1. Challenge:

I working in a software company and need proactively engage cloud service opportunities with

enterprise customer, however, my sales team in company are all senior sales and sales behavior

is license selling model , not solution selling model , we face big challenge for selling service

instead of software.

2. Selection: Our cloud team has already gone through Universidad Nacional de Colombia D-School design

thinking activities last week, so we are ready to try this new learning launch process

as below. Broadly speaking, the learning launch is an experiment tool to quickly test  a selling idea and pitch to enterprise customer and select the right selling workload  pitch in different industry .

3. Application:

For our first learning launch, we focused on selling pitch of our opportunitites in our

pipeline forecast list. In particular, we wanted to see if we could select the key pitch

bullet according to customer industry background and the pain and gain from  function view for our selling strategy assumption. We also need re-structure our  resource and team member to adapt the methods. In order to this tested our  assumption that the selected pitch value creation are best practice for manufacture  industry . Our cloud team went through a one-day workshop with a 3M opportunity

project. Next, we visited our customer’s CEO and provide our selected value selling  pitch and solution road map to him. In this meeting, we got positive feedback from  customer and we plan to visit him again after Chinese New Year. To prepare our  second learning launch, we will focus on gaining clarity about customer business

model development and innovation direction. Additionally, we need convince the

three CXO key stakeholders from other 22 business insight include marketing  department ,RD and IT department . The proposal will be included questions about  our new proposed process the priorities of service solution, and were conducted  within a two-week timeline.

4. Insight:

By applying the learning launch tool, our cloud team identified our assumptions in

different industry plan and plan the test assumptions time table. I also found most

member think the service selling in traditional software selling thinking model . From  this new workshop insight, we re-structure our team member by different industry  group and went through the detail for all opportunities engagement activities  results, expecting to find that a more agile approach would improve our selling  process and decrease our selling cycle, and that both our team and the key leader

would be fairly open to the new approach and working model. Moving forward, our  team will review this insight and incorporate it into future new solution selling launch  designs such as IoT.

5. Approach:

Given that our team has already gone through the new design thinking activities and  prove the learning launch is the appropriate tool. As previously mentioned, our team  will review the insight again from our learning. Storytelling will be our next tool  approach to enhance our selling pitch to train every seller and try to make the selling

process be more repeatable and scalable.

6. Organzation:

I will hire and leverage more industry expert into our sales team and share more

design thinking workshop by quarterly in the team .


1 . Challenge : I working in a software company and need proactively engage cloud service opportunities with enterprise customer , however , my sales team in company are all senior sales and sales behavior is license selling model , not solution selling model , we face big challenge for selling service instead of software . 2 . Selection : Our cloud team has already gone through Universidad Nacional de Colombia D - School design thinking activities last week , so we are ready to try this new learning launch process as below . Broadly speaking , the learning launch is an experiment tool to quickly test a selling idea and pitch to enterprise customer and select the right selling workload pitch in different industry . 3 . Application : For our first learning launch , we focused on selling pitch of our opportunitites in our pipeline forecast list . In particular , we wanted to see if we could select the key pitch bullet according to customer industry background and the pain and gain from function view for our selling strategy assumption . We also need re - structure our resource and team member to adapt the methods . In order to this tested our assumption that the selected pitch value creation are best practice for manufacture industry . Our cloud team went through a one - day workshop with a 3 M opportunity project . Next , we visited our customer ’s CEO and provide our selected value selling pitch and solution road map to him . In this meeting , we got positive feedback from customer and we plan to visit him again after Chinese New Year . To prepare our second learning launch , we will focus on gaining clarity about customer business model development and innovation direction . Additionally , we need convince the three CXO key stakeholders from other 22 business insight include marketing department , RD and IT department . The proposal will be included questions about our new proposed process the priorities of service solution , and were conducted within a two - week timeline . 4 . Insight : By applying the learning launch tool , our cloud team identified our assumptions in different industry plan and plan the test assumptions time table . I also found most member think the service selling in traditional software selling thinking model . From this new workshop insight , we re - structure our team member by different industry group and went through the detail for all opportunities engagement activities results , expecting to find that a more agile approach would improve our selling process and decrease our selling cycle , and that both our team and the key leader would be fairly open to the new approach and working model . Moving forward , our team will review this insight and incorporate it into future new solution selling launch designs such as IoT. 5 . Approach : Given that our team has already gone through the new design thinking activities and prove the learning launch is the appropriate tool . As previously mentioned , our team will review the insight again from our learning . Storytelling will be our next tool approach to enhance our selling pitch to train every seller and try to make the selling process be more repeatable and scalable . 6 . Organzation : I will hire and leverage more industry expert into our sales team and share more design thinking workshop by quarterly in the team .