The Experience Design team in the States had created “Envision“, a strong design thinking offering with research driven insights delivering customer journeys and roadmaps.
However, while the U.S. sales process was top-down, introducing a strategic proposal like Envision in Europe required navigating multiple layers of middle management, making it challenging to convey its strategic value.
To address this, I transformed Envision from a flexible, customisable process into a fixed package with a clear price point:
- 6 weeks delivery timeframe
- 4 people (Experience Lead, UX/Researcher, UI Designer, Technical Architect)
- Fixed process, timeline and expectations of involvement
- Fixed list of expected deliverables including customer journeys, concepts and technical roadmap.
Furthermore, I convinced the EMEA top management to introduce specific incentives to our Sales colleagues for selling the packaged Envision offering.
This packaged approach had great success, and the package formula was soon adopted globally.
