The brief
A SaaS company moving upmarket from small business customers to enterprise accounts, where the existing sales deck and one pagers were built for a faster, less formal buying process and did not hold up in front of a procurement committee.
How we would approach it
Separate the deck from the leave behind
A live pitch deck and a document a prospect forwards internally to colleagues who were not on the call need to work completely differently. We would build a presenter led deck for the live conversation and a separate, fully self explanatory one pager and longer leave behind for internal forwarding, instead of trying to make one document do both jobs.
Build a security and compliance one pager early
Enterprise buyers ask about data handling, uptime, and compliance before they ask about features. A dedicated one pager addressing this directly, built alongside legal or the product team, would be prioritised ahead of more feature focused collateral.
Create a comparison sheet grounded in the prospect's actual alternative
Rather than a generic competitor comparison, a comparison framework built around the realistic alternative an enterprise buyer is actually weighing, whether that is a direct competitor or simply staying with an internal spreadsheet process.
Design for forwarding, not just presenting
Every asset built with the assumption it will be screenshotted, forwarded, and read without the original salesperson in the room to add context, since that is how enterprise deals actually move internally.
What this approach is built to deliver
A sales team equipped to hold their own in a formal procurement process, with collateral that keeps making the case for the product even after it leaves the room and gets forwarded to people who never spoke to anyone at the company.