I keep a work in progress list of vendors/solutions for…
- Sales Enablement
- Marketing Asset Management
- Sales Knowledge Management
- Sales Content Management
- Enterprise 2.0 / Sales 2.0 / web 3.0 players
- consulting firms / design agencies
…with a focus on improving the intranet & mobile experience of b2b enterprises for all employees/partners touching accounts.
So far, several vendors merged / joined forces, many changed owners, at least ten went out of business, and new ones keep on popping up. My count is over 100 vendors as of June 22, 2015.
CRM Magazine singled out the relevant vendors in the Sales Enablement software market.
The author: Paul Krajewski
Product Marketing / Product Management. German citizen. Permanent resident in Canada. Holds a Masters of Media Management from Curtin University of Technology, Australia. Spent 2007-2009 at Nortel Networks in Global Marketing looking after the implementation of the BizSphere Sales Enablement application for Nortel’s 4000 sales people world-wide. After working as Head of Training & Senior Sales Enablement Consultant at BizSphere, spent 18 months in Shanghai, China as Digital Marketing Strategist at MING Labs & co-founder / product manager of Shario.
As I’m continuing to update my list of Sales Enablement vendors below, I found it interesting to see the Sales Enablement section in “The Marketing Technology Landscape, January 2015″ by Scott Brinker/ChiefMartec.com:
Full graphic: The Marketing Technology Landscape, January 2015
Image Credit: Scott Brinker/ChiefMartec.com
Given my background in implementing Sales Enablement solutions at large complex enterprises, quick and light solutions for very small companies – with only a few products and a small sales force – haven’t been the focus of this blog.
However, I have always tried to cover even vendors that target small companies in my list of Sales Enablement market players.
Based on the following updates from 2014, I would like to extend Tobin Harris’ 2012 list below with additional free or low cost sales enablement apps:
- Prezzi mobile for presentations / slide shows
- DropBox for storing docs, images, PDFs & videos
- box.com for storing docs, images, PDFs & videos
- Google Drive (works for PDFs & presentations) and the stand-alone apps for docs & spreadsheets etc
- Microsoft Office apps
- iBooks for PDFs (without needing WiFi)
- Apple Notes or Evernote for capturing meetings notes
- Evernote for other use cases like scanning business cards and connecting on LinkedIn with one click
- Paper app fiftythree.com/paper for drawings & scribbles
- Immediately immediatelyapp.com cross-platform email tool for sales people
- AnyDesk as a free (for personal use) alternative to TeamViewer for remote desktop at a better performance & sharper displaying of graphics (at the moment Windows only)
AnyDesk is the world’s most comfortable remote desktop application. Access all your programs, documents and files from anywhere, without having to entrust your data to a cloud service. Your personalized AnyDesk-ID is the key to your desktop with all your applications, photos, documents and files. And your data stays where it belongs. On your hard drive, and nowhere else.
immediatelyapp.com is a cross-platform email tool for salespeople designed to enable closing deals from anywhere, as opportunities happen. From both your phone & computer, you can track when your emails get opened, get reminders to follow up with leads, offer suitable meeting times in a couple taps, and use email templates for sales pitches. Automatically syncs your prospect emails into Salesforce, and pulls relevant contact information from LinkedIn, so that you always know who you’re talking to at-a-glance.
Sales enablement is a huge space with a lot of players and fragmentation.
If you’re a salesperson, you most likely use a CRM system, lead gen software, a campaign tool, and a bunch of email tools. Email is where the action happens, and there should be no need to have five apps opened to be able to reply to a sales prospect’s inquiry.
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. […]
Currently, we are free for individual users, and have a paid tier for enterprises. Very soon, we will be coming out with a ‘Pro’ version of the product, which will have a much deeper integration with CRM systems, and which will require a monthly subscription to use.
Dropbox partners with Microsoft to offer Office integration in the next few weeks. iOS & Android users will be able to edit Office docs from Dropbox. Office for iPad users will access Dropbox files within apps and share via Dropbox.
Access Dropbox files from the Office app and save new files to Dropbox. You can now sync your docs and keep them safe without leaving the Office app.
[…] mobile app called Scannable […] For the on-the-go experience, our goal is to transform business cards and receipts into something immediately actionable and sharable. When you’re back at your desk, the app lets you control the desktop scanner and allows others on your network to scan, turning the ScanSnap Evernote Edition into an Evernote-friendly office scanner.
Evernote is making meeting faster and more collaborative by eliminating the need for slides. Connect your computer, click on presentation mode, and the same note you’ve been working on is now beautifully displayed on the big screen. As you talk your team through your work, the note stays open on your computer allowing you to immediately take feedback and make changes. Of course, you may want to control how text and images flow on the screen, so we’re adding handy tools to define breaks so that just the right amount of words and images appear per screen. […]
[…] handwriting app for iPad is getting a complete redesign. […] the app is rebuilt and reconsidered with a focus on creating the most lifelike writing experience […] also enhancing the connection between Penultimate and the Adonit Jot Script Stylus.
On March 9, 2014, Tony Haile, CEO of Chartbeat, wrote What You Think You Know About the Web Is Wrong:
“We confuse what people have clicked on for what they’ve read. We mistake sharing for reading.”
“In 1994, a former direct mail marketer called Ken McCarthy came up with the clickthrough as the measure of ad performance on the web. From that moment on, the click became the defining action of advertising on the web. The click’s natural dominance built huge companies like Google and promised a whole new world for advertising where ads could be directly tied to consumer action.” […]
“In 20 years, everything else about the web has been transformed, but the click remains unchanged […]”
“Myth 1: We read what we’ve clicked on” […]
“Myth 2: The more we share the more we read” […]
“Do We Read the Articles We Share”?
“[…] there is no relationship whatsoever between the amount a piece of content is shared and the amount of attention an average reader will give that content.”
On June 6, 2014, James Robinson wrote Facebook VP insults our intelligence, argues limiting organic brand reach is not about making money:
“Over the last two years, Facebook has slowly begun cutting back on the organic reach of page posts, whittling it down from 16 percent in 2012 to around two percent now for pages with over 500,000 fans. Brands have found themselves paying money lately to get posts out to fans that they’d already paid money to acquire.”
On June 7, 2014 Jason Calacanis wrote:
“If someone follows my page I should know 100% that they are going to see it – especially if I paid for that like. In fact, there is a HUGE class-action law suit waiting to happen from people who paid for LIKES with the understanding their updates would reach those paid for fans.”
The problems above, had a big impact on how our team at Shario developed our mobile app for customer referrals & customer loyalty.
With Shario we want to help small offline stores / brick & mortar businesses in times of eCommerce & showrooming.
In contrast with the problems cited in the beginning, with Shario the business owner sees revenues directly tied to consumers acting (inviting each other). Not the check-in into the location or the social sharing are being tracked and rewarded but those invites which have lead to new foot traffic spending real dollars.
Loyalty programs and apps that let customers collect points do not do more than keep existing customers loyal.
Whilst customer loyalty is also built in, Shario first and foremost drives customer referrals. We want to bring completely new foot traffic to small businesses: Revenues they would not have had without Shario.
CRM features in Shario let multiple staff members in multiple store locations know what typically only the owner knows: Who to thank for bringing how many paying customers? Who is how loyal? Who gets a lot of refunds?
Contact me at @shario or @pkralle or @salesenablement if you want to get a demo of Shario on your own iPad or iPhone ( http://shar.io ) or virtually here http://shario.de/demo
We can also meet you in person in Toronto, Paris, Shanghai or anywhere in Germany.
On April 9, 2014 docurated.com published their list of Top Sales Enablement Tools.
It takes a slightly different approach than my own work in progress list and has some good details on each vendor.
Here a YouTube “explained” video about BizSphere that was also done by the design and marketing guys at MING Labs.
Find below a list of European Sales Enablement software vendors (Sales Enablement solution, marketing content management, sales knowledge management) & agencies / consulting firms from Europe, as of November 5, 2014.
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 Adaptive Selling Ltd. Delivery of successful sales transformation programs for high tech companies evolving from transactional product sales, to high value enterprise solution accounts management. 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. UK based
basis06 AG basis06.ch (Switzerland)
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) Germany & Netherlands based
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. Not from Europe but has an office in London, UK
changeBEAT changebeat.com (UK)
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)
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
MING Labs GmbH minglabs.com Berlin, Munich, Toronto, & Shanghai based User Experience (UX) 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
Perperitus Sales solution perperitus.com (UK)
PocketWorks Mobile Ltd, UK pocketworks.co.uk Enterprise iPad & smartphones solutions in Leeds, UK
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.
Scepos scepos.com Netherlands based / Dutch
SellsPad sellspad.com Take orders on the go right from your tablet. Always up to date, fast & secure. Improve your sale cycle efficiency. Have the right information at the right time: Documents, presentations, client info, catalog, etc. even when you are offline. Simplify reporting for the people in the field & get detailed information about what really happens in the field. TappCTRL S.A., Brussels, Belgium
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
Squirro Squirro.com Harvest content that matters: Revolutionize the way you gather/store/use content that matters. Switzerland based