Sun Microsystems

The workstation marketing group was having trouble getting the attention of the Sun sales force. Wintel workstations were challenging Sun's territory in key markets. The new director of marketing wanted to introduce a customer-centric solutions approach (instead of speeds and feeds) and enable the sales force to sell workstations more easily. We integrated Sun's strong brand guidelines into a range of customer and field deliverables (Web/CD, print, video) and contributed to the most successful workstation sales program in the company's history.

Deliverables for Technical Computing Solutions Campaign:

• Technical vision plan and presentation
• Modular sales presentations updated for multiple product launches
• www.sun.com/desktop public Web (redesign plus maintenance)
• Desktop intranet (two design phases plus maintenance)
• desktop.cd mini-expert system for sales
• CD repurposed for reseller extranet
• FastFacts sales guides for volume sales initiative, software engineering markets, graphics, financial markets, EDA, MCAD, and the thin client enterprise appliance.
• Sales training video
• Product splash screen prepared for localized versions

Collaborating with To the Point

• Orr Consulting
• The Visual Group
• S4i
• Media Net Link
• Big Chief Partners
• Garthwait & Griffin Films
• Peter Fox Photography