The sales team at BakerCorp knew that to raise revenue, it needed to switch from selling products to selling solutions.

With European headquarters in the Netherlands, the company embraced this new dynamic for its pumping, filtration, and storage business. BakerCorp sells to refineries, power plants, oil and gas field owners, as well as the chemical and industrial cleaning operators servicing them.

BakerCorp understood that offering solutions is a more intelligent way to sell. To be successful required new content and improved presentations. The company realized it needed an enablement solution that would empower its sales team to focus on serving as a solution partner rather than pushing its products.

Selling BakerCorp products traditionally followed a linear path. The process involved technical presentations using paper documents like flyers and brochures, which became obsolete quickly. Sales struggled to get the most up-to-date content from marketing. On top of that, outdated software made the process slow and cumbersome, especially for sales reps frequently on the road.

“We had a major struggle with content, even accessing it properly,” said Jaap van Dongen, BakerCorp’s Sales and Marketing Director in Europe.

The company decided that making an impact required talking about the products not just by their specs and capabilities, but how they fit into a larger solution. Its strategy needed to involve both sales and engineering. They would need to come together to show buyers not just how products worked, but how they worked together.

Launched in March 2016, Showpad quickly helped slash BakerCorp’s printing costs by 50 percent. Monthly usage by the company’s 34 salespeople shot up to 100 percent and stayed there. Showpad’s Mapper Experience empowered BakerCorp to outline its solutions visually. The feature provided a way to see how specific products and features worked in a recognizable setting, such as a buyer’s factory or industrial plant.

“The Mapper really helps make everything visual,” van Dongen said. “The first time Showpad presented the Mapper, I realized we could map out the customer’s world and have more interactions about the optimal solutions for that specific customer. The more customer-specific, the more the conversations turn to solutions.”

BakerCorp uses Showpad in its offices throughout Europe. Salespeople share up-to-date content via iPads, including videos, which was impossible before Showpad. BakerCorp now has a Showpad library of videos for both its salespeople and buyers to access around-the-clock whenever needed. The company also takes advantage of Showpad’s analytics capability.

The partnership with Showpad continues to help BakerCorp grow revenue. In a single year, the company launched four new products, each including a universal sales meeting in different countries. Uploading content to Showpad the night before — new videos, data sheets, and more — got everyone up-to-speed the next day. “It’s such a powerful tool,” van Dongen said.