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Counting 159 Sales Enablement vendors worldwide

LinkedIn users with Sales Enablement in job title

I’ve been tracking the number of LinkedIn users with Sales Enablement in their current job title.

As of September 20, 2017, LinkedIn has 5,406 users like that globally. Above my own graph tracking this.

I keep a work in progress list of vendors / services / solutions for…

  • Sales Enablement
  • B2B Marketing Asset Management
  • B2B Sales Knowledge Management
  • B2B Sales Content Management

…with a focus on improving the intranet & mobile experience of B2B enterprises for all staff / partners who touch accounts.

Several vendors merged, many changed owners or went out of business and new ones keep on popping up. My count is 159 vendors as of September 27, 2017.


Paul Krajewski

The author: Paul Krajewski

View Paul Krajewski's profile on LinkedIn

twitter.com/pkralle
twitter.com/SalesEnablement
instagram.com/SalesEnablement

PM / Product Manager / Product Management. German citizen. Permanent Resident in Canada. Masters of Media Management from Curtin University of Technology, Australia. Spent 2007-2009 at Nortel Networks in Toronto in Global Marketing looking after the implementation of the BizSphere Sales Enablement application for Nortel Networks’ 4,000 sales people world-wide. After working as Head of Training & Senior Sales Enablement Consultant at BizSphere, spent 18 months in Shanghai, China as the first Product Manager at MING Labs & Co-Founder / Product Manager of Shario (mobile app startup). Currently based in Sydney, Australia.

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Sales Enablement on the Marketing Technology Landscape Supergraphic 2017 Martech 5000


As I’m continuing to update my list of Sales Enablement vendors, I always find it interesting to see Sales Enablement on the annual “Marketing Technology Landscape” by Scott Brinker/ChiefMartec.com:

Full graphic: The Marketing Technology Landscape 2017
Image Credit: Scott Brinker/ChiefMartec.com

For Scott Brinker/ChiefMartec.com Sales Enablement is part of the category “Sales Automation, Enablement & Intelligence” and you can copy & paste all vendors with websites from their published Google sheet.

My own Sales Enablement vendor lists:

Updated definition of Sales and Partner Enablement

semantic web or web 3.0 and sales enablementI have collected a number of different definitions on the “About” section, but finally took the time to add a bit. Let me know what you think:

Sales Enablement & Partner Enablement

can be defined as:

“Delivering the right knowledge (= information provided in context) that is verifiably the most up-to-date and takes into account what a customer has already bought and in which sales step they are now

in the right format (video, audio, text, Chat Bot / AI assistant, calculator / tool, sheet, slides, etc)

and with the right questions to ask to the right person (internal/external with contact details) or Chat Bot / AI assistant,

at the right time (appropriate to sales step, pipeline, reminders, etc)

and in the right place (mobile-first, location aware, appropriate for region and regional availability of offering/solution)

in local currency (correct pricing for the given place)

on any device

in the right language (content & user interface)

with industry-vertical & geography appropriate case studies (customer success stories)

and aware of what can be combined as a solution

necessary to move a specific b2b sales conversation forward

for anyone touching accounts (salespeople / partners / channels).”

A decade of tracking the Sales Enablement market and trends

Iris ChanAs my friend & Sales Enablement leader Iris Chan is announcing 2017’s 1st [and 2nd overall] meeting of the Sydney Australia chapter of the SALES ENABLEMENT SOCIETY @_sesociety, I’m reflecting on my journey in this space.

2017 actually marks the 10 year anniversary of me tracking the Sales Enablement market.

I started to research the market players in 2007 and started to blog here on February 25, 2009.

Paul KrajewskiOver time many vendors merged, changed owners or went out of business and new ones keep on popping up. My count is “between 140 – 160 vendors; depending how you count” (for that post I tried out medium.com).

I published a…

… and even a Sales Enablement market deathwatch.

I actually just added a vendor today:

CantoCanto canto.com @canto Digital Sales Enablement: Digital asset management empowers your sales team by improving efficiency & creating new business opportunities. A DAM system makes your valuable media files available where you need them, any time. Sales reps never need to worry if they’re carrying all the relevant documents & presentations when meeting clients — all important sales collateral are accessible from their mobile device, laptop/tablet with fast, meta data-driven search & preview capabilities. Content is always up-to-date & ready to use. Social DAM features make digital collaboration easier & faster than ever. Build .ppt decks from pre-approved slides that are guaranteed to have the latest version. With Cumulus & DAM you can do that & more. Germany & San Francisco, USA

Despite all this, I’m getting something very similar to the following email every 2 months – like clockwork…

“I came across your blog while researching the Sales Enablement space for a company with a sales enablement tool in beta. Would you be open to a quick chat and explore the opportunity of working together for the short term? I’m sure we could use your expertise to understand the sales enablement market and user needs better. Thanks.”

…and I always respond with something like this:

“An integration with salesforce.com is what you will see at the top of the list. If you target startups, then a Slack integration would be a quick win. There are so many vendors & solutions out there from lightweight to enterprise grade, from freemium to million dollar deployments, etc…

I have seen more than 18 vendors enter this market and shut down already [without being purchased]. Many more had to sell or partner to survive. It is a very crowded market, because so many companies & sales experts used to have no tool for their sales people (or too many), then built one for their own use, and are trying to sell it to external customers now.

At this point, I would really warn anyone who wants to enter this market: You can burn a lot of money & never get profitable: The moment you have a customer, they will ask for so many changes & features that you will keep building something that either already exists (but they don’t want to combine many tools & ask you to build one that can do everything) or you will build something that only works for them and no other customer.

There have been sales enablement solutions that became too sophisticated and you needed to train their users. There have been sales enablement solutions that were really lightweight small widgets shown in PowerPoint to add slides into auto-generated presentations, but still did not successfully compete in this market place.

It is a tricky one with more and more 800-pound gorillas!”

Sales Enablement market deathwatch

Let me know if I got anything wrong in this Sales Enablement market deathwatch from October 2, 2017.

I’m more than happy to resurrect you!

  • 2 comma sales 2commasales.com PlaybookPro: Custom-built web-based application to access, capture, organize & present all necessary product, marketing & sales information that you already have within your enterprise (typically scattered in many different places).
  • AvayaLive™ Engage web conferencing in virtual 3D environments for meetings, training, sales & support. Collaborative web browsing & accessing/presenting marketing material in on-demand, web-based, immersive collaboration environments. I worked on this during my time at Nortel Networks.
  • BizSphere was a suite of Sales Enablement software solutions for global enterprises with a complex portfolio [of products, services, & solutions] and large sales force / channel partners. The team responsible for the user interface & core concepts moved on to MING Labs minglabs.com and I’m preserving some of the content here on this blog under the tag bizsphere.
  • cc Loop (mailing lists with power for search and document discovery behind them) ccloop.com
  • cegeka’s Swiftslide swiftslide.eu Make your sales easier, better & more efficient. Delivers up-to-date content straight from your Marketing department to Sales when & where they need it. Improves communication between these two key departments & optimizes the sales process to prospects. Everything can be done remotely, with improved results, instant feedback & an overview one click away!
  • Compendian compendian.com
  • Creative Cafe creativecafehq.com Mix-and-Match Slides for Presentation & Sharing: Creative Cafe develops sets of slide-style modular content units that sales reps can choose from as needed to easily customize documents & presentations to share with prospects in person or across digital channels. A collective of senior-level creatives with a proven track record in B2B content development & design, founded by Leslie A. Hancock, content marketing & sales enablement consultant. “One way to align Marketing & Sales is to ensure that there is content available for every stage of the sales funnel to empower salespeople to convert leads to prospects & prospects to customers. Another way to align Marketing & Sales is to cross-pollinate, with representatives from both departments periodically meeting, sharing strategies, providing real-world updates, etc.” Now B2B Sales Content b2bsalescontent.com MICRO-AGENCY SPECIALIZING IN DEVELOPING CONTENT FOR B2B SALES ENABLEMENT. AUSTIN, Texas
  • Direxxis Marketing dmEDGE™ direxxismarketing.com Distributed Marketing Portal March 3, 2015 Broadridge Financial Solutions, Inc. acquired Direxxis LLC, a provider of cloud-based marketing solutions & services, to expand its suite of solutions for wealth & asset managers. “Financial advisors are moving from a mass marketing approach to data-driven strategies in which timely content can be tailored & distributed through both traditional & emerging channels,”
  • DocShare docshare.io @docshareio Track document opening & performance with easy to share weblinks.
  • Enable5 former VONICAL vonical.com full-service agency that spun out its enablement software as a service under the name ENABLE5 enable5.com (HQ Ottawa, Canada; also Japan, Ireland, London UK, San Fran USA) Last tweet was Feb 20, 2016.
  • Immediately immediatelyapp.com cross-platform email tool for salespeople designed to enable closing deals from anywhere, as opportunities happen. Track from your phone & computer when your emails get opened, get reminders to follow up with leads, offer suitable meeting times, and use email templates for sales pitches. “Sales, or closing deals in general, is no longer a 9-to-5 job. You’re always selling, always closing. If you don’t, your competition will. And so having perfectly-timed actionable information, and the right tools to take action, is the winning formula. We give you both, as opportunities happen, immediately.” San Francisco
  • immer-uptodate (German: “immer” means “always”) immer-uptodate.net Enterprise Social Network Software. Create closed groups for [sales] people to exchange knowledge & documents.
  • KiCube apps to drag & drop your marketing content to build an interactive story for the devices used by your sales force. Austin, TX
  • Landslide Technologies landslide.com resource library for easy sharing, retrieval & managing j2 Global, Inc. acquired it. See j2global.com or campaignercrm.com
  • Mobizou mobizou.com
  • Omni-Share omni-share.com cloud-based CMS Sales Enablement & Marketing business tools: Empowers ‘heads’ of sales & marketing teams to quickly create, manage & distribute innovative presentations & content live to their employee’s desktop, tablet & mobile no matter where they are located in the world. Omni-Share is a brand of Clarity International, London, UK
  • Playboox Playmaker Solution playboox.com
  • SalesKB SalesKB.com
  • Salient6 salient6.com Designers/builders of portals/applications that drive business results & a prototype Sales Enablement tool to “increase the productivity of your sales force”. Salient6 is a consulting company creating end-to-end solutions that realize the full business value of the SharePoint platform. Bellevue, WA
  • 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.
  • Solutions for Sales solutionsforsales.com
  • Stratascope stratascope.com
  • TribalKnowledge.tv Thought Action Group thoughtactiongroup.com was developing as a new organization with a portfolio of sales enablement services. adaptivesalesteam.wordpress.com also shut down.

Job opening – Product Marketing and Sales Enablement Manager – kCura

Product Marketing and Sales Enablement Manager

Job Location US-IL-Chicago

Req. # 2017-SM-SAM-0083

Type Full-Time
Department Marketing
Sub-Department Product Marketing

Overview

kCura is a global company with team members who are driven by our customers to build exceptional software for them to use every day. Our product, called Relativity, handles large volumes of data and helps corporations, law firms, and government agencies solve their own unique data problems.

The way we work together is centered on our core values of collaborating, communicating, pushing to exceed expectations (even our own), being humble, and having fun while we do it. We enjoy ourselves, give back, and work (and play) hard together. If this sounds like the place for you, check out the details of this position below.

As a Product Marketing & Sales Enablement Manager, you will develop the go-to-market strategies and sales enablement plans around major initiatives and product rollouts, act as the voice of the customer, and build and execute on activities and deliverables needed to successfully support the sales team to drive product success in the market through close relationships with sales, marketing, product management, and customer success. The Product Marketing & Sales Enablement Manager provides direction and applies company policies to broader team(s) or sub-department and is the subject matter expert for the communications in which they are involved.

Continue reading “Job opening – Product Marketing and Sales Enablement Manager – kCura”

Another market landscape – the content part of the Sales Ops space

Sydney Australia

Obviously the Sales Enablement space is a very crowded one (with my own list counting 152 vendors). When I re-posted the Sales Enablement section from the Marketing Technology landscape, someone literally felt like it hurt their eyes…

eyes hurt
…and on March 23, 2016 William Wagner (@WilliamWagner3) called it out as…

Impossible to read. Sales Enablement on the Marketing Technology Landscape March 2016 https://t.co/ZKLw68r6Tt #salesenablement

impossible to read

Therefore, it was good to see a more reduced approach to a market landscape map by Scale Venture Partners.

Here what they call the “Content” part of the “Sales Ops” space, but for me it is the part of Sales Enablement that my blog is all about:

Sales Ops content

Here the entire landscape – Courtesy of Scale Venture Partners:

screen-shot-2017-01-11-at-5-10-43-pm

I hope this additional 3rd party view helps to identify which of the 152 vendors matter; aside from my geographic classification, which obviously means less and less in a connected world and global economy. My Australian list just got extended to also include MING Labs @minglabs as they’re opening a Sydney Australia office.

Twitter

List of Australian Sales Enablement companies – vendors in Australia

Interest in sales enablement around the world visitors visits views by countryInterest in sales enablement around the world visitors visits views by country countriesGiven that Australia has always been in the top 6 countries in terms of visits to this blog and given that Sales Enablement leader Iris Chan – Chief Marketing Officer at FusionGrove – activated the Sydney Australia chapter of the SALES ENABLEMENT SOCIETY @_sesociety, I would like to add a list of Australian Sales Enablement companies in addition to my global list. See below.

Starting in 2007, I actually worked together with Iris on Sales Enablement for Nortel‘s more than 4,000 sales people and saw her grow into a leader in this space.

The SALES ENABLEMENT SOCIETY sesociety.org is a global volunteer group of practitioners – lead by Scott Santucci – dedicated to the elevation of Sales Enablement as a profession & strategic function.

Their last Sydney meetup was August 28th, 2017.

Join them on LinkedIn: linkedin.com/groups/8465729/profile

Sales Enablement Society

List of Australian Sales Enablement companies – last updated September 17, 2017:

EchoJunction echojunction.com.au @EchoJunction Social Selling / Social media strategy & marketing: A collision of enterprise IT, big data & social media. Matches the appropriate tools to your enterprise wide needs. Sells & implements enterprise level cloud based social media software. Part of the Plaut IT services group, EchoJunction can also perform any complex IT integration services required (e.g. integrating to an existing CRM or ERP system). Founder: Adam Fraser @adamf2014 Sydney, Australia

FusionGrove fusiongrove.com @fusiongrove account-based orchestration platform that helps B2B sales & marketing leaders transform revenue success. Segment & target accounts with augmented data intelligence, optimize content in co-ordinated plays & orchestrate customer interactions at scale. Enables sales teams & channel partners to engage accounts & expand customer relationships. Our data-driven solution gives your business an edge in selling across the entire portfolio & accelerating time to revenue. Helped Cisco, Dell, Citrix & other B2B companies improve campaign results & partner engagement. North Sydney, NSW, Australia

Logenta –LinkedInThey work with with leaders across enterprise sales, advice, marketing, & compliance to optimise & automate data-driven client engagement, massively increase sales productivity, & provide invaluable sales intelligence. They are currently focussed on a digital platform called SalesPreso that is being used in Telstra, REA Group, MYOB & Australia Post to integrate with their CRM & other systems to dramatically improve productivity for their sales teams, relevance for their customers, & insights for their management teams. Logenta is a premier partner & investor in SalesPreso salespreso.com which integrates with CRM & other data sources to automate the delivery of highly interactive digital presentations. Customer-insights are delivered through an elegant story-telling experience; the story is managed & consistent; the story is automatically relevant; the story is tracked & measured. Cremorne VIC 3121, Australia

Peter Strohkorb Consulting peterstrohkorbconsulting.com @pstrohkorb International, Sales & Marketing Collaboration, Customer Centricity & Experience, Sales Enablement, Author, Speaker, Mentor

Seismic seismic.com @SeismicSoftware 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, US. Partnership with Genuine Interactive. Nu:Pitch became Seismic. Presence opened in Sydney: Appointed a local team to drive growth across Australia and New Zealand. A/NZ managing director, Andy Pattinson @apacloud will take charge of leading the local expansion.

ShineCX Pty. Ltd. Sales & marketing enablement + automation. Bringing a Sales Enablement software platform to market (some focus on APAC). SHINE CX PTY LTD was incorporated on 2015-05-07. Brisbane, Australia. At least for Australia they seem to be partnering with RISEcx. [Together?] developed a platform that leverages the convergence of education, sales & marketing. Currently connecting to Salesforce Healthcloud to be Healthcloud’s first integration partner as they enter the field of Patient Engagement. RISEcx used to be SpinRiot spinriot.com founded in 2012, Portland, Oregon now branded as RISEcx risecx.com A scalable way to deliver adaptive content strategies to support unique customer experiences. Cloud based collaboration platform, easy to deploy, easy to learn, easy to use. Your brand powered by data driven marketing so you can see what’s working. Seamless interactive presentation created from your existing assets (video, PDF, PowerPoint, images, YouTube).

woolloo woolloo.com @woolloohq mobile content delivery platform that simplifies brand alignment, enablement & sales execution like never before. “Beautiful Content. In Context.” Marketing, sales & HR professionals can now drive engagement while gaining insights into what truly resonates. “Extend the reach of your field force with our virtual rep: Compliment or replace field activities through mobile push communications direct to your sales channel.” Surry Hills, Sydney, Australia