SAP: Using Kaltura Pitch for Video Emails

About SAP

SAP is a multinational software corporation that makes enterprise software to manage business operations and customer relations. With nearly a hundred thousand employees, they serve hundreds of thousands of customers worldwide in more than 180 countries.

How does SAP use Kaltura Pitch for sales?

SAP sales and pre-sales teams are using Kaltura Pitch to create videos throughout the sales process. Video emails are sent instead of cold-calling prospects. Playlists of associated materials can be attached. Pre-sales staff are alerted immediately as soon as a recipient watches a video, and they receive analytics on how much of the video is watched and which videos in the playlist catch the viewer’s attention. This allows them to follow up while leads are still hot, and gives them a better idea of what topics to focus on. The video messages can also be used to follow up after meetings, to make sure the most critical points are not lost.

“It’s been an incredibly effective tool at reaching prospects and getting responses that they weren’t getting before,” says Barbara Sokolow, Director Internal Experience, Web & Digital Services at SAP. “Response rates to a video message, a personalized video message, versus someone cold-calling them or sending them a whitepaper, where it gets blended in with everything else, has been huge.”

“We’ve heard from users, especially executives, that video is so much more effective in being a means to capture the attention and also create a personal connection.”
Barbara Sokolow, Director Internal Experience, Web & Digital Services at SAP

How do video emails help internal communications?

As a technology company, SAP is constantly rolling out new products, features, procedures, and campaigns. Internally, employees have embraced Kaltura Pitch as an easy and attention-getting way to update their colleagues. “Teams really appreciate the ability to create those messages themselves,” says Sokolow.

Another favorite use is for spreading news, especially news from the field, across the company. With Pitch, employees can easily record videos from either desktop or mobile.

“The barrier to entry has been significantly lowered because you aren’t dealing with the cost of going into the SAP video studio,” she says. “You are able to do it yourself and control the experience. On the whole, I think the flexibility it offers for people who wouldn’t have actually gone the route of creating a professional video or perhaps they would have done the roll out with an email or something that would be much less attention-grabbing.”

“There’s a different thing that goes on when you’re hearing directly, whether it’s from an executive or someone out in the field talking about their expertise than when you’re reading a case study on it or an email from your CEO. It’s not even comparable.”
Barbara Sokolow, Director Internal Experience, Web & Digital Services at SAP

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