Having developed an innovative way to significantly reduce beer brewer’s carbon footprints, Novozymes required an iPad and desktop app to help sales representatives prepare to convey the facts, dispel the myths and handle objections from potential customers.

For this project I created a storyflow allowing users to roleplay interactions with different stakeholders along the decision making process. Based on input from CEOs, R&D managers, and marketing and purchasing departments, the story walks the user through the entire sales process and puts key product knowledge at their finger tips.

As well as developing the app concept and aligning design and UX, I scripted each interaction – from  initial cold call to sales pitch – to challenge users to mobilise specific value arguments, handle objections and even change tactics when needed. Actors were found to represent the CEO, marketing manager, technical officer and purchaser. I scripted specific sections for each and provided support during filming.