Case study
STELLARIX Making the cloud understandable before selling it
A virtual private server cannot be sold to someone who does not know what one is. We produced the video that turns a piece of infrastructure into something an executive can picture, and then decide on, for STELLARIX.
The context
STELLARIX hosts data in Madagascar. Founded in 2021 within AXIAN Telecom, it is the country’s first private, neutral operator in the field: colocation, cloud, virtualisation and interconnection, in its own data centres.
Its virtual private server offer posed a particular sales problem. A VPS is neither a product you can see nor a service you can describe in one sentence. The executive who ought to buy one knows they “need servers”, without knowing what renting a virtual machine involves, or why it would be better than the box sitting under a desk.
A salesperson can explain it. They cannot explain it a thousand times.
What we produced
An explainer video of almost two minutes, on the cloud and the virtual private server.
Making visible what has no image
The underlying work was finding representations: a server dividing, a load rising, a resource added without unplugging anything. Infrastructure has no appearance of its own — everything you show of it is a metaphor, and the only criterion that counts is that it does not lie.
The cloud marked VPS, which recurs from one end of the film to the other, plays that part: it gives an object to a notion that has none.
Two minutes, and that is a decision
The format is long for a brand video and short for the subject. It is set to the time it takes a non-specialist to move from “I don’t know what that is” to “I can see what it would do for us” — no more.
Nothing is sold before that shift. The video does not open on STELLARIX; it opens on the viewer’s problem.
A tone that does not talk down
The register was held halfway: vivid enough for a non-technical executive, accurate enough not to make an IT director wince. That is the hardest line to hold on an infrastructure subject, and the one that decides a supplier’s credibility — a pretty but wrong explanation costs you the client at the first technical meeting.
What it changes
The video works upstream of the sale, in the place where STELLARIX cannot be present. It absorbs the first conversation — the one that defines the terms — so that the second can finally be about the client’s real need.
For an operator that has to establish a category of service and make its name in it at the same time, that is the best possible use of two minutes.
The film
The film, as delivered
Play the video: STELLARIX — the virtual private server explained More work
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