Diligent, a pioneer in modern governance, was in need of a sales enablement solution to aid its sales representatives in skills development and reinforcement. The company was seeking a tool that could provide powerful insights to infuse knowledge in coaching conversations, ultimately reinforcing the skills of the sellers. Aisha Wallace-Wyche, the Vice President of Global Training and Enablement at Diligent, was tasked with ensuring the commercial teams were equipped with the tools to succeed in their roles. She was responsible for designing and implementing programs based on understanding market dynamics, customer needs, competitive positioning, and product features/benefits. She also oversaw Diligent’s sales enablement tech stack. In the Spring of 2018, Aisha began exploring sales enablement solutions that could help her reps with “skills development and reinforcement.”

The Premier Agent Sales team at Zillow Group was facing a new and sudden reality: its entire team was forced into a remote-only environment due to the global pandemic. More urgently, they needed to find a way to pivot their business strategy to meet the needs of an uncertain market. The team was exceeding expectations, performing quite well. The question: “How could that run rate be maintained (or even grow) throughout the pandemic?”

Addepar, a fast-growing wealth management platform, was facing challenges in making the most of their sales leaders’ time. Creating relevant action plans was difficult, and achieving desired results required a lot of coaching time to penetrate cross market segments. The sales leaders were struggling to balance their work responsibilities with their personal lives, and they needed a solution that would allow them to work more efficiently and productively.

Aircall, a global, cloud-based call centre and phone system solution, was facing challenges in its sales process. The company's sales world was dominated by hypotheticals and role-play calls, not reality. The lack of data-backed insights made it difficult for the sales team to measure and improve their performance. The company was also struggling with coaching and onboarding new hires. The traditional method of call shadowing was not efficient, and the bank of recorded calls they relied on was not as powerful as they needed. Aircall needed a solution that could provide data-backed insights into their sales calls, improve their coaching and onboarding process, and help them make strategic business decisions.

Cognism, a rapidly growing sales intelligence company, was facing a challenge of visibility into its sales organization. The company wanted to ensure that all its sales representatives were aligned on messaging and that coaching was actually improving their close rates. However, without visibility into customer conversations, Cognism was missing out on valuable insights that could improve onboarding, coaching, up-skilling, and close rates. The company needed a solution that could provide them with data-backed insights into customer interactions and sales processes.

monday.com, a SaaS work management software company, wanted to align its sales reps and go-to-market teams on the company’s new brand messaging. The company also aimed to promote more effective pipeline reviews and one-on-ones, assess whether the new messaging landed well in the market, and uplevel client partnership. The challenge was not just launching a new initiative or making people aware of the behaviors that need to change, but everything that comes after the training and launch, like getting them to adopt and maintain those new behaviors. The new GTM messaging needed to be rolled out across its sales team, its customer success team, and all the remaining employees at monday.com — no small task.

Sprout Social, a social media management and optimization platform, was looking for a scalable, data-driven way to understand whether its sales teams were adopting new training methodologies, improving deal execution, and creating a seamless experience for prospects and customers. The company was using a call-recording tool that enabled sales managers to listen to calls as they happened, but it lacked visibility, insights, and analytics. Sprout Social wanted a solution that could provide more detailed insights into its sales process, similar to what it does for social media. The company also wanted to track the successful implementation of new sales training methodologies and leverage deal execution capabilities to ensure that deals in the pipeline were on a path to closing.

The Customer Success team at Momentive wanted to improve the quality of their customer conversations to enhance sales and customer outcomes. They needed a solution that provided visibility into what customer success managers said during calls and a scoring methodology to keep everyone on track. The global team had to adapt quickly to remote working due to the pandemic, which caused variability in the customer experience. The team needed to ensure that they were having high-quality, outcome-driven conversations with customers, where Momentive acted as a trusted partner.

Uberflip was facing a challenge of lacking momentum due to the absence of data-driven insights across the organization. This was hindering their ability to increase their win rates and strategically align their teams. They were unable to forecast accurately and identify potential risks in their deals. They were also struggling with pipeline health and deal momentum. The lack of visibility into deal health and the inability to identify risks in time was a major obstacle.

Zenefits, a cloud-based SaaS tool for HR teams, was facing a challenge with their early stage conversions falling off after the demo stage. They were unsure why this was happening and needed better information to understand where to focus their efforts to improve their sales reps’ early conversion and win rates. They wanted to dig deeper into their data to uncover opportunities they might be missing at both a macro and a micro level. The company’s sales cycle is parsed out in stages and they needed visibility mid-deal to turn insights into action right away.

Stansberry Research was facing a challenge of accessing the right data at the right moment to swing deals in their favor. They were overwhelmed with information but lacked a platform that could highlight opportunities and provide call reports to solidify their deal strategies. The team needed analysis that went a layer deeper so they could stay one step ahead of clients. They were using random samplings of calls to set a coaching plan, but found that simply reviewing positives and negatives in a few calls didn’t have the impact they wanted.

Cipla, a global pharmaceutical company, faced a significant challenge when the COVID-19 pandemic hit. One of the cornerstones of Cipla’s learning programs is its onboarding, which was traditionally held in person and ran between seven and 11 days. With over 2,000 new hires annually and face-to-face learning no longer feasible, the team at Cipla needed to adopt a new, virtual approach to the program without disrupting the learning and development of an entire cohort of new hires. The challenge was to create a virtual onboarding and ongoing learning program that was engaging, accessible anywhere, and could effectively measure skills to identify knowledge gaps.

Integrace Health, a pharmaceutical company based in India, was facing challenges with its sales readiness platform. The platform was under-utilized and not widely accepted by employees across the sales hierarchy. The company also acquired a new business that was not as mature as other areas of the company, leading to inconsistency in sales enablement initiatives across the organization. Shripad Shukre, Integrace Health’s sales training lead, recognized the need for a standard for uniformity. The company also had to deal with the challenge of some parts of the organization relying on WhatsApp groups and presentations of 60+ slides to train their sales teams. The acquisition of a new business focused on women’s health, which was not as sophisticated in its controls and behavior as other parts of the business, further complicated the situation.

Veracyte, a genomic diagnostics company, faced challenges in rapidly rolling out detailed technical knowledge and sharp messaging for multiple product launches. The company's sales team was growing rapidly, requiring targeted content for both new hires and ongoing content for the existing sales team. The offline training content was hard to update and lacked a mechanism to track review, retention, and fluency across a growing team with diverse tenure. As Veracyte scaled, they grew their sales team over five times in size to support multiple product launches and market demand. The company held four sales training classes in the first half of the year to meet the need of roughly 40 new sales hires. The traditional manual management of sales onboarding and ongoing training with PowerPoint presentations and folders filled with technical information was no longer practical to deliver training effectively.

Unum, a company that provides access to various benefits through workplaces, was facing several challenges. They had duplication of sales content in multiple locations and manual processes that impacted their ability to track content. Their existing tools were cumbersome to learn and use, and their classroom training was time and resource-consuming. With ambitious growth plans, Unum was in the midst of digitizing their entire enterprise, leveraging technology to take them to the next level and achieve their audacious goals. Specifically, leadership was eager to see how the Unum enablement team could up-level and modernize training and get sales and customer-facing staff up to speed as quickly as possible.

Endologix, a global medical devices company, faced challenging market conditions that required highly focused sales training. The process of product knowledge certification was taking too long, delaying revenue. The company's sales enablement was limited, described as an 'army of one'. The company needed to leverage manager coaching to expand sales enablement’s reach. They also needed a better way to deliver content to their reps who are clinical specialists that practically live in hospitals, so they work off their iPads or cell phones.

Ola Cabs, one of the world’s largest ridesharing companies, was facing a challenge in onboarding new sales representatives quickly without compromising the quality of training. The company wanted to track training adherence and certify reps based on passing key milestones. They also wanted to measure the quality of training to ensure accuracy. The company was expanding beyond its home network in India to Australia, New Zealand, and the United Kingdom, and needed a solution that could scale with its growth.

Elmo Motion Control, an Israel-based company that designs, manufactures, and implements comprehensive, field-proven motion control solutions, was facing challenges with its sales enablement function. The company's initial training was based at the company’s headquarters in Israel, requiring new sales reps to travel in from all over the world. This made onboarding complex and difficult as the sales enablement team had to navigate around travel delays, coordinating schedules and speakers, and running the in-person training sessions. The company needed a way to make sales readiness accessible and wanted onboarding to start on day one, not in month two when the new hires could finally make it to HQ. Additionally, communicating effectively with reps in the field was another critical challenge for Elmo. The company was using an enterprise data platform, but it was used mainly as a place to store content and data and was not very effective.

Waystar, a leading provider of revenue cycle technologies for healthcare organizations, faced several challenges. The company wanted to reinforce its sales representatives' understanding of a complex, constantly changing industry and improve their product knowledge and sales pitches. The company also aimed to scale enablement for a large, rapidly expanding sales team and reduce reliance on resource-intensive instructor-led training. The company's sales enablement depended heavily on instructor-led training, which meant taking sales reps away from productive activities in the field and into a classroom. The data on training participation was dispersed across multiple spreadsheets and stored in various online repositories. Without objective measures, managers could only fall back on subjective impressions of reps’ sales readiness.

Appier, a global provider of AI-powered marketing automation software, was facing challenges with its rapidly growing sales teams. The teams needed just-in-time training and frequent knowledge updates. Moreover, the teams were geographically distributed and working in different time zones, making it difficult to monitor enablement without analytics. The company needed a flexible and simple sales enablement solution to address these challenges.

Trimble Viewpoint, a leading global provider of integrated software solutions for the construction industry, faced a challenge in onboarding new hires. Prior to 2018, the company did not have a sales onboarding program. New hires would undergo a four-week in-person 'bootcamp,' which was not scalable or repeatable. This process consumed all the time of the sales enablement team, which at the time was just two people. With more than 8,000 clients worldwide and a growing sales team, Trimble Viewpoint needed a way to scale their sales enablement function.

When the COVID-19 pandemic hit, CM Group’s entire company shifted to working remotely. This meant they were faced with a challenge they hadn’t experienced before: finding ways to onboard new hires virtually. On top of this, CM Group still had to train and motivate their existing employee base remotely. They had access to multiple enablement platforms but were struggling to streamline them into one consistent process. CM Group’s global enablement team needed to bring all of their brands into one unified readiness platform that all of their employees could use. Two of their brands were already using Lessonly, while another used Mindtickle. When the COVID-19 pandemic began, the quarantine accelerated CM Group’s need to implement Mindtickle for its entire workforce across the globe.

The company was experiencing rapid growth in its sales team, which necessitated a faster and more efficient onboarding process. However, they had limited resources to support enablement initiatives. The technical nature of their product lines and the diverse learning styles of their team members required a range of training options. Prior to implementing a solution, they had no learning management system or enablement tool in place.

The company was facing challenges in scaling its onboarding process to match its rapid growth. The existing in-person training was not maximizing time or resources and was struggling to deliver consistent training to the remote sales team. The continuous product development meant that the training materials quickly became outdated. The company needed an onboarding program that could scale with the business, provide a solid foundation of scientific knowledge, be accessible on demand by the remote sales team, host a detailed subtype library, be easily updated to match product development, and notify and enable salespeople on new regulatory changes.

SecureAuth, a provider of flexible and adaptable identity and access management solutions, was facing challenges with its sales enablement process. The process was disjointed, spread across multiple systems, and the content was outdated with no ability to track engagement. The onboarding experience was hands-on, clunky, and time-consuming for the enablement team to manage. This was ineffective for reps and did not reflect the synchronicity being executed in the field. SecureAuth needed to reevaluate how they were going to manage internal enablement to reflect the versatile solution used by customers.

The company, a leader in IoT cybersecurity, experienced significant growth after capitalizing on a market shift towards cybersecurity. This growth led to an expansion of their sales organization from 30 sales reps to almost 200. However, this rapid growth presented several challenges. The company needed to increase sales rep productivity and revenue generation to keep up with market demand. They also needed to improve their infrastructure to support sales, including operations, process, and enablement. Furthermore, they needed better forecast accuracy. The sales process had seven stages, but attendance across the stages and adherence to following the engagement model was haphazard. This diminished productivity and efficiency in the sales process and also impacted the business’ forecast accuracy.

Smartsheet, a cloud-based platform used by over 90% of the Fortune 100, was in hyper-growth mode and needed to scale its enablement programs with the company's growth. The company had no formal enablement programs in place when Glenn Clark, Director of Sales Enablement, joined. He built a self-service onboarding program using Smartsheet to host links to content that could be updated in real-time. However, as the company's sales organization was growing rapidly, Glenn wanted to take the onboarding program to the next level. The organization had just rolled out the Challenger Sales Model and a new Smartsheet digital playbook to over 130 salespeople. To ensure this new sales model was adopted and successful, he needed an efficient way for salespeople to record their pitches, for managers to evaluate recordings and provide feedback, and to certify salespeople quickly and at scale.

Introhive, the world’s fastest growing AI-powered sales and relationship intelligence platform, faced several challenges due to the COVID-19 pandemic. Despite these challenges, the company maintained its growth pattern. However, it had to scale quickly and streamline its onboarding process without an enablement platform in place. The time-to-first-sale for new hires and overall sales cycles were running longer than expected. Content, including learning paths, was housed in disparate systems and was difficult for sales reps to find and access. These challenges exposed the need for comprehensive enablement to help Introhive engage with and develop their team at scale, while ensuring their success.

Infoblox experienced a surge in business during the COVID-19 pandemic as more businesses required their solutions to secure devices on remote networks. As a result, the Infoblox sales organization needed to scale its enablement program and improve rep performance. The team had access to various systems and resources, but they lacked a systematic and interconnected platform that could build knowledge, equip reps with content, and track their field abilities. They also faced challenges in providing user access to different systems for enablement and content. The scattered information across multiple systems could not be analyzed effectively. The team needed a way to consolidate and simplify their tech stack to support their growing business.

In summer 2020, Medallia was ready for a new Learning Management System (LMS). Its current tool was on its way out, and Medallia was ready for a new solution to better support and streamline its sales onboarding process. The company was looking for a tool that offered more functionality than the other tools they were considering. The challenge was to find a solution that could effectively manage the onboarding process for a large company with frequent promotions, new hires, and exits.