THE CHALLENGE
TVH needed to boost the usability of sales content.
With the goal of mobilizing its sales team, TVH was an early adopter of tablets, rolling them out in 2011. They quickly realized that their team was primarily using them to check their emails — failing to reap the benefits of the several other features available to them.
As Sabrina Carlier, TVH’s External Sales Support Advisor explains, “Tablets have many functionalities and they can be very powerful. We knew really quickly that we needed to enable our sales team in a different way than simply just giving them the hardware.”
In support of this effort, TVH introduced a sales enablement platform in order to provide the sales team with relevant content at the right time.
“Unfortunately, this solution lacked the primary needs of TVH,” Sabrina adds. “We had no way of knowing what content was being downloaded and used. We couldn’t track and see if the sales reps had the right content at hand and were essentially creating material blindly.”
Further, with this solution, TVH couldn’t host any video content or email content to prospects when needed. This caused Sabrina and her team to start looking for a stronger solution with greater capabilities.
THE SOLUTION
Recognizing the possibilities of a multi-functional enablement platform.
“After the Showpad demo, it became clear that we had to have it”, Sabrina says.
With Showpad, TVH was able to organize and distribute product information and relevant sales collateral on 600,000 different items in stock in their warehouse.
Initially, they rolled out Showpad to a selected group of users to ensure the team found Showpad helpful and impactful. After seeing a high utilization rate and receiving positive feedback, TVH rolled out Showpad to their entire sales team.
“We’ve experienced a jaw-dropping utilization rate of 95% of all sales reps. In two months, we saw that our sales team had accessed Showpad content 3,600 times. ”
Sabrina Carlier
External Sales Support Advisor at TVH
THE IMPACT
Increasing content utilization and reducing print costs with Showpad.
“With Showpad, we’ve experienced a jaw-dropping utilization rate of 95% of all sales reps. In two months, we saw that our sales team had accessed Showpad content 3,600 times,” Sabrina says. “This is an indication that our content is being utilized and that our sales team is finding Showpad extremely helpful.”
“TVH is also aiming to eliminate the need to print sales collateral,” Sabrina adds. “At the moment we are adapting to the digitalized culture extremely well — and the next step is to stop the printing.”
