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IT Transformation Index

UX & UI design and web app development for EMC sales and presales team

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Badrinath Vankadari Operations Manager, Marketing COE, Global Business Services EMC

“I would like to thank the Pepper Square team for all the good work you folks have been doing. I would also like to thank you for your effort in getting Managers Forum artworks in such a short notice and for being part of all the discussions to make the event prosperous.

It is really a pleasure working with the Pepper Square team on this awesome initiative. Looking forward to working with you guys and making this initiative a big success in coming few days.”

Project overview

  • EMC Corporation, now Dell EMC, is the world’s largest provider of data-storage systems by market share. Since their sales force wasn’t upselling their products and cross-selling their services, EMC conducted a ‘compete and win’ survey for their clients to promote their services.
  • EMC partnered with Pepper Square to design and develop the IT Transformation Index web app that displayed the survey results and helped EMC team to upsell their offerings.

Challenges

  • Present data in a way that it is easier for the sales team to make decisions on how to upsell.
  • Convert physical survey forms to digital database.
  • Generate statistical reports based on participants’ response.
How we made a difference

How we made a difference

  • Designed an online and offline survey to capture industry challenges.
  • 370 clients participated and answered 38 questions each.
  • The UX & UI design was simple while accommodating complex data modeling.
  • Created a scalable Drupal backend with an intuitive UX & UI.
  • Custom built analytics module with a Multi Select Filter to quickly get to the right information.
  • Functionality for bulk upload of the survey report.
  • Infographs to showcase complex data points.
  • Option to print or download the pdf version.
The value delivered

The value delivered

  • Phase I helped EMC to understand the gap their clients were facing and upsell their product and service offerings.
  • Survey results helped the CXOs identify where they were lagging compared to their peers.
  • EMC senior management team decided to upgrade the features to accommodate dashboard. This enabled faster decision-making for sales and presales team and helped them sell their products.
  • 250 sales and presales teams successfully used it on a daily basis for account mining activities.
  • Sales and presales teams started helping their clients with customized analysis and recommended next steps for business growth.