Technical
Discovery
& Next Steps
Scenario-based sales enablement for Veeam presales professionals
Scenario
Areas
Fields
Veeam needed a way to help sales and presales professionals move beyond product knowledge and into solution selling. Rather than teaching features in isolation, this Storyline course places learners inside a realistic customer discovery conversation where they gather technical requirements, interpret customer needs, and determine which Veeam solutions best address those challenges.
The course transforms a technical discovery meeting into an interactive learning experience that reinforces consultative selling techniques while introducing learners to the tools and resources available after discovery is complete.
Technical sales conversations aren't won by memorizing product features. They're won by asking the right questions. Many new sales representatives understood Veeam's products but struggled to connect customer pain points with the appropriate solution. Without a structured discovery process, conversations often became feature demonstrations instead of business consultations.
The goal became helping learners:
- Gather meaningful technical information
- Understand customer environments
- Identify business challenges
- Recommend appropriate solutions
- Navigate the next phase of the sales process
I designed and developed the entire Storyline experience.
The interface follows Veeam's visual identity while creating a modern technical aesthetic. The result feels more like a software application than a slide presentation.
Visual design choices included:
- Dark interface for high contrast
- Bright accent colors for interaction states
- Consistent iconography
- Card-based layouts
- Minimal navigation
- Layer-based pop-up windows
- Progressive visual cues
During analysis, I realized the challenge wasn't product knowledge. It was connecting information. Sales professionals often knew individual Veeam products, but struggled with questions like:
Instead of presenting content in chapters, I structured the course around a customer engagement. Each interaction reveals another piece of the customer's environment until learners have enough information to begin recommending solutions.
This transforms passive learning into active investigation.
One of the strongest elements of this project is the progressive discovery model. Learners don't receive every answer immediately. Instead, they uncover information through multiple interactions. By the end of the experience, learners have assembled a complete technical profile before making recommendations.
Instead of asking learners to memorize information, I created an interactive Discovery Form. As learners gather information throughout the scenario, they complete the same type of discovery document they would use during a real customer engagement. This transforms learning into realistic job practice rather than a traditional quiz.
Rather than ending with a multiple-choice assessment, knowledge checks are woven directly into the scenario. Learners analyze Rachel's environment and determine which Veeam solutions address specific business challenges. Immediate feedback encourages learners to reconsider incorrect decisions before moving forward.
Several instructional decisions helped reinforce the consultative experience.
Instead of teaching products one by one, learners practice thinking like a Veeam solutions consultant. The course combines several instructional approaches:
This course helps prepare sales professionals for real customer conversations by improving their ability to:
One of the biggest lessons from this project was that effective sales training isn't about teaching products -- it's about teaching curiosity.
The best sales professionals don't begin with answers. They begin with questions.
By designing an experience that required learners to investigate a customer's environment before recommending a solution, I shifted the learning experience from product training to consultative problem solving.
Protecting Client Confidentiality
Throughout my career, I’ve partnered with organizations across healthcare, financial services, technology, and telecommunications to design learning experiences, digital products, and communication campaigns.
Because much of this work contains proprietary information, internal processes, or confidential business content, the portfolio examples presented here have been selectively edited. Rather than displaying complete courses or full project deliverables, I’ve included representative sections that demonstrate my design thinking, creative approach, and technical execution while honoring the confidentiality and trust of the organizations I’ve worked with.
Protecting client information is just as important as showcasing my work.