Sales & Pre-Sales · Course S1Lesson 3 of 3
Industry plays
8 min read- Run the logistics, retail-kiosk, and frontline narratives end to end
- Map discovery answers to the platform pieces that solve them
- Recognize which play a prospect is describing
Positioning gets attention; a narrative that mirrors the prospect's day gets a second meeting. Three plays cover most of the pipeline.
The logistics play
The fleet: rugged handhelds, driver tablets, scanners — corporate, dedicated, mobile by definition. The pains: devices wander off, drivers improvise communication, nobody knows where anything is, support means shipping hardware back. The story: zero-touch enrollment straight into locked-down dedicated mode; WeTrack for live location; WeTalk replacing the WhatsApp-group chaos; lost/stolen lifecycle with remote lock and wipe; WeSupport when a device misbehaves three hundred kilometers away. The close: count the devices, count the separate tracking and comms subscriptions, watch the TCO math do the work.
The retail kiosk play
The fleet: ordering kiosks, price checkers, signage, POS companions — distributed across sites with no IT on premises. The pains: a frozen kiosk is lost revenue and a bad look; updates break things at the worst hour; content (menus, prices, promos) drifts out of date per store. The story: kiosk-mode lockdown so the device is the app; remote restart and WeSupport instead of a site visit; WeBox pushing current content everywhere at once; Patch Management so updates land on the quiet hours. The close: cost of one truck-roll per store per quarter versus the platform.
The frontline play
The fleet: shared and issued devices for shift workers — warehouses, hospitals, hotels, floors. The pains: devices change hands daily, communication is fractured, personal apps creep onto work hardware. The story: managed profiles and app policy keep devices work-shaped; WeTalk gives every shift PTT-grade comms; screen-time and app-usage visibility keeps the fleet honest; enrollment methods that make handovers and replacements a non-event. The close: one platform, every shift, no per-app sprawl.
Running discovery toward a play
Four questions surface which play you're in: What devices, and who owns them? Who holds them all day? Tell me about the last time a device problem cost you money. What else do you pay for around device management? — then tell the one story that matches, in the prospect's own vocabulary. One narrative told well beats three told fast.