Sales training and business development

HID Global (an Assa Abloy company) wanted to launch its new goID™ technology into the  government identity market. goID™ enables government issued documents to  be deployed securely on a mobile phone.

IMM identified a number of criteria to determine market attractiveness for goID™ and segment different countries. Data was collected on specific countries to evaluate them and regional workshops were held (in person or via Skype) to identify the most attractive markets in the Americas, APAC, Europe and MEA. IMM then facilitated the development of business development plans for each region. These business development plans have driven regional sales activity on goID™.

In parallel, value propositions were developed for different goID™ stakeholders: citizens, government, agencies and licensing authorities, law enforcement, regulators and others.

To support the sales process, IMM helped design and deliver a goID™ training programme for 25 HID/Arjo Systems sales staff. This involved delivering sales skills training and creating a case study around goID™, developing role player briefs and organising customer interviews to enable the sales staff to practice their sales techniques for goID™.