-fidelity flows. With feedback from stakeholders and input from the design team, an iterative design process took place.
