Sitecore first adopted Showpad to be the single source of truth for all its sales collateral — and soon discovered how it could use the platform to supercharge its sales enablement activities in other areas.
“Sellers commented to us that they had never been able to access content so quickly for a sales kickoff before. ”
Katie Musselbrook
Vice President of Global Sales Enablement at Sitecore
Video Transcript
What challenges was Sitecore trying to overcome with Showpad?
Some of the challenges we had in sales enablement that led us to Showpad were that our sales and marketing assets were spread across disparate systems, giving us no ability to track who was using what and the impact it was having. This also led to inconsistent messaging throughout all of our materials.
Marketing was spending a lot of time creating tons of content, sales were doing the same, and sales enablement was doing the same, with no real collaboration or alignment. This had a negative impact on our sales methodology. If you don’t have consistent messaging running through all of your materials, how can you consistently address the buyer?
Why did you choose Showpad?
The key reason we chose Showpad is that Salesforce is a really important factor for us, and we wanted that to be the single source of truth for everything.
How does Sitecore use Showpad?
We use Showpad in a number of different ways. First and foremost, it was about organizing our content. We now have a well-structured channel for organized content, which was a major change for us because sellers used to search through multiple SharePoint sites to find things, and now everything is in one place.
Since then, we’ve used Showpad for our sales kickoff, and it became the heart of the event. We used the Spotlight function to generate interest and drive engagement with the mobile app. We encouraged our team to download the mobile app, and we had strong executive sponsorship from the start. We branded our sales kickoff experience with Showpad as the global sales kickoff experience.
Following the sales kickoff, we launched Showpad Coach and now have a series of reinforcement programs running, as well as a full onboarding program that we kicked off at the start of our financial year.
What feedback have you received internally about Showpad?
The feedback on our sales kickoff and Showpad usage has been incredibly positive. Sellers told us they had never been able to access content so quickly for a sales kickoff before, and they felt it was organized in a way they had never seen.
What would you tell other Showpad customers?
We really challenged Showpad, looking at how we could take what they built and push it to the next level. By doing so, we delivered a really effective sales kickoff. I’d say, don’t be afraid to push the boundaries, learn, develop, and see how we can push our industry even further.
