Business problem:
Alignment
Education
Serious games used:
Knowsy
Serena builds and sells tools for software development. Their prospective customers go through a complex decision-making process before buying. The success of their sales efforts, therefore, depends on understanding this process.
Serena uses Knowsy to to help the sales team unravel this puzzle. Knowsy teaches a salesperson the priorities of the customer, which are usually not what new salespeople assume they are. Since the decision-making process involves multiple people in different roles, Knowsy helps the sales team understand how priorities differ across these roles. For example, while a developer might not care that much about security, the company’s security and compliance officer certainly does.
For more information…
Video in which Kevin Parker, VP and Chief Evangelist, describes the Social IT game.
