showpad's content activation platform at the core of your commercial excellence stack...
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Sales enablement platforms as backbone of the commercial excellence stackGCE Summit Amsterdam Netherlands
07/06/2016
Mario Haneca@Hanecam
How do we get our growth engine back on track
‘17‘16 ‘18‘10 ‘11 ‘12 ‘13 ‘14 ‘15
58.1%63.0% 58.2%
‘19TIME%
sal
es re
ps a
ttain
ing
thei
r quo
ta
Sales Velocity
Sales VelocityTuning your sales engine
DEAL VALUE
LENGTH OF THE SALES CYCLE
NUMBER OF DEALS HIT RATE
Our beliefs and insights
INTEGRATEDSALES
ENABLEMENT
DRIVINGPRODUCTIVITY
CONTENTACTIVATION
ENGAGINGINSIGHTS
-
1
CONTENT
% NOT USED BY SALES
2
ENGAGEMENT
% OF MEETINGS ADDING VALUE
3
PRODUCTIVITY
ACTIVE SELLING TIME ?
AUDIENCE EXERCISE – 3 QUESTIONS – 120 SECONDS
The efficiency & effectiveness of the sales rep
70% OF THE CONTENT
CREATED BY MARKETING
IS NEVER USED
ONLY 19%
OF MEETINGS
ARE VALUABLE
TO EXECUTIVE BUYERS
ONLY 22% OF
THE TIME IS
USED FOR
ACTIVE SELLING
PRODUCTIVITYCONTENT ENGAGEMENT
ACTIVATE &CONTROLCONTENT
PUSH
RECOMMEND
PERSONALIZE
70% OF THE CONTENT
CREATED BY MARKETING
IS NEVER USED
Activating the content – Testimonial
• Challenge • Portal – massive product & service line• Low usage• 2500 – 5500 resellers
• Benefits• Organised content• 60 user groups based on product, region,
language• 25% increase in content usage• Enabled to re-strategize their content
strategy
ENGAGEWITH
INSIGHTS
REAL-TIMEROI
INTERACTIVE
BUYERALIGNED
ONLY 19%
OF MEETINGS
ARE VALUABLE
TO EXECUTIVE BUYERS
HOW CAN I ENGAGE WITH AN EDUCATED BUYER?
AWARENESS
YOUR COMPETITOR
YOUR COMPANY
60% Status quo
Why us?
Why Change? 74% Buying Vision
Creating impactful meetings with engaging insightsTestimonial 3
• World leader in clinical microbiology diagnostics and industrial microbiological control
• “We knew 90% was not used, but we didn’t know which 90%”
• 1500 sales reps
• Impact
• 500% increase in sales opportunities
bioMérieux
DRIVEPRODUCTIVITY
INSTANT CONFIGURATIONS
AUTOMATECRM
ALWAYS ACCESS
ONLY 22% OF
THE TIME IS
USED FOR
ACTIVE SELLING
Testimonial 3
• Challenge• Scattered content and a lack of uniform
messaging• Unable to efficiently locate the content• Lack visibility on how content was
performing
• Outcomes• 25% increase of productivity• 41% of reps sold more products• 5 month’s ROI
Impact
$100K saved per year in print costs alone
Better message and
brand alignmentInteractive configurator
increases meeting impact
99% adoption and better message consistency
Over 10K sellers
enabled by 2 admins
MARKETING
41% of reps sold more products. 5 month ROI.
cut marketing
publishing by cost 50%
300% increase in
content usageIncreased sales by
17% in first month
SALES COST
ACTIVATE &CONTROLCONTENT
PUSH
RECOMMEND
PERSONALIZE
DRIVEPRODUCTIVITY
INSTANT CONFIGURATIONS
AUTOMATECRM
ALWAYS ACCESS
ENGAGEWITH
INSIGHTS
REAL-TIMEROI
INTERACTIVE
BUYERALIGNED
INTEGRATEDSALES
ENABLEMENT
A content activation platform that drives sales velocity
Doing the RIGHT THING
at the RIGHT TIME
in the RIGHT FORM
with the RIGHT BUYER
Why we believe the future of our customers is great
Cool Vendor – Go-to-market Tech 50 M USD – C series
+175Employees
+50Countries
Start2011
10 M$CA 2015
LocationsUSA, UK, BE
+850Customers
+120 000Users/Day
96%Renewing
Awards
Partners
• 50M€
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