How do you go about enhancing your own customer engagement approach and, and your marketing strategy, as a result of moving to more virtual meetings?
Sales and marketing teams are often the people who gain the most from face-to-face meetings, working around a desk and getting that creative conversation going. Replicating that in a virtual environment is really hard.
Many of our customers have talked about this, and we’ve had to devise an alternative way to meet the desire to talk to multiple customers, to energise from individual to individual, to reach out and communicate. I think it’s tough, but with virtual technology, customers can access materials and look at organisations in a much more focused manner. If we can share information that is targeted, it strengthens our position, but on the flip side, this environment gives an advantage to names that are already well known in the marketplace. It’s harder to break through if you don’t have that name and reputation.