Facing both technical and communicatiive challenges the agency decided to build an emotional world surrounding the software on a CD-ROM. Starting with an emotional entry the user is surprised by the smooth way of being introduced to a technical and complex product. Introducing role models coping with daily issues the prospects were facing themselves, the multimedia feature shows the capability of the solution. By leading users through a guided tour they are given only relevant information in a convincing way without causing an overload. The Flash MX technology enables short adaptation cycles by addressing out-sourced files that can easily be replaced.

Choosing the multimedia feature on CD-ROM generated outstanding results:• Using Flash MX technology secured a linear decreasing cost progression per piece.• It ensured country adaptation within 3 days.

• The multimedia feature on the CD-ROM created high-quality first touch contacts and opened the door for further sales actions. SAP was able to hand out the CD-ROM to over 50,000 prospects in several countries which generated qualified leads.• The high quality of the CD-ROM is recognised by SAP itself, it is even used for internal training and given to SAP Partners as a sales tool.