Xerox Global Services (XGS) recently received the Gold Award in Marketing Excellence from the Information Technology Services Marketing Association (ITSMA). Xerox was recognized in the Enabling Sales category for a strategic Web site called Competipedia, developed with Roberts Communications.

XGS often faces the same key competitors, so they worked with Roberts to identify a new way to share information that could differentiate the company from the competition in order to increase both signings and revenue. The solution needed to find a way to gather competitive information from thousands of individuals and disseminate it to the entire sales organization in real time.

Competipedia is an interactive, secure online resource that replaces multiple internal content repositories with a comprehensive wiki-based web site that can be updated and edited by anyone, anywhere and anytime. Xerox sales reps can easily find and update competitor information and sales insights from the field with the knowledge-exchange portal, helping the company to win more business and stay ahead of the competition.

Since its launch in late 2008, Competipedia has been used by thousands of unique visitors to review and contribute content. In addition, sales teams report better meeting outcomes as a direct result of the information they have obtained from the site.

“Competipedia represents the next generation of sales tools,” said Bill Murtha, president and CEO, Roberts Communications. “In an era of instant on-line answers and interactivity, this web solution is being recognized by Xerox managers and sales teams as a significant tool to grow new business and build current relationships. It’s especially well-suited for a sales force that lives on Blackberries, Smart Phones and connected laptops.”

About ITSMA Award
Launched in 1998, ITSMA’s Marketing Excellence Awards focus exclusively on B2B marketing for services and solutions. The awards program is based on a comprehensive and strategic approach to marketing, recognizing that today’s business success requires marketers to move beyond the traditional realm of communications. The program looks beyond creative to emphasize excellence in the three most critical aspects of success: innovation, execution and business results.