FAST-MOVING CONSUMER GOODS
Building Stronger Business Alignment Through Shared Experience
PepsiCo recognized that while its IT and Sales teams were closely connected, they experienced the business from very different perspectives. To strengthen collaboration and business alignment, the organization sought to help technology teams better understand the challenges, priorities, and realities faced by the sales force in the field.
PepsiCo
THE IMPACT
400+
Employees reached through live immersive theater experiences across North India.
"The most effective partnerships begin with understanding. By experiencing the realities of the sales frontline, IT teams gained a new perspective on how their work influences business success."
— PEPSICO LEADERSHIP TEAM - IT
SCOPE
400+ Employees
GEOGRAPHY
North India
METHOD
Live Immersive
FOCUS
Cross Team Collaboration
Enabling Business Through Collaboration
As one of the world's leading food and beverage companies, PepsiCo operates in a highly dynamic environment where sales teams work at the frontline of customer engagement, market execution, and revenue growth.
To effectively support business outcomes, technology teams need more than technical expertise—they need a deep understanding of the realities faced by the functions they serve. PepsiCo sought an innovative way to help its IT teams better understand the challenges, pressures, and decision-making environments of the sales organization.
How Do You Support What You Don't Fully Experience?
The Challenge :
How Do You Support What You Don't Fully Experience?
The IT team played a critical role in enabling sales operations through systems, tools, and technology solutions.
However, while teams worked toward common business goals, they experienced very different realities.
Sales teams navigated:
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Customer expectations
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Market pressures
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Time-sensitive decisions
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Operational constraints
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Constant movement and field engagement
Technology teams often supported these realities from a distance.
"PepsiCo wanted to bridge this gap by creating deeper understanding between functions and helping IT teams experience the world of sales firsthand."
THE PROVEN METHODOLOGY
Why Artise?
"Artise's Experience-Led Transformation approach aligned with PepsiCo's objective of creating deeper understanding, stronger collaboration, and a more business-focused approach to technology support."
Rather than conducting a traditional knowledge-sharing session, PepsiCo partnered with Artise to create an experience that would help participants understand—not just hear about—the realities of the sales function.
Artise's Experience-Led Transformation approach focused on enabling participants to step into unfamiliar perspectives and build empathy through lived experiences.
Immerse
We engaged with stakeholders to understand the realities of the sales function, the role of technology teams, and the collaboration opportunities between the two.
Reflect
We identified key moments, challenges, and interactions that shaped the day-to-day experience of PepsiCo's sales teams.
Transform
We created and facilitated immersive theatre-led experiences that allowed IT teams to experience real sales scenarios, challenges, and decision-making moments firsthand.
Sustain
The intervention encouraged continued reflection and dialogue, helping participants apply their insights back to their day-to-day work.
Walking in the Shoes of the Sales Team
One of the most significant outcomes of the intervention was a shift in mindset.
Participants began to see technology not only as a support function but as an enabler of frontline business success.
The experience helped teams ask different questions:
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How does this impact the sales team?
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What challenges are they trying to solve?
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How can technology create a better experience for the business?
These conversations laid the foundation for stronger collaboration and shared ownership.
