How do you ensure every salesperson and partner tells the same technical story?

Why do partners each tell a different story?

Because explaining takes effort, and everyone does it in their own way. Technical products are difficult to summarise, so salespeople choose what they consider important. The result is that customers in different countries hear different things about the same product. That affects your brand recognition and makes it harder to safeguard your unique selling points.

Anyone who travels all over the world to tell the story themselves cannot sustain it. Thales put it this way themselves: it is time-consuming to travel across the globe to tell the story.

What does a visual sales kit contain?

A sales kit is more than just a video. At Thales SOTAS , it consists of 3D animations with audio, visuals, and shorter animations, brochures, presentation templates, and exhibition materials. Everything is created from the same 3D environment and the same models, ensuring it looks identical everywhere and conveys the same message.

We call that the single source philosophy: creating material once and reusing it for other forms of content. The core is a 3D product model library. The animations, stills, and brochure images all originate from that library. If you want to add an additional asset later, such as a product explorer or an AR application, you build on what already exists.

It also works for an extensive product range. Edel Grass supplies artificial turf systems with many variations in colour, structure, application, and scale. For them, we built a digital product portfolio: a complete 3D ecosystem based on the technical designs and material data of the products. This allows sales to switch effortlessly from renders to animation, without having to commission new imagery every time.

How do new colleagues and partners get to know the product quickly?

A library also helps within your own organisation. At Edel Grass, the visualisations make the technical differences between products clear, which proved to be of great value internally for training and onboarding new employees. Anyone who needs to learn a multi-layered product range with many variations can see the difference more quickly in a consistent visual than in a stack of product specification sheets.

The same applies to partners. Those who do not build the product themselves specifically need an explanation that does not rely on interpretation.

How do you ensure it works in every market?

A sales kit must also work in the language and context of the recipient. For Brink Climate Systems, the assets were developed in nine languages, ensuring the product's value is presented globally and uniformly. By working from a single model, the imagery does not need to be recreated: the language changes, but the visuals remain the same.

For the salesperson, what matters most is that the material carries the explanation. Thales describes the imagery with audio support as an asset that helps explain what SOTAS is and what benefit it offers a customer.