Work in progress list of Sales Enablement vendors
Find below a list of Sales Enablement software vendors (Sales Enablement solution, marketing content management, sales knowledge management) & agencies / consulting firms, as of April 15, 2014.
CRM magazine did a good job singling out the relevant vendors in the article Sales Enablement Tools.
When you shortlist vendors, be sure to look into the following:
- Will they integrate content from existing repositories or upload copies (of what you have in your repositories) into the cloud?
- Can the solution be installed behind the corporate firewall or not? Single-Sign-On?
- Ask the vendor whether the code, that defines how the search weights results, is shared by all customer companies or whether each customer can highly customize it.
- Do they offer a choice between the cloud & on-premise? Do they support the move from one to the other?
- SaaS vs. Licensing: What is cheaper in the long term, to buy the software as a service or perpetual user license?
- Exit strategy for your content & the meta information when you want to change vendors.
- How does the solution support you to meet the challenges that come with doing business globally? (Which languages are supported for the content and for the user interface?)
- Flexibility for customization / your influence on the road map / number of developers at the vendor?
- Can they help to integrate the solution into existing IT infrastructure/processes?
- Does the solution help to manage how you show your complex portfolio of products, services, and solutions to your sales people and channel partners? How quickly can it be updated for org changes? Is it the vendor making the changes or is there an editor?
- Are there social web 2.0 like features that allow for feedback from sales to marketing (ratings/comments) and uploading/sharing of content?
- Is there an intelligent way to maintain the ‘single source’ of content that is being re-used a lot? Can documents be auto-generated in order to be highly customized for the specific sales situation yet look polished?
- What kind of content intelligence is available? (Where in its life cycle is my content? What gets bad ratings? What needs to be retired? What is not being used? What is missing?)
Adaptive Communications Team Ltd., United Kingdom. With more than 20 years of international experience working with Global100 organizations, Michael Fox has a unique perspective on the role sales&marketing play together. Currently working at VMware in EMEA, but also developing a new sales enablement/sales transformation process based on a book he is writing.
Altus Corp. altus365.com
Attivio attivio.com Unified information access platform: Active Intelligence Engine® (AIE®). Ingests both structured & semi-structured data, Big Data & unstructured content, from a wide variety of databases, document repositories, content management systems, email systems, websites, social media & file servers
AvayaLive™ Engage web conferencing in virtual 3D environment for meetings, training, sales & support. Also allows collaborative web browsing and accessing/presenting marketing material in its on-demand, web-based, immersive collaboration environment. (Full disclosure: I’ve worked on this during my time at Nortel Networks)
Bantam live (acquired by Constant Contact in 2011)
basis06 AG basis06.ch (Switzerland)
BigMachines Inc. bigmachines.com On November 15, 2013, Oracle completed the acquisition of BigMachines. Accelerate the conversion of sales opportunities into revenue by automating the sales order process with guided selling, dynamic pricing, and an easy-to-use workflow approval process, accessible anywhere, on any device…
BizSphere AG bizsphere.com suite of Sales Enablement software solutions for global businesses with a complex portfolio [of products, services, & solutions] and large sales force / channel partners (Full disclosure: I’ve worked here and can give demos)
Bridge Metrics bridgemetrics.com/platform/digital-asset-management Extend the value of your marketing assets by enabling your channel and partner sales and marketing teams to customize, distribute and track content on the fly! Texas, USA.
Callidus (Callidus Software Inc. purchased iCentera) http://calliduscloud.com/products/enablement/ CallidusCloud has not just iCentera for content but also CPQ tools, marketing automation & more
changeBEAT changebeat.com (UK)
ClearSlide clearslide.com/marketing With their acquisition of SlideRocket, you can now create & edit presentations in the cloud. Collaborate with sales to develop high-impact collateral: Mix&match content on the fly. Provide your sales teams with updated marketing content. Distribute & refresh collateral to multiple teams. Full control over what content your sales team is using, editing, & sharing. Organize content so it’s easy to find for specific use cases by adding tags. Analytics: Gain visibility into what content your sales team uses. Learn which collateral is effective with prospects&customers. See how long people viewed presentations with slide-by-slide analytics
Combionic GmbH combionic.com Germany/Switzerland based. Combionic collaboration software connects people, processes, and information in context & across applications. Enabling sales people & partner organizations with a slide library. Drag&drop slides to a plug-in right within Microsoft PowerPoint to have all the context/tags captured automatically and the slides are already uploaded / available in the cloud based slide library which works great for accessing/generating on the fly from tablets. (Full disclosure: I work with them and can demo the slide library)
Compelligence, Inc. compelligence.com founded by two CI professionals who recognized: Sales teams consistently want customized CI data that is specific to their deal, and CI analysts are constantly making custom excel sheets and slide decks. Competitive content is frequently located in different places in the company, and is difficult for sales teams to locate quickly. Executives want up-to-date information on industry threats and trends. There are few effective means for collecting competitive information from multiple parts of the company. [...] Pismo Beach, CA
Compendian compendian.com small US based vendor with a solution named CollaboRate: Capturing & capitalizing on the corporate assets & tribal knowledge organizations already have. Delivering knowledge & assets to the people who need them, right when they need them.
d!NK dink.eu Sales library on tablets enables customer facing staff to adapt interactions with customers/prospects to what interests them. Makes sales more effective; better qualification, condensed sales process. Belgium based
Direxxis Marketing dmEDGE™ Distributed Marketing Portal direxxismarketing.com
FatStax fatstax.com (Catalog app that helps sales reps embrace the iPad)
fision fisiononline.com (Marketing Automation & Sales Enablement Cloud Platform)
Game Plan gameplanhq.com (iPad app; connects to Box.com, DropBox, SharePoint 2010, Amazon S3)
InQuira (Oracle purchased InQuira) inquira.com
Kenexa (an IBM company) kenexa.com/Solutions/Learning Mobile Learning Solution allows to develop, deliver & analyze all types of device-independent mobile content. Save time&money in developing, managing, maintaining & deploying content through the integrated Learning Content Management System (LCMS). The Social Business Software integrates social networking, collaboration & knowledge-sharing technologies in a secure, managed environment.
KnowledgeTree knowledgetree.com Right content, right time, right in salesforce.com – Sales teams sell more when they use effective presentations, data sheets, & case studies. Makes sales enablement easy by surfacing the best content for any sales process — instantly in Salesforce.com
Kony kony.com/products/apps/enterprise with Kony enterprise apps, you can reach your employees on any channel – phones, tablets, desktops, and more – to deliver a consistent experience that drives enterprise-wide adoption. Enable sales teams to engage with customers in a personalized & informed way – anytime, anywhere. Help field & plant workers quickly execute & close work orders with intuitive workflows & access to pertinent information.
Launch International launchinternational.com The Sales Enablement Content Company
LIA LiberatedIntelligence.com Digital Asset Manager that stores in the cloud, routes/syncs to individual devices, and allows access via desktop and mobile web apps. Claims to be enterprise-class.
LiveHive livehiveapp.com allows channel managers to gain live insight into partner selling activities. iOS app / single destination to get the most current business documents, campaigns and product materials and then analyzes who is using what and which materials are most helpful to channel partners. San Jose, CA, USA.
MarcomCentral marcomcentral.com an online, on demand marketing assets management (MAM) solution
Mediafly SalesKit mediafly.com/product/saleskit ensures sales teams, partners, and customers have immediate and secure access to the latest sales & marketing materials, whether online or offline.
MING Labs minglabs.com Berlin, Munich, Toronto & Shanghai based User Experience Design company, mobile responsive websites & app design&development (iOS, Android, Windows8, BlackBerry, etc). Also Portfolio & Marketing Consulting. The team was also behind the user interface of BizSphere (see above) and Combionic’s slide library (see above). Full disclosure: I work here and represent them in Canada. See this case study as an example
MobilePaks mobilepaks.com “helps sales teams maximize productivity by providing them with short bits of knowledge when & where they need it: Look up the competition, refresh on product stats, or get a quick reminder on how to enter the order.” Started as an idea & product of VIA, Inc. a communications & custom eLearning company. VIA, Inc. doing business as MobilePaks, LLC, an Oregon corporation.
Moxtra moxtra.com/business/ Create compelling sales pitches with audio & visuals to sell more, faster. Bind together & customize all relevant sales material to craft the perfect pitch. Share it with your prospects & get instant, real-time feedback on your proposal. Engage leads with interactive vocal & graphic annotations. Easily coordinate with your support staff while out in the field. Close more sales and entice repeat-business by keeping it all together.
Mutual Mobile, Inc. mutualmobile.com/resources/sales-enablement/ Based in Austin, Texas. Create rich user experiences that re-invent how businesses engage the world through mobile. Custom software solutions. Increase the demonstrable value of mobile.
OnMessage itsonmessage.com/messaging/messaging-app MessagingInfusion App (iOS, Android) & Cloud-based solution provides customer-facing employees with instant access to the messaging they need – when they need it. Through an intelligent semantic-based search Messaging Infusion App provides sales professionals & employees with the relevant messaging they need to be successful in sales or customer–specific situations. With a simple search (i.e. How does a CIO in the retail industry benefit from our disaster recovery solutions?), it aggregates & delivers search-specific messaging content & tools.
Ontuitive ontuitive.com/salesforce/ Recommends resources relevant to the selected products, market segment, competitors, sales process stage, etc. Pushes contextually relevant resources directly within the Salesforce.com record without the need to access a separate portal or search. Offices in the Netherlands, United Kingdom, USA.
PerfectPitch24 perfectpitch24.com Access Mobility, Inc. is the owner of Perfectpitch24.com Indianapolis, IN 46203, USA. Arm your sales team with this native iPad app or an equivalent HTML 5 web version for those with PCs, Macs & Android devices. Email documents fast, easy & hassle free! Display your sales materials in one place!
Perperitus Sales solution perperitus.com (UK)
Playboox Playmaker Solution playboox.com
PocketWorks Mobile Ltd, UK pocketworks.co.uk Enterprise iPad & smartphones solutions in Leeds, UK
Postwire postwire.com looks like Pinterest for Sales Enablement. “Share videos, photos, links, & documents in a visual way.” Aims to “be the hub of all business content & with a mission to change the business-to-business sales process”. Freemium business model. Lexington, MA, USA.
Qvidian (Sant & Kadient merged) qvidian.com
RO|innovation (RO|enablement) roinnovation.com/roenablement/
Sales Enablement Group (SEG) salesenablement.com provides advisory & consulting services to transform the way our clients sell. Principal Craig Nelson co-founded iCentera in 2003. Today the iCentera solution is part of CallidusCloud (see Callidus above).
Salesforce.com salesforce “Sales Cloud” “files and libraries”
Salesframe salesframe.com Sync latest materials, videos & other content via web-based management system. Integrate Salesframe with your existing systems such as Salesforce CRM, Microsoft Sharepoint, & IBM Notes. After meetings, quickly create a branded PDF of the materials & notes so customers have something to take away. Make winning pitches wherever you are with the app for iOS&Android. Finnish company; client base so far mostly Finland-originated B2B companies.
Salient6 salient6.com in Bellevue, WA, USA. Designers/builders of portals/applications that drive business results & a prototype Sales Enablement tool to “increase the productivity of your sales force”.
SAVO Group savogroup.com
Scepos scepos.com Netherlands based / Dutch
Seismic seismic.com app that accesses a cloud-based library of your company’s brand collateral & business materials — all backed by a live data feed — to generate meaningful, integrated content on demand. The single place where all your brand-approved materials are up to date & accessible from anywhere. Based in CA, USA. Partnership with Genuine Interactive. Nu:Pitch became Seismic.
Sendside sendside.net Customer Communication Platform & Secure Communication Network. “Goes beyond simple security and takes electronic communication to a new level enabling high-impact, interactive, one-to-one communications between an organization and its clients, customers and/or prospects via the web.” Sendside Deliver: Secure, cloud-based message & document delivery service. Unlike email & other paper-based methods, it helps simplify gathering important documents relating to a transaction and send them to interested parties.
Showpad showpad.com Combination of iPad app & online platform; turns each iPad into a sales enablement tool
SKURA SFX Sales Enablement solution skura.com worldwide headquarters is in Toronto / Oakville, ON, Canada. Skura SFX is a next-generation Adaptive Sales Enablement platform built for the Sales Rep and Company of the future. A first of its kind platform, Skura SFX puts the salesperson and the customer at the center of the equation by providing the capabilities, features, and usability required for real customer engagement, and real sales enablement.
Solutions for Sales solutionsforsales.com Sales enablement consultancy that helps clients to develop value-based propositions, sales playbooks and sales enablement platforms. Based in Europe & USA
SpinRiot spinriot.com publishing platform for marketing & sales. Seamlessly sync your Box.com content libraries and use existing videos, images, and pdf documents to build engaging sales & marketing tools for prospective customers. Build non-linear sales brochures: With multiple starts and stops, sales executives can go beyond the confines of a standard pitch and presentation style to listen, learn and adapt and facilitate a conversation with their target audience. Founded in 2012, Portland, Oregon Area based.
Squirro Squirro.com Harvest content that matters: Revolutionize the way you gather/store/use content that matters. Switzerland based
Storyworks OnDemand storyworksondemand.com The Storyworks OnDemand solution provides comprehensive mobile enterprise software that combines maximum empowerment of your field staff with strong enterprise controls and management reporting. Gives your field team the best interactive tools to help you share your company’s story on a simple and elegant mobile platform. Minneapolis, Minnesota, USA.
TappCtrl tappctrl.com sales tool composed of two main elements: Online Web Manager controlled by your Sales Manager or Commercial Director & iPad App installed on all devices distributed & configured for your sales team.
TinderBox gettinderbox.com “empower reps with pre-built selling material easily found in a central repository, while continuously measuring messaging effectiveness with content tracking”
UpSync UpSync.com Sales Process Empowerment & Presentation Tool for web, iPhone, & iPad
Vivisimo Inc (acquired by IBM) Now, Vivisimo Velocity Platform is IBM InfoSphere Data Explorer
VONICAL vonical.com Ottawa, Canada based full-service agency: Web application development, user experience & interaction design, sales enablement tools & training, gamification & reward platforms, etc. Providing sales enablement as a service / a product.
Wittyparrot wittyparrot.com “Instantly access & reuse relevant information on any device to save time. Share best practices across teams to improve performance & consistency. Align sales & marketing messaging, maintain freshness of content, track usage.” Cloud-based content delivery platform that helps companies to speak with one voice™. Has offices in the Bay Area of San Francisco and in Bangalore, India.
xfi xfi.com/technology/ SalesHawk® “built from 3 layers of technology that are fully-integrated and harnessed to address your key sales challenges”. Amongst other things Sales Resource Automation® and Knowledge base (Data, content, and knowledge repositories)
Yammer yammer.com Founded ’08 & acquired by Microsoft ’12. Now part of the Microsoft Office Division. Extend the collaborative power of Microsoft SharePoint by using it with Yammer — the enterprise social network
In its February 2010 issue CRM magazine singled out the relevant Sales Enablement vendors in the article ‘Sales Enablement Tools’:
“[...] Scott Santucci, senior analyst at Forrester Research, says he’s seen an explosion of interest in this area over the past year. As with any technology, however, those rushing to buy the hot newness without first establishing a clear strategy are doomed to fail. It’s not that there’s a lack of information—far from it. Instead, it’s hard to wade through the sheer tonnage of information and determine what’s up-to-date, relevant, and in a form amenable to the particular sales conversation. “It’s a very simple, yet really complicated problem [...] Santucci says each of the relevant vendors — including BizSphere, iCentera, Kadient, and Savo Group — cater to slightly different problems. [...]“
In case you have not seen ‘Is Sales Enablement just lipstick on a Knowledge Management pig?’ It is a must read! I will try to discuss some of the aspects here on this blog later.
Gerhard Gschwandtner (@gerhard20) writes:
“[...] let’s take a look how the sales enablement vendors are selling their solution to you, the sales leader.
Vendor Pitches or Marketing Glitches?
Savo promises, “Never sell alone!” Does that hit a hot button for you? I don’t know many lonely salespeople. On another part of the SAVO site I read, “Clone top performers.” Excuse me! Why not promise, “Clone your Swiss bank account”?
Kadient’s Website [Qvidian.com now] isn’t shy about pitching the exact same theme on their home page: “What if all of your salespeople could sell like your top performers?” The promise continues, “With Kadient’s on-demand sales enablement application, you arm your sales team with the knowledge, messages and strategies they need to win at every stage of the customer’s buying cycle.” If they found the key to winning at every stage, how come Kadient isn’t a hugely successful company?
iCentera [Callidus now] bills itself as a sales enablement company. Their pitch is a model of modesty: “Sales Enablement maximizes your sales organization’s ability to communicate through a central messaging vehicle.” The key benefit: “Close more business through more knowledgeable sales people.”
N-tara.com created a special sales enablement site with this teaser copy: “Ever feel like your salespeople don’t get it?” Here is the pitch: “N-tara’s sales enablement solutions equip your sales force with engaging, customer-ready content that is timely, relevant and in context to your customer’s needs.”
The best part of their site is a “Guide to Enlightened Conversations”. It is engaging, interactive and it makes a lot of sense.
BizSphere AG‘s pitch: “Do you want your sellers to minimize preparation time and maximize quality time with your clients?” The key benefits: close more deals, increase average deal size, shorten your sales cycle. It is a clear and concise pitch.
Another vendor in the space is Salesforce.com/content which offers a competing solution to their AppExchange partners Kadient and SAVO.
Other vendors include Avitage.com (marketing automation and sales enablement) [...]“