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Menemsha Group Transforms its GTM Strategy with Mindtickle accounting for 95% of licensing revenue
Technology Category
- Platform as a Service (PaaS) - Application Development Platforms
Applicable Industries
- Education
Applicable Functions
- Human Resources
- Sales & Marketing
Services
- Training
The Challenge
Menemsha Group started as a traditional sales training company, hosting live workshops and webinars for its client base of IT recruiting companies. Clients loved the content, but had no way to measure results of the training over time. Beyond the half-, full-, or multi-day session, there was no method for quantifying or certifying knowledge. Additionally, Dan Fisher, Menemsha Group’s founder, needed to re-evaluate his content delivery methods with the goal of being able to scale his business and take on new clients without the drastic additional headcount required for in-person training. He also needed a way to deliver a quantifiable service so that clients engage with him on an ongoing basis, rather than one-and-done training sessions. Menemsha Group reached a point where it was only generating revenue when Fisher and his team were out in front of customers, working around the clock—and burnout was setting in. In an effort to scale the business without increasing work hours, they experimented with different learning management systems (LMS), all of which they found to simply serve as content repositories.
About The Customer
Menemsha Group is a company based in Boston, Massachusetts, founded in 2008. The company size is between 2 to 10 employees and operates in the Sales Training industry. Menemsha Group provides training content and services for recruiting companies, mostly in the IT sector. Its online solutions help clients accelerate win rates and improve performance of sellers, recruiters, and managers. Menemsha Group utilizes the Mindtickle platform to offer a comprehensive enablement program—including robust analytics—to its client base.
The Solution
Menemsha Group became experts on the Mindtickle platform, and within months, the company completely overhauled their go-to-market strategy with the solution, training hundreds of reps at a time rather than a few dozen at most. The business has evolved from one-off workshops to a fully-transformed SaaS model that provides onboarding, training, and ongoing enablement. Using technology to deliver Fisher’s recruiting IP content and provide tools like conversation intelligence and coaching, Menemsha Group enables companies to track rep engagement and how knowledge is being applied in the field—packaged up in one efficient program. Beyond delivering onboarding and enablement content, Fisher and his team have implemented conversation intelligence and coaching into their client services to further improve and certify sellers’ knowledge and performance. Clients have better insight into what’s happening on sales calls so they can tie results to training, identify gaps, then provide more impactful coaching to every individual. Not only does this offer more benefit to clients, it’s also created new revenue streams for Menemsha Group.
Operational Impact
Quantitative Benefit
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