Digital Product Training

An E-Learning that offers sales representatives the confidence to discuss product with prospects intuitively, without relying on traditional marketing materials.

Innersight Lab, a company of KARL STORZ, is a 3D modeling platform that improves surgical outcome by transforming how patient anatomy is understood preoperatively.

Since the acquisition, KARL STORZ's Sales representatives mostly rely on marketing brochures & slide decks when introducing Innersight3D to prospects. This training aims to boost their confidence & enhance their product understanding before meeting with potential buying customers.

Context

Project Outcomes

PowerPoint presentations & marketing brochures have been transformed into an informative & engaging web based training, which gives learners a structured view of Innersight3D's capabilities.

This product training was published on KS LIFE LMS - a KARL STORZ global community of over 8000 users. It was also promoted on the product sales enablement library, which received highly positive feedback.

Initial calls were made to discuss project goals, responsibilities for each member. I was the tech and design lead. The other 2 stakeholders were a subject matter expert from Innersight, and a project coordinator from KARL STORZ.

Our Action Items

Define scope & learning objectives
Decide project rollout methods (KS LIFE LMS, Viva Engage social platform, Sales Enablement library, product SharePoint page)

Stakeholder Alignment

As I proposed, the project team agreed on a new training structure that follows a deductive manner:

Introduction to Innersight3D (why it's important) • How to use Innersight3D • Current developments • Sales approach & competitive landscape

Our Action Items

Define content that covers each chapter, as well as learning objective of each chapter.
Collect & create media necessary for each chapter.

Training Structure

Project team gathered to discuss ideas that actively engage learners. We came up with some cool solutions that invoke their curiosity around Innersight3D.

Our Action Items

Create challenges that make the training more engaging:

To show how seamless it is with Innersight3D, learner is required to spot a tumor on an MRI image vs on a 3D model.
Challenge learners to measure a tumor's diameter as if they were a real surgeon.
Give learners a chance to role play by answering questions from potential customers

User Engagement

The training received initial feedback from project team, which then was sent out to organization for first impressions.

Certain rules & conditional logics were established to optimize learning outcomes.

Our Key Decisions

Learners cannot proceed to next slide until 90% of current slide is consumed.
Feedback must be given on quizzes so learners understand how they got it wrong.
Learners can only unlock the next chapter once the current chapter is completed.

Iterating and Testing

The Final Design

Approachable training with clear structure

The training offers learners an insightful overview of Innersight3D. Once completing current chapter, learners can unlock the next one.

Learning through gamification

Learners are given multiple opportunities to interact with Innersight3D platform. For example, this figure shows how they can navigate to the web app's menu to seamlessly measure a tumor's diameter, report the answer, and check if it's correct.

Preparing learners for challenges on the field

Learners get to role play as an Innersight3D agent, who can provide a thoughtful answer to all product related questions from prospects. This helps to train their reflex & boost their confidence.

Project Impact

After being promoted on Viva Engage for a week, the E-learning has reached over 2,300 views and 12 shares, together with exciting user reactions.

The training frequently receives positive feedback from users, such as this enthusiastic review from a regional sales manager from KARL STORZ Austria.

Key Takeaways

Leverage AI for timely & efficient technical support.

This training was built on Articulate Storyline. More often than not, I had to deal with development issues, rather than design issues. Learning to tailor my prompts to the highest specification level has unlocked AI's ability in providing me super efficient code snippets, which I can use to enhance user experience.