The challenge
Enterprise buyers needed to understand the service, its technical scope and its relevance to their requirements. Sales needed materials that made that detail useful in a commercial conversation.
Technical expertise.
Sales-ready substance.
Enterprise proposals, RFP responses, service decks and continuous-protection retainer materials, developed with Sales and engineering.
My contributionEnterprise sales content · RFP responses · Technical coordination · Service decks
Enterprise sales contentWorkflow illustration · Internal proposals are not shown
From technical scope
to a buyer’s decision.
01 / UnderstandBuyer
needs
needs
02 / DefineService
scope
scope
03 / ExplainThe
proposal
proposal
Proposals & RFPs
Explain the offer and technical scope in the context of a particular enterprise opportunity.
Service & pitch decks
Make the service understandable in a sales conversation, with a narrative Sales and engineers can stand behind.
Retainer materials
Describe the continuous-protection offer and bring the ongoing service into focus.
Public customer proof
Explain the customer’s context, the work performed and the supported technical outcome.
What I owned
I developed and coordinated enterprise proposals, RFP responses, pitch and service decks, and materials for continuous-protection retainers. I worked with Sales and engineers to describe the offer, resolve technical questions and bring the pieces together for major client opportunities.
A decision I made
I brought Sales and engineering input into the same content process: start with the buyer’s requirements, establish the service scope with specialists, and organize the proposal around what that buyer needed to evaluate.
What changed
Buyer-specific materials used in enterprise sales and retainer opportunities. Alongside this internal work, I produced 30+ customer stories and case studies that translated technical delivery into public customer proof.
Related public work
See the customer proof.
ROZO’s audit findings and remediation are the audit team’s and customer’s results. My contribution was the customer-story writing.